Common Seller Issues
by Carla HillMonday, June 25, 2012
In order to best deal with common seller issues you train yourself to recognize these problem area. Over time you will begin to notice the signs of these issues far before they become problematic. The faster you identify and solve the issue, the faster you'll sell that house.
Let's take a look at the top seller "rough waters".
First, it comes down to price. Every seller wants to get "top dollar" for their home. This is true whether the house needs major repairs or the market is in a major recession. The majority of your sellers will be realistic about pricing, but there is certain percentage of sellers that are true dreamers or are simply uninformed.
In order to stop this issue in its tracks you should always present sellers with a solid comparative market analysis. Show them in black and white at what price homes are selling. You should also give them basic economic data to explain why prices are what they are. What are the prices are why?
The same idea applies to the territory of appraisals. Prepare buyers for the state of today's market and appraisals so they are not shocked or disappointed by low numbers. Many area homes have experienced steep price declines in recent years. Sellers may be unaware.
The second common seller issue is a resistance to staging. "My home looks perfect the way it is!" This is a good time to gently explain that buyers are looking for more of a blank slate... or at least a slate where they can see their own style. Show examples of before and afters of stages homes.
Help sellers understand that staging a space could make homes sell faster and for more money. If staging is out of personal reach be sure to recommend professional staging companies. Many agents provide this service free of charge, knowing the value of a good staging.
The next issue is negotiations. Some sellers feel pressure to themselves perform at negotiations. This causes a lot of undue stress. Reassure sellers that you are trained and certified in this area. All the seller has to do is decide to accept or reject an offer. You'll guide them the rest of the way.
The final, and very common, seller issue is a request for a reduction in commission. You can't blame someone for trying to get a deal, but at the same time this is your job and livelihood. Explain gently that you don't do commission reductions and then show what they seller is getting for the money.
Working with sellers can be a real pleasure, especially when your experience helps to ensure smooth sailing.
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2013
Realty Times®.
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