Al and Cal Homes and Community: Every Seller Needs to Hear Something Positive About their Home

Every Seller Needs to Hear Something Positive About their Home

 

Every Seller Needs to Hear Something Positive About their Home

How many times do you look at a home with your professional eye and think, "Oh, this driveway is going to be a problem", or, "what the heck were they thinking with this color?".    

What do we do then?   We sit down with the Seller and recommend improvements that will help them sell the home quickly.    We may recommend a professional stager, or we gently let them know that a color is just not neutral enough, or the electrical is way out of date.    Whatever it is, we look to the negatives.   Rightly so.   We are just  priming ourselves for the objections that we know from experience will come.   We try to address them prior to hitting the market.   

We all have that "eye".    We are thinking ahead.  What do we need to do to get this home sold for these folks?  We definately see the positive attributes and make mental note of them.houses

But, what we might forget to do, is to be vocal about the positive characteristics of the home.   For a Seller to hire you, they have to know that you like their home.    Hell.    I maybe over weight, but I do have kick butt eyes!    The same is true with homes.   There are negatives AND, there are always positives.    We just don't focus on them because we don't need to!    

I feel thought, that it is imperative to mention the postive.     Doesn't matter if you are a Buyer or an Agent.    The Seller wants to know that you like their home!      It is really important to most people!   

Pride of ownership is a trait that most of us possess.    Of course, beauty is in the eye of the beholder, and we often don't see eye to eye.    As agents we can be unkind and not thinking when it comes to expressing aloud some thoughts.   

Remember to mention the positive qualites of the home.   They all have some!  Even though you need to pay attention and downplay the objections that you know will come, don't just voice the negative.

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About the author

Carol-Ann PalmieriCarol-Ann Palmieri, a full time Real Estate professional in Massachusetts for the past 24 years along with Al Mussi have helped hundreds of families find, sell or purchase new places to live.

A former US Marine, she grew up in Walpole, MA...  is committed to the serving the community through various volunteer opportunities.   She attended MA Bay Community and Suffolk University and is committed to constantly updating her Real Estate education. 

Licensed in MA and RI...

Al and Cal's primary areas of service Franklin, Bellingham, Medway, Millis, Medfield, Norfolk, Wrentham, Plainville, Blackstone, Walpole, Milford, Holliston, Hopkinton, Mansfield, and Foxboro, North Attleboro, Hopedale, Mendon, Millville but have resourses to help anyone, anywhere....

Her mission....  To exceed your expectations!

Carol-Ann Palmieri

Al and Cal Realty Group

Remax Executive Realty

www.AlandCal.com

 

Cal@AlandCal.com

 

508-494-9061

 

Comment balloon 31 commentsCarol-Ann Palmieri • August 04 2012 05:47AM

Comments

Carol, you're absolutely correct.  It's easy to forget that we're not just on a job interview, we're in someone's home and they bought it for a reason.

Posted by Tamara Elliott-Deering (Central Metro Realty) about 6 years ago

I remember my grandmother saying when you want to help someone understand a not so good attribute you compliment them first and the correct the wrong. Like, "Gee what a gorgeous space, but I think maybe we could move around some of the things to show it off". You keep them happy and you look good. It is a win win for both.

Posted by Cheryl Eskridge, ABR, CRS, GRI, PMN, Broker, Licensed in WI & TX (Eskridge Real Estate) about 6 years ago

Accentuate the positive...provide constructive suggestions for a "tune Up" inside and out and buyers will tune in to the listing with offer in hand.

Posted by Sally K. & David L. Hanson, WI Realtors - Luxury - Divorce (EXP Realty 414-525-0563) about 6 years ago

Carol Ann

great post. As a Home Inspector, I am often describing numerous defects about a home or villa, however I always include and try to accentuate several positive aspects as well. Sometimes this is difficult, depending on the property. I usually will carefully craft several pictures to highlight positive aspects, but with some properties this cannot be done (due to just plain ugly situations, like a trashed house, or lack of upkeep).

