Focus on the Positive

By
Real Estate Agent with Better Homes and Gardens Real Estate-Kansas City Homes

I've been an agent for over fifteen years now and I really enjoy it.  Part of the excitement in this job is...you meet all kinds of people and see all kinds of houses.  

 

We've all had that experience of being contacted for a listing appointment and not knowing what the inside of the house will look like.  Walking through the front door..the first impression is so important, and often tells you a lot about the sellers.  And sometimes, the house is updated, well maintained, nicely decorated, clean and not cluttered.  And sometimes, it's not.  When the inside of the house is more lived in than show ready, it can be diffcult to figure out if the sellers are willing to get the house in the best shape it can be for the market...so they can get the top dollar they expect. 

 

That's when I know I need to take a more positive approach, no matter what.  Sellers are generally very proud of their homes, despite the possible sloppy and cluttered appearance.  Being critical of the home will be taken personally.  So  I want to reinforce the positives rather than focus on the negative.  And then take a more gentle, diplomatic approach on how the home should be prepared for sale.

 

I work with many seniors who need/want to move/downsize, and quite often the decor of the home is 20-40 years out of date.  The mechanicals may be updated, but the furnishings, paint, wallpaper, drapes, applicances will not appeal to today's buyer and will not show well in photos.  These older adults often feel like 'it's good enough for us' and note 'the house next door sold with multiple offers and it's just like ours' and so on.  A busy family with kids and pets may say "I  just can't get rid of all my kids toys" or "I don't have time or money to touch up the trim paint" or "I don't smell any pet odor".  And sometimes, I can just feel that they are embarrassed about the condition of the home.  This is the time to be positive and diplomatic...but first, be positive and focus on the features a buyer will like: location, inviting outdoor space, great curb appeal, large master bath, new roof, etc. I take this same approach when giving feedback after showing a house--I note a few positive features as well as anything that didn't work for my buyer.  Sellers are very sensative to the feedback comments.

 

I like to be around positive people--those with a great attitude and who don't complain often about the small stuff.  And boy, do people complain endlessly about small stuff:  having to wait through a traffic light, or the grocery check out clerk is too slow, or why doesn't this shirt come in my size. They can get very upset!  I occasionly rant about some stupid paperwork detail or an agent not getting back to me in a timely manner.  But I won't dwell on it; not worth the effort. And I usually keep it to myself. 

 

Having a positive outlook, even when the house is not in good shape, creates a better atmosphere to start the relationship and the rest of the process of consulting and hopefully, listing the home. 

 

 

 

 

Posted by

Mary Hutchison, SRES, ABR

(Brookside/Armour Hills resident, local business supporter, NPR fan, Habitat ReStore volunteer, thankful for the gift of another day!)

**********

Better Homes and Gardens Real Estate/Kansas City Homes

mary.hutchison@kansascityhomes.com

816 510 1262

www.maryhutchison.org

 

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Rainmaker
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Laura Filip
Laura Filip Broker , Opening doors for All Seasons of Life - Whitesboro, TX
What can we do for you today?

Being positive is always an important factor. Finding the point that brings the house together for a potential buyer. One person can see one thing and yet another something else. Each has a different look at the same thing. 

Jan 24, 2020 02:44 PM #5
Rainmaker
2,812,351
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

That is the best way to go will matter what our minds tell us because we can’t solve problems by complaining about them really. :)

Jan 24, 2020 10:33 PM #8
Rainmaker
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Kat Palmiotti
406-270-3667, kat@thehousekat.com, Broker, Blackstone Realty Group - brokered by eXp Realty - Kalispell, MT
The House Kat

Yes, starting the conversation with all the things that work is a good way to segue into what might need to be done.

Jan 25, 2020 05:06 AM #9
Rainmaker
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Shirley Coomer
Keller Williams Realty Sonoran Living - Phoenix, AZ
Realtor, Keller Williams Realty, Phoenix Az

I love your second paragraph.  We have all heard those statements....it is good enough for us....the house down the street.....  You are correct to focus on the positive. Updating is much easier to fix (buy the buyer or seller) than a location.  Definitely focus on the positive is definitely the best approach!

Jan 25, 2020 06:19 AM #10
Rainmaker
335,586
Sharon Miller
RE/MAX Platinum - Crane Hill, AL

Mary,

Great post! When dealing with a specific(s) issue which will definately inhibit the sale of a property, at the appropriate time, I diplomatically point out to the seller, "I am making you aware at this time, of the item(s) which will need attention in order for your property to show well and be considered for purchase by prospective buyers." "I feel it's my responsibility to make you aware of this issue now, rather than you ask me at a later date, why has there been no activity or offers on my property?" 

Here's an example which should be easy for any seller to follow. Joe is going to sell his car. The tires are worn out, the windshield has a large crack, the brake lights don't always work and the motor uses oil. Joe can't understand why people who look at his car, either don't make an offer or low ball his asking price with what he considers to be, an insincere gesture. Joe is not interested in attending to the deficiencies which make his automobile less than a desirous purchase for an overwhelming percentage of potential buyers.

This same chain of events holds true for real estate. One technique which can be used to influence a great number of your prosepective sellers. Use photographs to get your point across. Show your prospective seller photos of a few recently sold properties whose conditions, were immaculate and well maintained. Point out specifics with each property indicating whether there were multiple offers, sold above asking price, on the market for only a short period of time, etc. Then show them a few other properties in a comparable price range which have languished on the market because of obvious drawbacks, as it relates to the condition of the property, are quite obvious. 

