Three sure signs your client still needs to break up with their home

dotloop

November 05, 2012 | comments

To some degree, we all become attached to the places where we live. In the case of an apartment, it may be easier to let go and move on, but when you own a home and have lived in it for a number of years, it can be hard to leave it behind.

Whether it’s out of necessity or desire to move on to bigger and better things, sellers eventually have to begin the process of disconnecting their lives from their locations. Even when a client realizes and accepts that they need to sell, they might need a little help breaking up with that beloved home.

So how do you know – and more importantly, how can you help?

Here are three sure-fire signs your client needs to break-up with their house, and what you can do to help them move on.

1. Sellers have priced their home way too high. As a real estate professional, you know how to price a home for its market, even if the homeowner disagrees. Sentimental value can weigh heavily on a homeowner, but it’s important to get them to see their home as a stranger would. Show them comparable homes in their neighborhood and the prices they’ve sold for recently. Be direct and straightforward and set their expectations properly from day one.

2. Or they repeatedly turn down good offers. So you’ve priced the home correctly, but the seller won’t entertain any of the offers. If your client continues to turn down buyers with shallow excuses, they may be too attached to sell. After several lost offers, talk to your client. Ask them directly about their intentions to sell and explain why the offers were reasonable. Get them to see past their emotions and view the market value of their home more clearly.

3. Buyers can’t find anything they like. Your client provided you with a full list of wants and must-haves, and you’ve found the best home in the right price range, but – your client isn’t interested. If you swing and miss several times with what you see as a real estate gold, you may be dealing with a client with no real desire to move. Talk about their reasons for moving, and identify what – if anything – it will take to get them into a new home.

These seller hesitations can be frustrating, but ultimately, it’s up to your client whether they will buy or sell. You can help in the process by managing their expectations and providing them with the real estate knowledge and expertise to get them through it.

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