{"id":435,"date":"2006-09-26T10:20:05","date_gmt":"2006-09-26T17:20:05","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=435"},"modified":"2006-09-26T11:08:19","modified_gmt":"2006-09-26T18:08:19","slug":"blogoff-post-58-dont-tell-buyers-agent-your-reason-for-selling","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/435\/blogoff-post-58-dont-tell-buyers-agent-your-reason-for-selling\/","title":{"rendered":"Blogoff Post #58: Don’t tell buyer’s agent your reason for selling . . ."},"content":{"rendered":"

This is another favorite from my Arizona Republic<\/i> column<\/a>:<\/p>\n

“My goodness! This house is gorgeous. I don’t know how you can bear to leave it.”<\/p>\n

That’s me talking to a seller – while I’m in the home representing buyers.<\/p>\n

It sounds like an innocuous remark, effusive small-talk, but what I’m doing is probing for motivation.<\/p>\n

The most important fact is this: The seller should not be in the house while I’m there. It’s a kindness to the buyers to get out of their way so they can confer in comfort. But if you hang around the house, I’m going to talk to you and I’m going to extract every bit of information I can from you.<\/p>\n

So the seller says, “Yes, we love it, but the payments are killing us.”<\/p>\n

Excellent! We have financial pressure, leverage for my buyers in negotiation.<\/p>\n

Or the seller says, “We’d love to stay, but my company’s transferring me.”<\/p>\n

Almost as good: time pressure.<\/p>\n

Or the seller says, “We’re building a home we love even more in Surprise.”<\/p>\n

Financial pressure and<\/i> time pressure. I’ll follow up to find out the deadline. If it’s relatively soon, we’re in the catbird seat.<\/p><\/blockquote>\n

This all seems so obvious to me. You should not be in the house at all. The fact is, I can read the house to get a fairly clear idea of your motivation, but why give me a chance to confirm my suspicions.<\/p>\n

But suppose you just can’t get away. How should you answer my questions?<\/p>\n

The best answer would be something like this: “It’s just time to move on.”<\/p>\n

No emphasis, maybe even a hint of indifference in your voice. If you are truly in a hurry, if you’re under the gun from financial pressure or time pressure, it should say so in the listing.<\/p>\n

But if you have the time to wait to get the best possible price for your home, don’t tell a buyer’s agent why you’re moving.<\/p><\/blockquote>\n

<\/p>\n

Technorati Tags: arizona<\/a>, arizona real estate<\/a>, phoenix<\/a>, phoenix real estate<\/a>, sellsius 101<\/a>, real estate<\/a>, real estate marketing<\/a><\/p>\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

This is another favorite from my Arizona Republic column: “My goodness! This house is gorgeous. I don’t know how you can bear to leave it.” That’s me talking to a seller – while I’m in the home representing buyers. It sounds like an innocuous remark, effusive small-talk, but what I’m doing is probing for motivation. […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","_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":"","jetpack_post_was_ever_published":false},"categories":[6,5],"tags":[],"class_list":{"0":"post-435","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":2181,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2181\/a-consumers-guide-to-the-divorced-real-estate-commission-will-the-negotiating-their-buyers-agents-compensation-make-buyers-more-practical\/","url_meta":{"origin":435,"position":0},"title":"A consumer’s guide to the divorced real estate commission: Will the necessity of negotiating their buyer’s agent’s compensation make buyers more practical?","author":"Greg Swann","date":"November 8, 2007","format":false,"excerpt":"Part II: How buyers can finally take a seat at the grown-up's table When a potential home-seller calls me to set up a listing appointment, very often the first question I will hear is, \"How much do you charge?\" A motivated seller is done with the house, and now all\u2026","rel":"","context":"In "Marketing"","block_context":{"text":"Marketing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":18684,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/18684\/this-realtor-found-his-buyer-a-property-with-no-multiple-offers\/","url_meta":{"origin":435,"position":1},"title":"This Realtor found his buyer a property with no multiple offers","author":"Brian Brady","date":"April 1, 2022","format":false,"excerpt":"Are you representing buyers right now? It's hard...REALLY hard right now. You show 8-10 homes on the weekend, your buyers get excited about one of those homes, you make an offer on Sunday night, a seller multiple counter-offer comes out Monday night, your buyer offers a price which is above\u2026","rel":"","context":"In "Ask the Broker"","block_context":{"text":"Ask the Broker","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/ask-the-broker\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1283,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1283\/who-pays-the-buyers-agent-once-weve-divorced-the-commissions-we-can-stop-worrying-about-it\/","url_meta":{"origin":435,"position":2},"title":"Who pays the buyer’s agent? Once we’ve divorced the commissions, we can stop worrying about it","author":"Greg Swann","date":"April 9, 2007","format":false,"excerpt":"Joke Number one: Q: If you came upon the Buddha in the guise of a hot dog vendor, what should you say? A: Make me one with everything. Joke number two: Q: Top Drawer Listing Agent, why do you charge a 7% commission to list a home for sale? A:\u2026","rel":"","context":"In "Blogging"","block_context":{"text":"Blogging","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blogging\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1972,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1972\/looking-for-a-bargain-priced-home-if-you-dont-flinch-the-seller-will\/","url_meta":{"origin":435,"position":3},"title":"Looking for a bargain-priced home? If you don’t Flinch!, the seller will","author":"Greg Swann","date":"September 28, 2007","format":false,"excerpt":"This is my column this week from the Arizona Republic (permanent link): \u00a0Looking for a bargain-priced home? If you don't Flinch!, the seller will Let's talk a little bit about buying strategies. Last week's rate adjustments by the Federal Reserve Bank may have scared up a few buyers. I'm taking\u2026","rel":"","context":"In "Investment"","block_context":{"text":"Investment","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/investment\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2179,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2179\/a-consumers-guide-to-the-divorced-real-estate-commission-why-buyers-and-sellers-each-paying-for-their-own-representation-is-the-most-significant-reform-that-can-be-made-today-in-residential-real-estat\/","url_meta":{"origin":435,"position":4},"title":"A consumer’s guide to the divorced real estate commission: Why buyers and sellers each paying for their own representation is the most significant reform that can be made today in residential real estate","author":"Greg Swann","date":"November 7, 2007","format":false,"excerpt":"Part I: How we got into this mess in the first place Can we be straight with each other? I'm not a soft and subtle kind of guy, and my working assumption is that you are sick to death of being hustled -- handled -- lied to. We yammer all\u2026","rel":"","context":"In "Marketing"","block_context":{"text":"Marketing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1999,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1999\/ask-the-broker-how-can-the-seller-paying-the-buyers-brokers-commission-be-fair-to-the-seller\/","url_meta":{"origin":435,"position":5},"title":"Ask the Broker: How can the seller paying the buyer’s broker’s commission be fair to the seller?","author":"Greg Swann","date":"October 3, 2007","format":false,"excerpt":"Here's a truly fascinating question from an agent working in Nassau County, Long Island, New York. The idea of buyer brokerage is just being introduced there, and our interlocutor is understandably mystified:I am a bit confused, to say the very least. If I write up a listing contract with a\u2026","rel":"","context":"In "Ask the Broker"","block_context":{"text":"Ask the Broker","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/ask-the-broker\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"_links":{"self":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/435","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/comments?post=435"}],"version-history":[{"count":0,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/435\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/media?parent=435"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/categories?post=435"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/tags?post=435"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}