Everyone Loves to Buy; Nobody Wants to Get Sold
As a Seller, it's easy to get caught up in the selling and sometimes overselling of your home. After all it's your home and you've actually experienced the value both practically as well as emotionally of living there. So why not sell buyers on those features and benefits? Reason: Everyone Loves to Buy; Nobody Wants to Get Sold. Go to a retail clothing boutique, car lot or furniture store and you see it happen: I'm just looking, no thank you, I'll let you know if I'm interested. So how does one get from Point A to Point B without "pushing"? The answer is give, give, give. The problem in most sales systems is everyone is trying to close too soon. "Do you prefer cuffs or no cuff trousers; are you looking for a sedan or an SUV; let me show you what the specials are this month." This eventually leads to a financing discussion and the salesperson racing to a contract while the buyer is racing out the door.
So what is the best practice in selling your home without pushing?
Give, Give, Give!
Have you heard "life is about give and take?" How about, "you don't want to give too much?" Or, it's a 50/50 relationship; both sides have to give. All bad advice in this case. The best advice is give, give, give and then give some more. Why?? Because when you freely give (and I mean really, unconditionally) the chemistry changes and people open up and their defenses go down. They have the ability to actually hear the truth instead of being completely guarded in anticipation of the hammer about to drop on them.
So how does this work in selling a home? Simple: Give people what they want and need in a professional, respectable, repetitive way. Let buyers know the basics in writing and electronically. Provide them information about the recent repairs, updates, and upgrades. If there is a published report about the property from the city or county, provide it to them. Do you think they might want to know how your home is priced compared to others... give it to them. Is there a deferred maintenance issue or repairs to be completed.... yup, give it to them. Is there a foundation issue that's being addressed? Give them full disclosure and the full story, timeline, and warranty information. You want to give, give, give the buyer the information they need and want so they can make a great decision to BUY the property. This is not the time for playing dumb, half-truths, or a convenient memory. You want to show the buyer that your home is completely transparent with no question marks and they have an abundance of the right information to make an educated decision.
Think of it this way, if a buyer is looking at three homes and one has an abundance of disclosure and transparency and the others create more questions than answers the selection becomes clearer. Don't get me wrong, you can't give, give, give on a property that has nothing but problems with no solutions in sight and hope this approach will work. It won't. At the end of the day you want your buyer to have a good home and you want to sleep well knowing you did them right.
When we give, give, give without the expectation of immediate reciprocity, you are more relaxed, the buyer is more relaxed, not only is the information transferred completely but truth is revealed and the momentum of Buying overtakes the friction of Selling. Everyone loves to buy but no one wants to get sold.