Playing Fair

By
Real Estate Agent with Magic Valley Realty

Your sellers are entitled to everything they can get out of their home.  Some say there is a fine line between salesmanship and deception.  I disagree! Painting a room for appearance is salesmanship.  Painting a room to cover up leaks is deception.  The difference is clear!  That is why i recommend to all my sellers to do three things:

First, disclose everything you can about the home, including defects you know exist and even ones you merely suspect.

Second, consider having a pre-listing inspection performed by a member of NACHI, the "National Association of Certified Home Inspectors" and this way one you have an early report, this way any issue is out and open and you the seller can fix the items without being rushed and you can save money by not rushing a repair man.

Third, many of buyer have happily paid full price after a Realtor has found them the right home, when honesty and salesmanship were started at the beginning of a transaction.

I have found out that honesty goes a long way to being successful and if you make your sellers understand this then both buyer and seller are winners in theses transactions.

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Rainmaker
570,044
Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Hi Jeff,  Your post is absolutely right on the money - for all the right reasons !

August 02, 2008 12:37 PM #1
Rainer
339,851
Kris Wales
Keller Williams Realty - Lakeside Market Center - Macomb, MI
Real Estate Blog & Homes for Sale search site, Macomb County MI

You are so right.   If sellers simply disclose potential buyers won't have the fear factor that comes into play. I know my own buyers would much rather see something like "Basement leaked, fixed in '96, no problems since.." than to wonder about it or worse yet, have an inspector note that it looked like a repair had been done.

August 02, 2008 12:42 PM #2
Rainmaker
1,120,660
Li Read
Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC
Caring expertise...knowledge for you!

total disclosure is always the way to earn trust, and that's what creates a career, not just a job.    Good post!

August 02, 2008 12:57 PM #3
Rainmaker
238,110
Angelia Garcia
Pure Realtors - Dallas, TX

I once had a listing that is expired now. I informed the seller that the flooring in the garage conversion was falling apart. Instead of fixing the plywood he had carpet installed over it. I am so glad he did not call me to relist. He called another agent and I did not know about it until I went to show the home and that same day the agent was putting her sign in the yard. I was shocked and relieved at the same time.

August 02, 2008 01:03 PM #4
Rainmaker
56,380
Kevin Pierce
Cascade Builder Services - Tacoma, WA
New Construction Warranty Management

Correct!  When I started reading this post, my first thought was, of course, get a pre-listing inspection.  Well, clearly you advised that but you even went as far as recommending a NACHI inspector.  Nice, very nice Jeff!!!  I would always recommend a NACHI inspector ; )

August 02, 2008 01:19 PM #5
Rainer
24,718
Veronica DeCarolis
Weidel Realtors - Flemington, NJ

Comment on the last comment: if our sellers won't take our advice and then do something deceptive as you describe, they do not deserve the service we provide.  Did you let the new listing agent know about the garage?  Veronica

August 02, 2008 01:20 PM #6
Rainer
4,022
Jeff Abram
Magic Valley Realty - Twin Falls, ID

The last to home i listed i had the sellers do a pre-listing inspection on them, both had a few problems, they started working on them as soon as it was done.  Both had offers on them 4 days after I took the Listing once an offer was made on them i provided the buyers agent a copy of the inspection and both buyers waived their right to have the home inspected.  saved about 2 weeks in the pending and and closing period. 

Also i post on both that these homes were "Certified Pre-Owned Home."  The homes above recieved better offers then on pervious homes i listed.

Try it advertise your next home as a "Crtified Pre-Owned Home" again there's no deseption because its been inspected and if the sellers will fix, (which they would need to later) the major problems before the offer or even during the offer stage and you as the agent will be honest with the buyers agent that; one, you had an inspection done.  Two, they are repairing x, y and z your sellers will get what they want most of the time.

August 02, 2008 01:35 PM #7
Rainer
131,967
Jon Wnoroski
America's 1st Choice RH Realty Co., Inc. - Green, OH
Summit County Realtor

Hi Jeff.  I agree!  When I go into a home with my buyers we already have the disclosure form and have read what the seller has disclosed.  There have been times when my buyers have been in homes that made a good first impression only to notice objects stacked in one corner (either in a room.. but mostly in the basement) and when we move the items to see what's hidden behind them we find evidence of water damage or some other defect.  At that point, a home that was making a good impression on the buyer now cast some doubts in their minds.  If the seller is hiding water damage.... then what else is wrong?

It's best to be open and up front.  Sometimes buyers will overlook certain things if they are minor.... but don't try to hide problems.. disclose them... besides, the law requires it.

August 02, 2008 01:41 PM #8
Rainmaker
56,380
Kevin Pierce
Cascade Builder Services - Tacoma, WA
New Construction Warranty Management

Great marketing tool, Jeff.  Check this out if you haven't before.  www.moveincertified.com.  Not only can you call it certified, they already have signs made and you and your prospective clients also have access to the report online.  Best of all, NACHI inspectors are involved!

August 02, 2008 01:52 PM #9
Anonymous
Anonymous
Anonymous

Thanks for the tip!

I'm ahead of you a little I had a sign made up as a ryder with my info on and a website that they can go to for a visual tour.

August 02, 2008 09:49 PM #10
Rainmaker
56,380
Kevin Pierce
Cascade Builder Services - Tacoma, WA
New Construction Warranty Management

Nice!  Maybe the post can help out another realtor who hasn't used this great marketing tool.

August 02, 2008 09:53 PM #11
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Rainer
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Jeff Abram

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