Don't Set and Shatter An Expectation of a Home

Discouraged Sellers Need Truth and a Strategy

At one time or another we have all had the "stale listing".   We have had the home listed for months with little or no buyer interest.  This puts a strain on the seller-agent relationship and can be worse if the seller is a past client,  friend or referral. 

If you can identify any issues with the home at the start of the listing, a frank discussion with the seller is important.  Seller's need (and deserve) an honest assessment of their home.  Discuss the challenges and a pricing plan to overcome the problems.

Don't Photoshop out the problems

We all know photos are one of the most important features of a listing.  But Photo-shopping away flaws and unattractive features will only lead to crushing a potential buyer's expectation of the home.

Get a Second Opinion

Sometimes asking another Broker in your office to come with you and preview the home for an honest opinion is helpful. Asking an appraiser to reinforce the pricing or a contractor to offer suggestions for improvements is another possibility.

Seeing is Believing

Take the Sellers on a tour of competing properties.  Letting the Sellers compare features and pricing  of homes in their neighborhood can be an eye-opener.  Sometimes Sellers have no idea what other listings in their neighborhood look like or even compare in price to their home.