Tell Sellers the truth.....

By
Real Estate Sales Representative with Coldwell Banker, Vanguard Realty

It's a New Year time to stand tall and make a decision to tell the cold hard truth. When you walk into that listing appointment remember they asked you to come because you are a real estate professional and they are looking for guidance and solutions.

 Now if your end game is merely to get your sign in the yard then you won't be in the game too long. However, if this is your career you get that it's a bigger picture.  The bigger picture... your reputation, referrals, delivering on what you say! Remember you are dealing with folks biggest investment don't make it about you. Once you do you lose.

 Maybe your excuse is you just can't be that hard on them, it will hurt their feelings. How would you feel if the cancer doctor felt really bad about your terminal diagnosis so he told you everything was fine come back in 6 months? Too bad you won't be showing to the appointment.

 That's what many agents are doing out there with seller's finances. They are over pricing homes to get the listing meanwhile the market is passing the seller by till they are in ruin.  

 I'm not talking about the seller who won't listen. We all have dealt with them. I prefer to be the second listing agent on those because now they are prepared to listen and I didn't have to spend my money on a house that wouldn't sell.

 If it smells, tell them, if it's cluttered tell them, if they want to overprice it for the market tell them. You don't have to be unkind you just need to be honest. Suggest an appraisal if need be.

 I would love to hear from some of the best how you handle the seller that is in denial and at the same time really needs to get their house sold.

Comments (8)

Kristin D. Smith
Keller Williams Realty Mid-Willamette - Albany, OR
Kristin D Smith

Hear hear!!!  I agree 100%.  And if you want to get really picky about it, or you think they'll not appreciate what you have to say, you can always blame it on NAR, because if we take an overpriced listing, we are in essence breaking the Code of Ethics. Nuff said.

Jan 06, 2009 08:04 AM
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Kim, I loved your post, I have a manager that has been preaching since I have known her "..the Trutth will set you free.." and the agents that like to  fib she tells them "..OK Pinochio...let's try this again.."  these are at office meetings brings the house down:))

I turn down listings that will not sell and I have to spend an arm and leg. I tell them it is my money and my time.

Jan 06, 2009 08:06 AM
TIM MONCRIEF
Tim Monciref - Austin, TX
Over 2,000 homes sold…..

By not being honest you are being cold hearted.  I just went into a listing appointment yesterday and started it off by telling the owners that they will probably throw me out the window when we are done; but my job is to sell listings, not take them.  The house was $75k overpriced at $740k.  We are signing papers this Friday.

Jan 06, 2009 08:09 AM
Jeff R. Geoghan
Coldwell Banker Residential Brokerage - Lancaster, PA
REALTOR, Marketing Manager

Depending on where you are in the country pricing is a precarious thing.  Even the low end of your supposed range could be in jeopardy this winter.  The comp analysis takes on a whole new edgy-ness IMHO.

Jan 06, 2009 08:23 AM
Renee Straubinger
Paul R Straubinger - Jupiter, FL

GoodPost, to the Point I like it!! 

Jan 06, 2009 08:33 AM
Konnie Mac McCarthy
MacNificent Properties, LLC - Cobb Island, MD
Broker/Owner - VA & MD "Time To Get A Move On!"

I am going on a listing appt, next week, and I already know going in that I am going to have to talk them down on thir price, in this market, I really can't afford to spend marketing time and effort trying to sell an over priced listing.. :)

Jan 06, 2009 08:39 AM
Renee Straubinger
Paul R Straubinger - Jupiter, FL

Why would a Realtor not tell the Sellers the truth? In this economy why would a Realtor put good money toward a bad thing, if thats the case dont waste your time..... get on the the plane to Vegas you will enjoy it more, and it leaves within the hour ;)

Jan 06, 2009 09:07 AM
Ilyce Glink
Think Glink Media - Chicago, IL
Best-selling author, award-winning TV/radio host.

Kim, you're right on the money! It seems like a simple message, but not everyone is as honest as he or she could be. Thanks for the post!

Jan 06, 2009 01:51 PM

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