I want it right now and I want everything on my list. Get it for me.

Reblogger Lenn Harley
Real Estate Agent with Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate 303829;0225082372

The agent must have attended one of those seminars about . . .

"OVERCOMING OBJECTIONS".
home for sale

Valerie described the TV Home shows well, staged, edited, cut, etc.

However, what I noticed in the scenario used was the effort on the part of the agent to overcome the buyer's objections with retorts that were largely negative.

Sometimes it's better to SAY NOTHING.

Long ago I learned that, when a prospective buyer has a "list of requirements", just IGNORE IT.

Once they have previewed a few properties IN THEIR PRICE RANGE AND LOCATION OF CHOICE, they'll see what their money will buy.

The market is what the market is and the homes are what the homes are.

I believe that agents succeed better when they talk less and show more.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

 

Original content by Valerie Zinger

 

Very late one evening this week, I was watching one of those TV shows on buyers heading out with an agent to get a new home.  As we know, these are shows so they have been staged, edited, cut, and the buyers have probably been assigned roles.  In this show, the young wife had some very specific things that were requirements for her to buy and she handed the agent a long printed list.  The agent, well into her fifties or sixties, tried to be kind-generous-calm and a good listener.  She tried, but she failed.  The agent’s exasperation with the young woman, and later in the show with the husband, shone through with her forced smile and comments like:

“Well, you can’t have everything on your list.

Those drapes can be changed and it would be a pity not to buy because you don’t like the drapes.

It seems like every house has at least one of your ‘deal breakers’. 

Yes, the flooring is tile but that can be changed when you have more money.”

It was amusing to watch this show but it was also too close to reality.  Let us blame their poor relationship to the generation gap.  The young people wanted everything on the list, they wanted it right now, they were not willing to compromise AND they insisted on staying on budget.  The agent, likely working with her 400th client, remembered when people bought a ‘starter’ house, built up some equity, started a family and when the walls started closing in called her to have her help finding their next home – bigger, better and still maybe a few steps away from their dream home. 

Good luck to the young couple.  I fell asleep before they made a decision.  Their reality was not something I needed to see.  Good luck to the agent.  May her next clients all be downsizing boomers ..... oops.  They too are going to be shocked at how much their smaller dream home with all the bells and whistles will cost.  Oh well, everyone  involved (and their story is our story) needs to find ...

A gallon pail of cold adult beverages so they can chill.

 Photo credit:  liquor-table

 


Valerie Zinger  valeriezinger@gmail.com 

Ottawa, Canada      613-859-7759

  

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Rainmaker
550,176
Diane Daley
Caron's Gateway Real Estate - Northumberland, NH

Can't please everyone all of the time, some are more worth the effort than others... It's ok to be choosey...

Jul 19, 2012 06:43 AM #1
Rainmaker
1,089,089
Wallace S. Gibson, CPM
Gibson Management Group, Ltd. - Charlottesville, VA
LandlordWhisperer

Lenn * I had rental prospect want to see a home last Sunday - I suggested they drive by and reconfirm our 10A appointment early Sunday  She call me and said the home has no back yard - I said there was nothing I can do about that...the owner and last 3 families in the home had no objection that there was no back yard...kids play inside or at the TENNIS court, POOL, Soccor fileds,etc....can't built a back yard, sorry!

Jul 19, 2012 06:51 AM #2
Rainer
230,415
Carie Shapiro
Managing Broker-IL; Pre-License Instructor-IL; Broker-TX - Chicago, IL

Less is more ... great advice, Lenn!  In my opinion, talking less has the best results in most of life's situations.  And, not just when working with buyers :)

Jul 19, 2012 07:59 AM #3
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Lenn Harley
Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Caron.  The homes aren't going to change.  That's for sure.

Wallace.  HA!  No back yard.  They're renting, not buying.  The last rental inquiry I tried to help decline the perfect location/price/home size because he didn't like the oven/range.  GEEZ.

Carie.  I agree.  You can't get hurt by what you don't say.

Jul 19, 2012 08:43 AM #4
Rainmaker
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Kim Boekholder **Results Real Estate**
Results Real Estate 801.580.5624 - Sandy, UT
Broker, Selling Salt Lake Homes

I've had two buyers this week say they are going to continue renting vs buying because the homes just don't have "everything" they think they should have at the price point they can afford.  (insert eye roll)   Good luck to all of us 

Jul 19, 2012 01:52 PM #5
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George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut - Middletown, CT
Your Connecticut Mortgage Expert

Lenn I get the same thing on the lending side.  Just the other day a Borrower wanted to be Pre-Approved to purchase a house that would be between $150,000 and $200,000 and the mortgage to be below $1,000 per month with taxes and insurance.  OK, lets see what a $1,000 a month gets you, and it isn't long before reality starts to set in.

Jul 19, 2012 03:01 PM #6
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Brenda Mullen
RE/MAX Access - Schertz, TX
Your San Antonio TX Real Estate Agent!!

Usually buyers start off with a long list of wants and demands and want it to fit into a very small budget.  I just show them what they "want to see" intially and they soon find out that all of their wants and demands generally cost money.  I don't pressure, I just let them figure this out on their own :)!

Jul 19, 2012 05:20 PM #7
Rainmaker
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Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.

Now I remeber WHY I only handle listings LOL. too many moving parts with buyers, but I suppose they get educated real quick and come to reality

Jul 20, 2012 06:42 PM #8
Rainmaker
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Valerie Zinger
House Proud Ottawa-Ontario-Canada - Ottawa, ON
Home Organizer

Lenn:  Thank you so much for re blogging this post.  You are right about not countering with negative.  I learned the fine art of the 'hmmm or ummmm' when I got unrealistic comments and expectations.

Jul 22, 2012 03:27 AM #9
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Lenn Harley

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