Recently one of my seller clients complained about how a showing went on his property with a buyer and agent from another company. Somehow the irritated seller equated the buyer’s very brief look at the property with something that I must have done wrong in my advertising campaign. Further inquiry revealed that the seller had expected me to be more assertive in touting certain features of the property, thinking somehow that an aggressive approach would have convinced that buyer to buy.
While there is an absolute need for active and creative marketing in real estate, a selling strategy that is akin to a high pressure salesmen or manipulation that incites impulsiveness makes little sense in the real estate profession. Convincing someone to buy when it isn’t a good fit for them may be inviting trouble down the road. Remorseful buyers are usually the cause of lawsuits after the closing date when the seller is already long gone.
“Did you point out this awesome feature?” is a question often asked by anxious sellers, as if the buyer would be convinced to purchase if they only knew. The truth is that buyers rarely come to a property in ignorance! Because of the internet, all of the wonderful features of a home or property can be clearly communicated while the buyer sits on their couch prior to any viewing. For this reason, sellers should take extra care to review how the listing data is entered. If you are not satisfied with the photographs or verbiage in a listing, don’t wait until the end of the listing time period to critique! Buyers in this day and age are very educated if not savvy. They know what is out there and they know what they want. There is a buyer for every property, even if it has warts! Put an accurate image forward and be patient!
When you are on the buying end of the equation, be sure to find a Realtor® who has ethics, expertise, and is willing to find what you really want, rather than predictably persuading you to accept something that is not a fit for you. This reminds me of the words in the classic musical, Fiddler On The Roof, “Matchmaker, Matchmaker, make me a match. Find me a find, catch me a catch. Matchmaker, matchmaker, look through your book and make me a perfect match.” Wouldn’t you rather work with an expert matchmaker rather than a persuasive salesman?