Once you list your home for sale you may find it difficult to step aside and let your agent take over.  You may be wrestling with the temptation to linger around while prospective buyers view your home, hoping to get the chance to point out all of the “bells and whistles” you know make your house more “sellable”.

If you really want to help, however, you will leave the house whenever it is being shown.

We have found that the sales process does not really begin until buyers have begun to voice their personal objections about a property, which makes their motives, plans and position much clearer to the agent.

Unsurprisingly, most buyers are unlikely to feel comfortable voicing their opinions in front of the home owner.  Many buyers are walking through with family members or friends and want to be able to openly discuss the pros and cons of the home.  Sometimes their objections are serious enough to remove your house from consideration.  This may not be the case though, as oftentimes homebuyers have specific criteria they are “judging” the home on and just want to make sure it measures up the their wants and needs.  If they really like the house they are going to want to talk freely and openly about the pros and cons of the home.

It is often difficult for the home owner to listen to buyer objections without taking them personally, and this is often the case sometimes even when the agent is conveying these objections to the owner.  Regardless, it is important to remember that these objections often do not reflect actual criticism of your property, simply the “inner monologue” of a buyers thought and later negotiating process.

If a seller is standing at the agent’s elbow, the buyer won’t be comfortable enough to allow the process of raising objections take place. If the buyer feels intimidated or suppressed, the sale could be lost.

Also, if the home owner is pestering the buyer about how great their home is then they might feel like there is something that they are trying to cover up.  The best way to help is to give your real estate agent room to make the sale.  They will be viewed as far more impartial and this is ultimately what you have engaged their services for.

A quality agent, will have excellent credentials and come highly recommended.  Ask them prior what training they have had, if they are trained in negotiation, and what associations/awards they have to their name

Michael Marquette

FYI: Read related articles on Real Estate Agents; or Luxury Homes; or Selling Your Home

More information: Marquette Turner Luxury Homes, 2008’s Winner of the World’s Most Outstanding Luxury Agency Under 2 Years Old, are tertiary trained in negotiation and are one of Australia’s just two Board of Regents for the prestigious Who’s Who in Luxury Real Estate.  Contact us to find out how we can represent you on +61 433 170 170 or email michael@marquetteturner.com.au


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