Thanks for the post.

 

John

Posted by John M. Wickline (JW Home Inspections, Inc.) about 6 years ago

Carol Ann,  as a lister if we are unable to see any positives...then we aren't doing the seller or ourselves any favors by taking the listing.

Posted by Mona Gersky, GRI,IMSD-Taking the mystery out of real estate. (MoonDancer Realty, Dillsboro,NC) about 6 years ago

It is best to open with the positives of a home and then offer solutions to taking care of the negatives second.

Posted by Edward Gilmartin (CRE) about 6 years ago

Good morning, Carol Ann.... point well taken and listing agents would do well to listen to this good advice..... suggested...

Posted by Barbara Todaro, "Franklin MA Homes" (RE/MAX Executive Realty ) about 6 years ago

Great points Carol...the good must come with the bad...all in the delivery!

Posted by Ginny Gorman, Homes for Sale in North Kingstown RI and beyond (RI Real Estate Services ~ 401-529-7849~ RI Waterfront Real Estate) about 6 years ago
What a good reminder. Taking the time to talk about the positive points before tackling the less than positive is not only going to be better received but is just the kind thing to do.
Posted by Nancy Conner, Olympia/Thurston County WA (Managing Broker - City Realty Inc) about 6 years ago

I always start with something positive. From there I focus on 2-3 major things that need attention. Nice post!

Posted by Doug Rogers, Your Alexandria Louisiana Agent (Bayou Properties) about 6 years ago

Reminds me of the saying "you'll catch more flies with honey"... the more you can accentuate the positive, the easier it will be to hear the negatives.  Great post, Carol Ann

Posted by Peggy Hughes/pha logistix, inc., SF NYC LA (pha logistix inc) about 6 years ago

This is so true, Carol. I've actually seen seller who look like the air has been sucked out of them when I tell make suggestions for improving their home. That just serves as a reminder to make sure they also hear me talk to them about the positive features.

Posted by Peggy Wester, Real Estate Agent Ozaukee & Washington County (Realty Executives Integrity) about 6 years ago

Hi Tamara.    Exactly!!    Thanks.

 

Hi Cheryl.   Those Grandma's were right pretty much most of the time, weren't they?

 

 

Hi Sally and David.    That's the goal and if everyone feels good even better!

 

Hi John.   Thanks for being "that" kind of home inspector!

 

 

Hi Mona.   Never thought about that, but you are right!

 

Hi Edward.     I agree.   Sometimes we can get ahead of ourselves.

 

Thank you all for reading and weighing in.   Appreciate reading your comments.

 

 

 

 

Posted by Carol-Ann Palmieri, "Cal" the Real Estate Gal (RE/MAX Executive Realty, Al and Cal Realty Group) about 6 years ago

Hi Barbara.    Thank you.   Got a listing because the other guy forgot this.  :)))

 

Hi Ginny.   As with everything in life!

 

 

Hi Nancy.  Most times it takes nothing to be kind.  

 

Hi Doug.   That is a good plan.

 

Hi Peggy H.   I love those old sayings.

 

Hi Peggy W.     I know.  It can be really hard to hear things about your home.

 

I enjoyed reading your responses.   Thanks all for taking the time to read and comment. 

 

Hi

 

 

 

Posted by Carol-Ann Palmieri, "Cal" the Real Estate Gal (RE/MAX Executive Realty, Al and Cal Realty Group) about 6 years ago

I agree that this is an important aspect of the staging process too! When I present my written reports to my clients, I make sure that before a single recommendation in any room is made, that I have given some positive feedback of the space. 

Posted by Melissa Marro, Jacksonville Real Estate and Home Staging (Keller Williams First Coast Realty - The Marro Team) about 6 years ago

Good advice!!! I do TRY to balance the positves and the negatives, but I may.....PROBABLY get carried away with the negatives. Need to watch myself.

