{"id":1819,"date":"2007-08-18T10:01:52","date_gmt":"2007-08-18T17:01:52","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=1819"},"modified":"2007-08-18T10:01:56","modified_gmt":"2007-08-18T17:01:56","slug":"how-to-take-away-the-objections-to-drawbacks-in-a-home","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1819\/how-to-take-away-the-objections-to-drawbacks-in-a-home\/","title":{"rendered":"How to take away the objections to drawbacks in a home"},"content":{"rendered":"

This is me in the Arizona Republic<\/i> (permanent link<\/a>):<\/p>\n

 
How to take away the objections to drawbacks in a home<\/b><\/p>\n

I was looking at the web site for a For Sale By Owner home the other day. In the site menu was a heading called, “Drawbacks.” I thought this was an excellent idea at first blush, the kind of inspired salesmanship I almost never see.<\/p>\n

The fact is, everything is a trade-off. Everything has advantages and disadvantages. This is not a secret. Buyers already know that every home they look at will have drawbacks.<\/p>\n

What is inspired — what could have been<\/i> inspired — is calling the drawbacks to the buyer’s attention. Why? Because then you can take away the objections.<\/p>\n

Like this: “We know this room is small for a bedroom, so we pre-wired it for digital cable and two phone lines. That way, you can use it as a home-office and also as a guest bedroom.”<\/p>\n

The buyers will see that the room is small, but by acknowledging and addressing the defect in advance, you can help them see around the problem.<\/p>\n

I said the idea of a “Drawbacks” page could have been<\/i> inspired. Instead, when I clicked through to the page, I saw this:<\/p>\n

“There are<\/i> no drawbacks! Come and buy this house right away!”<\/p>\n

This is far beyond being uninspired<\/i> marketing. This is the kind of ham-handed ignorance and arrogance we associate with Hollywood’s idea of a venal Realtor.<\/p>\n

Since you know exactly what objections buyers are going to raise with your home, your best strategy is to acknowledge and address them in advance. This communicates that you are honest, that you are not trying to pull one over on your buyer, and it also gives you a chance to reframe objections in a way that can help to sell the home.<\/p>\n

If you don’t<\/i> want to admit that your home has drawbacks, say nothing. Every buyer’s biggest objection is the fear of being hustled into a bad decision. If you go out of your way to look like a hustler, you will scare buyers away even if your home really is close to perfection.
\n<\/p>\n

Technorati Tags: real estate<\/a>, Read more<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

This is me in the Arizona Republic (permanent link):  How to take away the objections to drawbacks in a home I was looking at the web site for a For Sale By Owner home the other day. In the site menu was a heading called, “Drawbacks.” I thought this was an excellent idea at first […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[6,5],"tags":[],"class_list":{"0":"post-1819","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"hentry","6":"category-marketing","7":"category-real-estate","9":"no-featured-image"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":2912,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2912\/i-want-to-be-a-lister-the-listing-presentation-the-objections\/","url_meta":{"origin":1819,"position":0},"title":"I Want To Be A Lister – The Listing Presentation – The Objections","author":"Russell Shaw","date":"April 7, 2008","format":false,"excerpt":"An expert is a person who has made all the mistakes that can be made in a very narrow field. - Niels Bohr, Danish physicist and Nobel Prize winner About a year ago I wrote what was really part 1 of The Listing Presentation. Anyone wanting to increase their listing\u2026","rel":"","context":"In "Marketing"","block_context":{"text":"Marketing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/marketing\/"},"img":{"alt_text":"Money Down The Drain","src":"https:\/\/i0.wp.com\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-content\/uploads\/2008\/04\/money-down-the-drain.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":3232,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/3232\/price-matters-but-so-does-everything-else-when-buyers-come-to-see-your-home-theyre-looking-for-reasons-to-reject-it-not-to-buy-it\/","url_meta":{"origin":1819,"position":1},"title":"Price matters — but so does everything else: When buyers come to see your home, they’re looking for reasons to reject it, not to buy it","author":"Greg Swann","date":"June 14, 2008","format":false,"excerpt":"This is my column for this week from the Arizona Republic (permanent link). 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There was a lot of great stuff on the nets this week, but nothing totally slayed\u2026","rel":"","context":"In "Blog Carnivals"","block_context":{"text":"Blog Carnivals","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blog-carnivals\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2646,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2646\/will-the-last-one-leaving-bhb-please-turn-out-the-lights\/","url_meta":{"origin":1819,"position":3},"title":"Will the last one leaving BHB please turn out the lights?","author":"Jeff Kempe","date":"February 23, 2008","format":false,"excerpt":"Wait...you're still here? Why? ==== I'm still a blogging outlier. I don't pay enough attention to my own blog, let alone BHB; I read blogs and love to write, but it's never been obsessive. I write when I'm inspired, not when I'm on deadline; when I'm short on time I\u2026","rel":"","context":"In "Dirty Laundry"","block_context":{"text":"Dirty Laundry","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/dirty-laundry\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3403,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/3403\/project-bloodhound-marketing-into-open-hostility-blank-indifference-or-firmly-entrenched-error-how-do-you-get-people-who-already-dont-intend-to-listen-to-you-to-listen-anyway\/","url_meta":{"origin":1819,"position":4},"title":"Project Bloodhound: Marketing into open hostility, blank indifference or firmly-entrenched error: How do you get people who already don’t intend to listen to you to listen anyway?","author":"Greg Swann","date":"July 20, 2008","format":false,"excerpt":"I mentioned the Saturday Afternoon Marketing Circle yesterday. 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