Pictures are "worth a thousand words" and with this example, you can get your point across, in most cases, without coming across as "overly critical" or "telling 'em how its gotta be".       

Jan 25, 2020 07:51 AM #11
Ambassador
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Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Jan 25, 2020 06:24 PM #12
Rainmaker
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Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

A positive attitude on your part let's your seller know that you have confidence in them

Jan 26, 2020 04:04 AM #13
Rainmaker
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Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Good morning, Mary Hutchison, SRES, ABR when an agent is not positive about a property, it radiates.... heavily!!!   even the worst of situations can be presented positively.... 

Jan 26, 2020 04:49 AM #14
Ambassador
1,949,969
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

You've got the right attitude about it Mary. I can't imagine making someone feel badly about their home. The way we communicate is so critical. And yes, older homeowners may not see those years of wear and tear - and the dated features often feel familiar and reliable, not dated and out of style. 

Jan 26, 2020 07:39 AM #15
Rainmaker
154,467
Raymond Henson
eXp Realty of California, Inc. (lic. #01878277) - Elk Grove, CA
Realtor

Sometimes it can be tough, but I always try to find the positives in a house.  If I am struggling, I ask the sellers why they bought the house and what they enjoy about the neighborhood.  Thank you for the reminder to be positive.

Jan 26, 2020 08:23 AM #16
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Jeff Dowler, CRS
eXp Realty of California - Carlsbad, CA
The Southern California Relocation Dude

Hi Mary:

It's all about having the right atttude, and putting yourself in the seller's shoes and considering things from their perspective. I like to take photos on the spot when I am there to shwo them how things look in the camer - like they will onlinbe. It can make a big difference. And in all likelihood they HVE been looking at homes online.

Jeff

Jan 26, 2020 02:26 PM #17
Rainmaker
3,881,633
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Mary Hutchison, SRES, ABR ,

What a wonderful positive post with the right attitude that people will be attracted to. Of course the will decide to work with you. Who wants to work with Debbie Downer?

Jan 27, 2020 06:03 AM #18
Rainmaker
2,146,987
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Very well written. Congratulations on the feature!

As a stager I know the importance of being positive. I always state from the beginning that nothing I say should be taken personally. I want them to know I'm on their side and my advice is meant to help them sell. When advising on the negative, it's important to do so in a positive manner. Explaining the reasoning of any suggestions for improvement and how it will benefit them is very important too.

Jan 27, 2020 07:00 AM #19
Rainmaker
551,933
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Sharon, I"m making notes on the verbiage you used here! So important! I have a stager coming to a listing tomorrow.  Especially like the line of how it will benefit the seller.

Jan 27, 2020 08:15 AM #20
Rainmaker
530,709
Karen Feltman
Cedar Rapids/Iowa City, IA KW Legacy Group - Cedar Rapids, IA
Relocation Specialist in Cedar Rapids, Iowa

Focusing on the positive is what we should all do, especially when showing a home that may appear to be cosmetically dated or clutterd.  After all, the clutter will be gone when the sellers move out, so that part is a non-issue that I point out.  As far as cosmetics, it is an OPPORTUNITY for a buyer to make the home their own!  And if you can get the price where it makes sense, or maybe a flooring or painting allowance from the seller, even better.  Thank you for sharing!

Jan 28, 2020 10:20 AM #21
Rainmaker
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Melinda (Mel) Peterson
Real Estate Cafe LLC - Bend, OR
The Blessed Realtor - ABR, CRS

Wonderful post Mary Hutchison, SRES, ABR!  It's obvious your positive outlook shines and radiates to your clients as well. 

Jan 28, 2020 10:07 PM #22
Rainmaker
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Georgie Hunter R(S) 58089
Hawai'i Life Real Estate Brokers - Haiku, HI
Maui Real Estate sales and lifestyle info

Congrats on the feature, and positive post.  It's the only way to be, especially when dealing with a difficult situation.

Jan 29, 2020 01:43 AM #23
Rainmaker
366,761
Brenda J. Andrew
ULTIMA REAL ESTATE - Corpus Christi, TX
Professional Realtor in Corpus Christi, TX

What a great approach Mary.  Someones home is someones home and we should be understanding and positive when communicating with them.  I love your idea about marketing the things that amazing about the property. It's that type of marketing that can get someone past the updates that need to be done. Of course it is also good to show the seller their competition and it sounds like you are doing all of that in a very positive way - you are right there is definitely too much negativity out there. Being positive and optimistic is definitely why they should hire you!  Great post!

Jan 29, 2020 05:20 AM #24
Rainer
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Kurt Uhlir
Showcase IDX - Roswell, GA
Real Estate Marketing Coach & Speaker

Love it. I'm a huge fan of the coach approach, which means there has to be a relationship and trust first. Focusing on the positives reinforces that we're "for our client" not just for a transaction. 

Jan 30, 2020 07:45 AM #25
Rainmaker
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Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

You are so right.  It's critical to share that first impression FIRST as a great impression.  I tell people it's like buyer's do the "windshield exercise."    They are wagging their head like a dog looking at everything while I'm working to get the key from the lockbox and unlock a couple of doors.  Plenty of time to assess the maintenance and the lack thereof.

Feb 06, 2020 03:31 PM #26
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Mary Hutchison, SRES, ABR

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