Posted by Travis "the SOLD man" Parker; Associate Broker, email: Travis@theSOLDman.me / cell: 334-494-7846 (Team Linda Simmons, Enterprise, AL 36330) about 6 years ago

Not only do we need to find the positive for the seller, we are going to need to find it for the buyer.

Posted by Gene Riemenschneider, Turning Houses into Homes (Home Point Real Estate) about 6 years ago

You are very correct Carol Ann, being positive is always best whether you are signing up a listing or negotiating a sale, everyone would rather work with someone who knows when and where a compliment is needed.

Posted by Bob Crane, Forestland Experts! 715-204-9671 (Woodland Management Service / Woodland Real Estate, Keller Williams fox cities) about 6 years ago

Carol-Ann, I agree with you and always find something positive to share with the homeowner.  All homes have positive qualities!

Posted by Sharon Parisi, Dallas Homes (United Real Estate Dallas ) about 6 years ago

Hi Carol Ann, it depends on whether they are willing to price it right.  If not every positive is a $$$ in their minds.

Posted by Bob Miller, The Ocala Dream Team (Keller Williams Cornerstone Realty) about 6 years ago

Super Great advice! I couldn't agree more.  I totally love a positive attitude and its very refreshing.

Thanks so much for sharing!

 

Posted by Lisa Michael (Keller Williams Preffered) about 6 years ago

Carol, excellent post. As a mortage lender, often I go to their home for an application. And the idea of possibly selling down the road comes up. I can tell them the areas of concern to gain a better sales price, but I am careful of my opinion.

Posted by Ron Aguilar, Mortgage & Real Estate Advisor since 1995 (Continental Mortgage) about 6 years ago

Carol Ann: Every new agent should read this post..or they will find out the hard way...that if you act too negative about a home, the sellers will take it personally and move on to another agent who is more diplomatic in their critisism.  I totally agree with you!  I  find it helpful to show sellers other homes on the market (photos or tour) that are updated and immaculate--and explain, this is your competition!

I also feel it's important when leaving feedback on a showing to try and say something positive.

Posted by Mary Hutchison, SRES, ABR, Specializing in Brookside, Waldo, Prairie Village (Better Homes and Gardens Real Estate-Kansas City Homes) about 6 years ago

Good reminder. I wonder how many times in a presentation I forget?

Posted by Lyn Sims, Schaumburg IL Real Estate (RE/MAX Suburban) about 6 years ago

Excellent post Cal, every seller does need to be complimented about the good features of their home.

Posted by Al Raymondi, Ormond By The Sea Florida - Home and Condo Sales a (Ocean View Realty Group in Ormond By The Sea Florida) about 6 years ago

Hey, Cal!  I included this post in Last Week's Favorites.  Have a great week!

Posted by Patricia Kennedy, Home in the Capital (RLAH Real Estate) about 6 years ago

Carol-Ann: This is a really good point. Sellers like to know that you believe in their house, that it will sell.

Posted by Hella Mitschke Rothwell, Hawaii & California Real Estate Broker ((831) 626-4000) about 6 years ago

It's like with any criticism. If you offer all the positives first, the negatives don't sound so harsh. Then focus on the positive. Good attitude to have!

Gretchen

Posted by Mel Ahrens, MBA, Kelly Right Real Estate, Customized Choices for your Real Estate Needs (Kelly Right Real Estate) about 6 years ago

Carol Ann, I do try to see all that is positive, and am sensitive to their feelings, after all it is their home. But then it comes time to tell them what might be an issue and that too needs to be handled with care

Posted by Ed Silva, Central CT Real Estate Broker Serving all equally (RE/MAX Professionals, CT 203-206-0754 ) about 6 years ago

Good Advice Carol Ann... Sellers do want to know if we like their home...

 

Posted by Richard and Beth Witt, Long Island Cash Home Buyer 516-330-6940 (Long Island Cash Home Buyer) about 6 years ago

Carol Ann

I agree good advice.  Have a very Merry Christmas.

Posted by Tim Lorenz, 949 874-2247 (TIM LORENZ - Elite Home Sales Team) over 5 years ago

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