Neutralize the Negative by Accentuating the Positive ~ Marketing a 'Location Challenged' Listing

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Real Estate Agent with RealtyQuest, Fairfield and New Haven County CT Homes for Sale and Real Estate RES.0781237

Neutralize the Negative by Accentuating the Positive ~ Marketing a 'Location Challenged' Listing

neutralize negativeMarketing and selling a listing that is ‘location challenged' can be difficult.  Many times, the property has to be priced down to compensate for buyers' negative feedback concerning the location. 

When there is something that is not quite appealing with the property, creativity in bringing out the positive features of the home and neutralizing the negative features is what will help bring in the offer

Sometimes, the buyer may not even be aware of certain features or may not even think of how something in the property can be utilized.  This is where accentuating the positive aspects of a property can turn everything around and effectively neutralize the negatives. 

Two examples:

Example 1
A 4BR home in reasonably good condition sits on a perfectly level piece of property in a great neighborhood.  However, power lines ‘decorate' the back yard and actually scare some buyers away.  

While the home is a typical average styled colonial, what makes it a little different? power lines

1) Each of the 4 bedrooms are private - meaning each has a bathroom or closet 'buffer' giving an extra layer of privacy to the bedrooms.  This is something that is not immediately noticeable, but the buyers liked it.

2) One of the bedrooms has a 16x20 attic crawlspace accessible through a step-up door within a bedroom closet.  Now that's the place for a kid's hideout.  It was fixed up and staged as such and again, buyers with children absolutely loved it. 

They were not so inclined to think of utilizing this bonus space as a ‘hideout'.  While the hideout was not the only feature that sold this house, the family who bought had children who were SO excited about it, the more they looked at the layout and other features, the turnoff of the wires disappeared. 

Example 2
Lovely completely renovated 2,000 sf home with decent property. Only issue was that it was about 400 yards from a major interstate highway.  Buyers drove by and kept going.  

house for sale near busy highway


BUT, the house was also very near a beautiful lake where families could enjoy power boating, fishing, jet skiing, tubing, swimming and multiple party events.  

This house had a two car garage, but there was a smaller storage area attached to the end where the owner could store a jetski, kayak, canoe, and trailer. 

The drive to the lake from the house was 2 minutes.  Anyone driving up to the house did not even have a clue they were near ANY water.  Couldn't see it...couldn't ‘feel' it.   They only saw (or heard) the highway. 

The accessibility to the lake sold the house.  The buyers said the highway does not even bother them.  it did at first!) They are living the lake lifestyle and loving it! 

If a property is ‘location challenged', it's time to put on the thinking cap, accentuate the positive features and neutralize the negatives.   There's good in everything. Sometimes it just has to be creatively drawn out and highlighted.

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Show All Comments
Ambassador
827,092
Suzanne McLaughlin
Sabinske & Associates, Inc. (Albertville, St. Michael) - Saint Michael, MN
Sabinske & Associates, Realtor

We have had properties that are just a few hundred feet from railroad tracks.  Some people actually like trains!

May 01, 2011 10:06 AM #1
Rainmaker
603,508
Barbara Altieri
RealtyQuest, Fairfield and New Haven County CT Homes for Sale and Real Estate - Shelton, CT
REALTOR - Fairfield County CT Real Estate

Suzanne -- That's funny.  You're right.  Some people don't mind. I did have a few who looked and didn't mind either, but then the house was not right for them!  In these two cases, the bulk of the feedback was negative due to their locations.  You can't make the issue disappear, so the buyer needs to see how great the house is otherwise.   

May 01, 2011 10:22 AM #2
Rainmaker
1,595,126
Debbie Gartner
Floor Coverings International Westchester NY & Stamford CT - White Plains, NY
The Flooring Girl - Westchester hardwood flooring

Those are some super examples.  Nice going and smart thinking.  Actually, they'll get used to the noise of the highway and over time won't notice it so much. That's how it would be a one of my grandparent's houses on LI near Kennedy (or was it Laguardia).  After staying there a week, I wouldn't notice.  Same w/ my other grandparents in the Bronx.  Had trouble sleeping at night the first few days, but got used to it by the end of the week.

May 01, 2011 10:48 AM #3
Rainmaker
603,508
Barbara Altieri
RealtyQuest, Fairfield and New Haven County CT Homes for Sale and Real Estate - Shelton, CT
REALTOR - Fairfield County CT Real Estate

Debbie -- You're right about train and airport noise. My mother lived next to the tracks in Bridgeport when she was young and she said she didn't even hear the noise -- and those old trains were noisy back then!  I have a friend with a house in Breezy Point NY -- maybe you know the area -- and the JFK landing path is right over the area.  When I stay there I have trouble sleeping until the planes slow down for the night.  My friend, on the other hand, doesn't even notice the noise. 

May 01, 2011 11:13 AM #4
Ambassador
1,833,329
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut - Middletown, CT
Your Connecticut Mortgage Expert

Barbara, These properties can be a challenge.  I have a young couple that is having a real hard time selling their house because of location.  Shortly after they bought the house, the town put a traffic light almost directly in front of their driveway.  They have been trying to sell it for almost two years now.

May 01, 2011 08:20 PM #5
Rainmaker
603,508
Barbara Altieri
RealtyQuest, Fairfield and New Haven County CT Homes for Sale and Real Estate - Shelton, CT
REALTOR - Fairfield County CT Real Estate

George -- Yes, that's a tough one to overcome also.  Maybe their agent might rethink the marketing and come up with something creative to sell it.  Of course and unfortunately, there is always the price if all else fails.

May 01, 2011 08:32 PM #6
Rainer
229,855
Karen Bernetti
Staging4Smooth Transitions Connecticut Home Staging - Southington, CT

You described so many homes in Southington!  We are plagued with power lines and highways in so many backyards too.  They are quite a challenge.  I've heard that people who work for utility companies are less frightened of those power lines because they're more educated about the dangers (or lack there of).  Perhaps you can find a way of reaching them??  Sellers need to make these oh-so-challenging homes irresistable in every other way imaginable - including price (ouch!!)

May 02, 2011 12:05 AM #7
Rainmaker
603,508
Barbara Altieri
RealtyQuest, Fairfield and New Haven County CT Homes for Sale and Real Estate - Shelton, CT
REALTOR - Fairfield County CT Real Estate

Karen --  I don't think of Southington as having that issue but guess I-84 affects a lot of properties.  You are right about the power lines and those who KNOW really understanding their affects.  They can be sold; but unfortunately, many times the owners have to take a price hit. 

May 02, 2011 08:29 AM #8
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Rainmaker
603,508

Barbara Altieri

REALTOR - Fairfield County CT Real Estate
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