When you’re working as a listing agent, you have your client’s best interests in mind. Successful agents understand the importance of providing valuable information and recommendations to homeowners to help accomplish a primary goal—selling their homes. Not everyone will take your advice, in which case, there’s no choice but to let the chips fall where they may.
A seller who wants to get the best deal possible in the least amount of time will appreciate a profitable agent’s guidance. So, what if a house you’re trying to sell isn’t moving off the market? There are several issues that might be causing an obstacle.
Is the list price based on an objective review of the property and comp sales?
At the top of most lists for reasons why a house won’t sell is a list price that is too high. Some sellers choose price from a sentimental perspective, which doesn’t sell houses. It’s your job to explain that a fair list price will reflect a current assessment of the home along with comparable sales prices from similar homes in the area.
The seller refuses to negotiate if an offer is under the list price
Another reason a house will stuck on the market is refusal to negotiate. A seller might be getting offers just under the list price. Instead of entering negotiations, they’ll simply disregard the offer, stating that they are holding out for the price they’re asking on the home.
It’s important for sellers to understand that there are ways to get a fair deal, even if an offer isn’t exactly what they were hoping for. For instance, a seller might be able to get a buyer to agree to pay for any repairs that need to be made following a home inspection. It’s understandable that a seller wants to make as much profit on the deal as possible. However, every seller should understand that buyers are trying just as hard to get the most for their money as well.
It might be a staging problem
If a house is getting a lot of showings but no offers, it’s time to take a look around. Making sure the house is properly staged before showing is often the key to success. If a house is cluttered-looking or there are too many personal items on display, it might turn buyers away. Provide your seller with resources to learn more about how to stage a home indoors and out before scheduling showings.
Is the house outdated?
Some people love a retro look for certain things, like fashion or to have a cool collection to show friends and family. Most people who are in the market for a new home, however, are not going to want to buy a house the is worn, faded and outdated, even if it’s clean and tidy. It’s helpful to update cabinets, bathroom fixtures, lighting and other features, especially the walls. A fresh coat of neutral-colored paint on the walls can make a home look brand new.
When you’re ready to start selling homes, keep these four issues in mind, and you’ll reduce the chances of a client’s house getting stuck on the market. These tips can come in handy as a buyer’s agent too. If you have a client who wants to buy a house but one of these issues is causing hesitation to make an offer, you can use it as a bargaining tool to get a lower price or to add a contingency to the deal.