It’s a House Now, Not a Home
Selling real estate is as stressful for sellers as it is for homebuyers, especially when the house isn't quite at its best or problems occur that make everyone wonder if a closing will actually take place.
Sellers tend to take everything about a sale personally when the real estate they are selling is a home. Low offers and rude comments from other agents and potential buyers can cause hurt feelings, enough so that sellers sometimes don't even want to negotiate with a qualified buyer if they feel the buyer or someone connected with the buyer has insulted them.
You can help eliminate some of the problems that result in wounded pride by helping your sellers depersonalize their feelings about the residence. It's not truly their home now; it is a commodity they intend to market. Treating the sales event as a business transaction from the very first day helps put sellers into a better frame of mind to review offers and assess all events that take place — without putting a personal spin on them.
Alert
When vacant homes are closed up, without heat or air conditioning, the air can get stale and damp smelling. This is an instant buyer turnoff. Sometimes the interior of a house without heat feels even colder than it is outside. Encourage your sellers to leave heat and air conditioning on, to reduce odors and make the house more inviting.
Warn your sellers now that low offers are common, that buyers like to negotiate, and not to take it as a personal insult against the house. Wouldn't they like to get the best price for a house they are buying? Preparing them for the realities ahead of time lets them know it's a common situation and not something that, if it occurs, is directed at them.
Becoming familiar with legal documents also helps sellers understand they are involved in a business transaction. Give them a blank, sample copy of the offer to purchase that is used in your area so that they'll have time to study it before an offer is made. Review it with them and explain the standard wording. Be sure to give them sample copies of commonly used additions to contracts, usually called addendums.
Fact
Professional home stagers are specialized decorators who prepare homes for showings. Sometimes they work with an owner's belongings, but they often bring in their own items to create a mood. These items might include lush plants, overstuffed cushions, wall hangings, and even furniture.
The exact steps you take to get sellers to detach from the house will depend on the individuals, because everyone is different. You'll find that you must balance the desire to make them think of the sale as a business transaction with a bit of empathy about their move, especially if they have many years of memories associated with the house.
