The past two weeks have been stressful. As we approach Flagstaff's busiest selling seasons, home owners are interviewing Realtors. It's time to get that exceptional, one-of-a kind property on the market! Which of us Realtors are the Anointed Ones?
I've knocked on wood and many other surfaces that a few of these Sellers have called me. I am not ungrateful for that. However, after three experiences with difficult sellers, two in person and one through email, I felt a need to unknot my stomach and lower my anxiety levels by recounting the torrid details, to you, fellow agents and prospective Sellers who will not be offended. :) Thank you for being here.
So, here it is. Our second meeting.
"Thank you so much for bringing me back! I think your home is beautiful and sellable and I would love to represent you and your home!"
Sellers are relaxed and beaming. Reception is at a peak. They are all ears.
"I'd like to start by giving you a report of all properties similar to yours that have sold since January 1, 2008. That shows us how the market has fared for over a year."
The eyes of the sellers are clear, attention is being paid, receptive centers seem to be functioning. They are smiling a bit, warm and friendly. They take the report and gently place it in their laps, unopened.
"I understand that you feel your home is worth xxxx. You have some special amenities that make this a unique property"
I smile.
Corners of the mouth rise a bit on both sellers, eyebrows raise, barely audible light happy noises are emitted.
"However, I need to tell you very clearly that if we list your property at the price you suggested, we will be listing it a lot higher than any property that has sold."
A slight furrowing of the brow, still smiling and nodding. No reception has taken place.
I take a breath of silence. Sellers look at me now with a very mild questioning posture.
"I'd like to make sure you understand what I'm saying".
Do I note the onset of an eye glaze in both of my sellers?
"Today's buyer is concerned with one thing - PRICE. If they see a home priced well above the sale prices of all other properties, chances are, they will NOT want to see it."
Silence as sellers receptors seem to work through the information. I continue to smile gently and wait.
"Well, we have custom built-ins and three separate garages!," states the male authoritatively. They relax, having found an answer.
"Yes, you do. That's wonderful and makes this a special home."
Tighter smiles from the sellers as other facial muscles start to stiffen. They sense I am still poised to make a point rather than happily agree.
"However, this, this and this home (pointing) had special amenities as well. They sold for significantly lower than your suggested asking price. As a former appraiser, I've looked at the comps very carefully and realize an appraiser could not make a case for a sales price any higher than xxxx. That is still much lower than the price you said you would accept."
The Sellers recoil. The receptors have absorbed the information. They look at each other and frown noticeably.
One shoots back.
"But are those homes that sold in MY area? The values in our area haven't dropped like the rest of Flagstaff. Do you understand where we are? AND, we have wonderful peak views!"
One folds her arms across her chest, the other drums the armrest. Now the smiles are gone. The heads turn a bit sideways while the brain starts to perceive me as The Enemy.
I think. We are not in a gated community. We are in a great area, but we are, after all, in Flagstaff.
"Well, I'd love to say that your area is different, but you know the house right next door? (eyes widen) It was just listed this week at a price per square foot much lower than your suggested asking price."
They are aghast. All friendliness has vanished. They cross their legs if on cue. The brows are fully furrowed.
One retorts with disdain, "THAT home? Have you seen THAT home? It doesn't compare with ours! Look at our details!" Waves hand with flourishing motion across his chest.
I think for a second. I have not been inside THAT home, but it has been recently upgraded and the pictures look pretty durn nice. While I'd rather stick pins in my eyes than say it, I kinda really like the home next door.
"No, I haven't been inside yet. I'd love to preview it tomorrow."
Blank Stares.
"I know they don't have the custom built ins, but did you notice they upgraded their kitchen with granite and new appliances?" I glance over to the kitchen here, all corian and white.
Seller receptors are now OFF. There is no information penetration taking place. The eyes cloud. The male practically snorts while the female gets this tight lipped expression that starts to scare me.
"Oh that's a personal preference, doesn't make a difference when you compare the whole rest of the house."
I know I am making no progress here. In less than 120 seconds I have sunk from the Anointed to the Evil Slime Realtor.
Without describing this in further detail, needless to say I feel frazzled. I have read and re-read all of your blog posts, teaching me the importance of holding firm. I have listened to my broker talk about the necessity of right pricing, and I know in my heart and soul that I am NOT WRONG in my assessment of potential selling prices.
It's OK to walk out the door and not expect to ever hear, ever, from these people again!
In the meantime, as I prepare to meet another fine gentleman who has the most special home in Northern Arizona he would like to list (notice I am not saying sell), I'm wondering if it isn't time to make friends with Pepto Bismol.
Cheers! - Eileen
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