How can I possibly get through to my sellers that if they are getting showings and we have not yet sold then there's a problem?

By
Real Estate Agent with Coldwell Banker King Thompson

UH....I get so frustrated & upset when a client calls me tosay that they are not feeling "SPECIAL". Special I say......What exactly do you mean? Well, what are you doing to make my house more special that the other homes that are on the market??? At this point I just want to come unglued. I very politely say, were getting showings right? I am giving you feedback right? I have given you copies of all my ads, cards, e-mail's, etc right? I've gottenyou 37 showings since we listed right? X number of them have the same comments about smoke odor, wallpaper, etc..... LET ME ASK YOU, "WHAT ARE YOU DOING TO MAKE YOUR HOME MORE SPECIAL THAN THE OTHER HOME THAT BUYER IS LOOKING AT THAT DAY?" I do my very best with my clients and I am pretty straight forward on what it takes to sell their home. I do not list homes just to list...I list to sell. Tell me how you has agents get your clients to make the necessary changes to sell the home and not to blame you the Realtor for their mistakes???

Comments (10)

Cait ODonnell Donohue
Red Key Realty Leaders - Frontenac, MO

If you have had 37 showings and no offers...something has to change. Tell them if you can't change the negative( smoke,wallpaper etc) that they will have to reduce the price. I had one of these recently, we ( the homeowner , and I)had agreed in the beginning that after a certain amount of showings (10 in this case) that we would reduce the price. Of course when the time came the didn't want to do it. After another 10 showings (and no offers)I sent them two amendments...one reduced the price, the other withdrew the listing from my brokerage. I told them to pick one and send it back to me. They sent back the price reduction.

Oct 17, 2008 03:31 AM
Margaret Oscilia
Creative Concepts-Home Staging and Contracting, Salem Oregon - Salem, OR
Home Stager, Salem Oregon

I agree with Cait -- I'm sure you are having feedback that indicates a problem with the home or the price.  Frequently realtors call in support by calling us in for a staging consultation.  Frequently the seller is more willing to make updates and improvements to the homes presentation when they realize their "special home" is not going to fly off the market!  Realtors we work with are amazed at the work their clients are willing to do after meeting with us -- even though they may have recommended the same work -- because we are the "experts"!  A good stager knows how to eliminate smoking odors effectively and permanently.  We stress to clients -- do you want to sell at a discounted price or full price and do some work.  Good luck!

Oct 17, 2008 03:39 AM
Anonymous
kara

I'm not a realtor. I go to Open Houses & am amazed what kind of junk people are trying to sell.

True, there is a price point for a house at which "all sins are forgiven"-meaning that if the price goes low enough, the disgusting house will become attractive to the buyer.

I have seen houses priced where they should be & staged- a pleasure to sell & BUY.

I actually feeel sorry for the agents at the Open Houses, the ones that need a lot of decluttering, cleaning, staging & price dropping. It's not fair to give you a listing & expect you to make magic. Stupid people. Most sellers don't get it. They give you the horrid listing & then take out their whip & blame you for everything.

Hmmm, this just gave me an idea: To teach a night class at the local Community College-How to get your house ready for a SALE!

Oct 17, 2008 03:46 AM
#3
Rebecca Schrader
Competitive Insurance of Dundee - Dundee, FL

Teresa,

Your sellers need to get on the ball! Money Talks! And if they don't want to use some elbow grease and clean up their smokey house and remove the wall paper (which is NOT a big task if you think about it) then they MUST reduce their price! Think about it...what cost is it going to take to "work" at making your house more appealing? The price of the "reduction"??? This is a no-brainer... sheesh! Some people just don't get it...and it's up to YOU to educate them sometimes... I sold one of my houses (AFTER I WORKED on it myself...I was told I'd never get what I was asking for, and I was NOT willing to REDUCE the purchase price...so I worked...and let me tell you, it paid off nicely) MONEY TALKS...

Oct 17, 2008 03:49 AM
Shelley Hinojosa
Gatewood Group Realty - Moore, OK

Sometimes you just get really stubborn clients that think their home doesn't need changes, or that they need to change.  Just last night I let a listing expire.  The owner wouldn't allow open houses, half the time when I called to set up a showing, it wasn't convenient for them, etc. etc.  This was so frustrating especially after all the money I put out for advertising.  I'm good, but I'm not a miracle worker.

Oct 17, 2008 03:50 AM
Carol Kope
Keller Williams Realty - Yorktown Heights, NY
CRS,CRB,GRI,ABR,CCPS,CIPS,TRC,RSPS

Teresa,

It seems we all run into these type of sellers.  Do not beat yourself up.  It sounds like you are doing everything right. 

The feed back is telling them what they dom't want to hear.  What I have done under the same exact circumstances was to call my clients tell them to be ready on Saturday at 11:00AM I was taking them out to see their competition.  I hand selected the homes in the price range they should be in and the homes priced to theirs.  After 6 houses they got the message and we reduced.  If they didn't I was going to ask them to release me from their contract.

People hire us to work for them because of our knowledge and experience, if they don't take our advice then there isn't any reason to hold them to a contract.

I like Caits"pick one" approach, I think I am going to adopt it if she doesn't mind.  Good Luck, let me know how you make out.

Oct 17, 2008 03:51 AM
Charlie Ragonesi
AllMountainRealty.com - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros

wow  37 showings you have a great plan in place. Sounds like it is priced right too. The only suggestion I have is to get them to bring in one of those companies that clean up smoke ordor and then start smoking outside. Hopefully you will sell before winter

Oct 17, 2008 03:54 AM
Teresa Cox King
RE/MAX of Orange Beach - Orange Beach, AL
Orange Beach and Gulf Shores, Alabama

I recently non-renewed an expiring listing for this reason.  We rarely had ANY requests for showings in the six months listed.  (maybe two)  We reduced $10K every four weeks until I finally gave up when the seller told me he didn't want to reduce it anymore.  This home had tons of negatives that were apparent to everyone except the sellers.

Oct 17, 2008 04:19 AM
Teresa Isner
Coldwell Banker King Thompson - Grove City, OH
"Your Key to Making The Right Move."

Thanks for all your feedback, at least I am not in this battle alone. Can you believe it we got yet another "LOW OFFER" on the property.....gee....I wonder why.

Oct 27, 2008 06:39 AM
Jerry Becker
Jerry Becker and Associates - Littleton, CO
Littleton, Colorado

I tell sellers at the listing appointment that they have more control over how quick and for what price their home will sell for, than I do.  I explain my role as a marketer and not a seller.  Unfortunately, in our business we all like to make the claims we sold or sell homes, when the truth is we just help get the home marketed.  The majority of times the co-oping agent is the one that gets it sold.  There's a couple of good shows on cable that show how a home can be made more appealing to the public by sprucing it up and staging it.  If the sellers don't have cable, maybe it would be a good idea to tape some of the better ones and lend to them so they can see what it takes to make a home presentable and desirable to buyers.

Oct 27, 2008 06:50 AM