The Number One Reason Homes Don’t Sell
THE NUMBER ONE REASON HOMES DON’T SELL
In my 30 years of experience, I’ve heard plenty of excuses for why homes don’t sell. Some of the most popular are location, price, market conditions, or some specific feature of the house. But the number one reason is lack of communication and understanding the importance of client and agent working together.
The key to understanding how to sell a house is to fully understand your situation, discover options and determine what you can do about it.
When either the seller or agent thinks they have all the answers, it’s the beginning for failure. Although there are exceptions, for the most part ignoring what each part can bring to the table is foolish.
Certainly it’s the obligation of the agent to have strong leadership and a comprehensive marketing plan with good implementation skills; it’s also highly important for the seller to understand they have a role, too.
The easiest part of selling a house is the beginning; it gets harder as each day passes, especially when market conditions are unfavorable. An agent is responsible for monitoring activity, analyzing market conditions, and readjusting market positions. On the other hand, a seller controls the property condition, showings and price.
The most successful transactions are those with proactive sellers and agents. Those who brainstorm on what the house has to offer and how to present the home properly, have the best chance of success. What the seller likes about the house is more important than what an agent thinks someone might like about it.
The last piece of communication is respect. The agent needs to listen carefully to the desires and needs of the seller; it is, after all, their house and money. The seller, on the other hand, needs to trust the agent and accept the fact the agent may be more knowledgeable about real estate. When respect, confidence and trust are missing, there is little hope for maximizing results with a happy ending.
Keep in mind that the market might not let you reach your goals regardless of the effort. Miracles happen, but rarely in real estate. Be proactive, realistic and communicative. You’ll find the process will be more pleasant and rewarding.
As always, we invite you to call.
Tony Ratchford,
Real Estate Broker
CRS, SRES, ABR
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