“Our home is in perfect condition!” One seller proclaimed when a buyer showed interest. “We did all the renovations ourselves, although now we’re getting a divorce which is why it’s on the market. We really need to get it off our hands to move on. I hope to find some lovely couple that will really make this place their home. I will really miss this house, I don’t think we could possibly accept less than what it’s listed for.”
This exchange is enough to make any realtor cringe, and, more importantly, any BUYER!
When you’re the seller, it is best to let your agent handle the buyers. Keeping the interactions at a minimum between yourself and the buyer keeps both parties interests in check. Proclaiming you have the perfect house may make potential buyers suspicious, especially if something comes up in the inspection that makes you eat your words.
A seller being more actively involved in the sale also makes it appear that you don’t trust your agent, which quickly becomes a problem. It’s important to make potential buyers feel comfortable. Having a seller attend an open house can make them seem desperate and potentially drive down the price in a buyer's mind. Inversely, if the seller expresses their bottom line, potential buyers may not bother to put in an offer in the first place. A seller’s presence can also make home shoppers feel ill at ease when expressing true opinions on the home. That means potential worries and issues to move the deal forward won’t be addressed.
The average seller isn’t a trained negotiator. Answering buyer’s questions can create a bias that leads them away from purchasing your home. Statements like “we made the renovations ourselves,” can bring up questions like, how well was the job done? It’s best to let inspections speak for themselves. If everything you’ve improved is up to code there was no reason to bring that question to the front of your buyers mind in the first place. Mentioning personal issues that may impede a sale, or projecting your wish for a particular buyer will narrow your offers. So again, it’s best to let that paperwork speak for itself.
Ultimately, it’s very important as a seller to trust that your agent is acting in your best interest. We are advocates for you and we want what you want! Finding a Realtor that cares enough about you and your business to keep you current on where you are in the process is paramount to keeping your worries at bay. So sellers, stay calm, declutter and trust the process!
WandaFears, Realtor ABR CRS GRI WCR
Richmond, Va. Long and Foster Realtors