Thank you to Pacita Dimacali for this outstanding post on the differences between motivated and unmotivated home sellers. I have had listed homes for sale for unmotivated sellers before and this is not something that is beneficial for anyone. Thank you Pacita!
Goodness, why would one accept a listing from an unmotivated seller? But sometimes, we may miss the signals or we don't really find out the seller isn't motivated until it comes to crunch time.
Or can we?
Sales Prospecting 101
There are the same basic steps. This is where we. as sales people. should first qualify our prospects.
We already know the factors when selling property: price, location, condition. Just add a few more factors, and voila! Here's a simple matrix where the agent can classify a prospective seller based on the seller's position about each necessary step in selling property.
Motivated seller Semi-motivated seller Unmotivated seller
Seller agrees with your comps, facts and trends. After all, that's why he hired you as the real estate professional.
In this economy, will agree to 6 months listing agreement
Seller wants higher price but will adjust if after a certain period of time, there are still no showings or offer
He'll agree to a 3 months. If needed he may agree to negotiate an extension
Seller dictates the price he wants to net from the sale.
Says his place has so much more to offer than other similar houses in the area (in spite of the contrary)
Does not want to be stuck with long term contract. Will give you 2 months to sell his place.
Put a lockbox on. Just call with 1 hr notice and go
By appointment only and he'll put out the lockbox
No lockbox. Show only between 10 am - 5 pm weekdays. No weekend showings since that's the only time he can relax.
Asks you whom do you recommend?
May allow the stager to make some recommendations to pare down his things and bring some stuff to complement what's there.
His things are nice enough, thank you.
He likes those crocheted doilies so don't touch them.
He does not want to arrange the furniture or take down any family pictures because they look fine where they are.
Asks if he should vacate so that there's more space for the stager to work with?
Will hire a cleaning service to do a deep cleaning of the house
What colors will go well with the house?
Do you know a good landscaper?
What do we need to fix/replace?
Will do a minimum of decluttering. After all he still lives there.
Okay, maybe he'll hire a gardener to mow the yard and weed the flower beds
Maybe he'll fix the leaky faucet, recaulk the tub and replace burn out light bulbs.
Pet odors. What pet odors?
He does not have the time or the money to do anything to the house/
Buyers will just have to buy the house the way it is now. This is how people live. He won't change his lifestyle
What stays with the house All the appliances match and fit well where they are. Leave them for the next buyer if the buyer wants them The refrigerator, washer and dryer won't stay. But if the buyer wants them, these are negotiable items. Taking the fridge, washer, dryer. Oh, that light fixture is fairly new, so he'll remove that and put in a Home Depot special
Where does your prospective seller fit in? What will/can you say to overcome certain objections? What's your next move?
Helping buyers and sellers since 2004. A Venice/Englewood Florida resident for almost 40 years, put my local real estate knowledge to work for you today. My coverage areas include Southwest Florida include Venice, South Venice, North Venice, Nokomis, Osprey, Casey Key, Manasota Key, Englewood, Rotonda West, South Gulf Cove, Grove City, Placida, Cape Haze, Port Charlotte & North Port which are located in Sarasota and Charlotte Counties
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