How Do You Sell The Hidden Potential Of A Dangerous Listing?

By
Home Stager with CM Staging Solutions Inc

There are a number of ways a real estate agent can sell ALL the features of a listing.  The challenge is how do you sell a HIDDEN feature of a listing.  For example, I just was called out to a listing and the home owners had a patio and the retaining wall was bowing, the concrete for the patio was all broken.  It was dangerous to even consider stepping out on this patio.  The listing agent told me the sellers were not willing to rectify this sitation to list so the agent was going to lay a plastic tarp over the patio to hide it.

This got me thinking and I thought I would throw this situation out to the forum and let other professionals comment.

At the end of the day, real estate agents really do have their work cut out for them.  So what are the options and what do you do?

Is there anything else you could do as a real estate agent other than put up cautionary yellow pilons warning buyers to stay out of the backyard?

I. Add the potential of the backyard to the listing.  You can add this unique feature into the listing and this may seem like common sense right?  The effectiveness of this approach is how on how innately visual a buyer is.  There some people who will read the listing and really internalize what you have written and others unfortunately who won't.Se

II. Tell all people who come through the home.  As a real estate agent you can gage how much time you can or will invest into the sale of the home.  The benefit of attending for every open house and every buyer showing is you can ensure your get your message across to the buyer regardless of whether it will resonate with a buyer depends on the buyer.  The challenge for the real estate agent is you have to be 100% dedicated to this one listing, if you take this approach when selling your homes you don't much time for other clients or listings.

III. Offer an electronic staging and show how great the backyard COULD look.  Turn a negative into a potential positive and offer light at the end of the tunnel with an electronic staging.  Electronic Renderings are ideal for these types of situations as they provide the visual representation of how the property could really look.

Electronic Staging

Have your say!

 

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For more information on home staging in the Toronto area or furniture and accessory rental, contact me.   To see information on the show click on the Income Property button below.

Rachel

 Toronto Home Staging HGTV's Income Property

 

 

 

8-153 Bridgeland Ave

Toronto, ON M6A 2Y6

416 256-0088

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Topic:
Real Estate Sales and Marketing
Location:
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Groups:
Keller Williams 'Rainers
Canadian RE/Max Agents, Mortgage Brokers, Home Staggers Etc.
HomeLife Agents Club
Active Toronto
Enhancing Your Listing, Home Stagers, Photographers and Related Professionals Specializing In Preparing Homes To Sell in Toronto
Tags:
selling homes
how to sell a house
electronic staging
dangerous listing
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Rainmaker
749,670
Jeff Pearl
RE/MAX Distinctive / LIC in VA - Lovettsville, VA
Full Service Full Time Realtor

I would just sell as is. Here we are required to be truthful in all advertising. Buyers buy what they see, and most don't want to buy construction projects. Even if seller doesn't want to fix it, they should at least get estimates on (a) having it demoed and removed. (b) having it inspected and repaired (c) having the patio paved over with flagstone or brick (d) top and bond the patio etc.

Apr 25, 2013 09:06 PM #1
Rainer
31,874
Rachel Craggy
CM Staging Solutions Inc - Toronto, ON
CM Staging, Toronto Home Staging

Hi Jeff

 

Great response!  And I would like to add, here in Canada agents are also obligated to disclose all known information about a property and be truthful.  I will ask you again, how do you get your message across after you get your estimates, the owners are not will to pay to rectify the problem.

Apr 25, 2013 10:15 PM #2
Rainmaker
749,670
Jeff Pearl
RE/MAX Distinctive / LIC in VA - Lovettsville, VA
Full Service Full Time Realtor

Rachel, if owners aren't willing to do anything, I just tell them that buyers will deduct for the cost of repairs, and that buyers usually overesitmate the costs on everything. If they just don't have the money to spend, they don't really have much of a choice.

Apr 25, 2013 10:38 PM #3
Rainer
31,874
Rachel Craggy
CM Staging Solutions Inc - Toronto, ON
CM Staging, Toronto Home Staging

Hi Jeff

I agree, and in some cases the owners don't have the money.  In this case, the owners have practically re-built the home from top to bottom but are ignoring the backyard.

The problem I see for these owners is you cannot access the backyard without walking on the dangerous patio.  This becomes a 2 point problem, if the agent tries to cover this up with a plastic tarp and someone is injured where does the liability lie?  Second problem, if you bring attention to the patio with yellow pilons, this becomes a bigger warning sign than it may really be and further to your original point, I think getting an estimate or even doing the work is a better solution before they go to list.

Apr 26, 2013 04:24 AM #4
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Rainer
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Rachel Craggy

CM Staging, Toronto Home Staging
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