Margaret Rome's Blog

head_left_image

Find The Negative ...Bring On The Positive

 

 

When talking with sellers, I always find out what they think are the negatives of their home.

Sometimes they are the same ones a buyer would consider positives.

 

 

 

 Tell me why you think a house won't sell and I will find the type of buyer who wants that feature. It is another way of looking at the same property.

Here's a few reasons owners thought their home would be hard to sell.

 

The railroad goes right by the house.  There is a tennis court. There is a  pool. There are 2 bedrooms and 5 bathrooms. The beltway wall is their back fence. There is no bathtub. The garage is attached. The garage is detached. It has a slate roof.  The house is in the city. The house is in the county.  There is well and septic. The house is next to the school. The house is adjacent to  the cemetery. The house has no basement. The house has a basement with no access. There is multiple acreage that cannot be divided. The house is too contemporary. The house is too small. The house is too close to the neighbors. The house is too isolated.  There is no air conditioning.  The house has a heat pump. The house has oil heat. The house has gas heat.  The house is too big. The house is near the subway. 

And then there is the emotional one... I hated growing up in that house.

 

 

All of the items mentioned above were brought up by the sellers.

Find the negative...Bring On The Positive

Overcome the objections.

 

Any property can be sold IF you find the right buyer!

 

Margaret Rome

 

 Search All Active Listings

 

Sell Your Home With Margaret Rome

Broker-Owner HomeRome Realty 

signature

 

 

Author of Real Estate the Rome Way

mrome@HomeRome.com

410.530.2400

 

 

Comments

Spin City, I always try to be honest, but have fun with the positive side of the situation; especially with sellers since they feel a bit sensitive about their homes.

It's not small, it's cozy. There's not a leak in the roof, theirs a natural rain shower in the hallway. 

Posted by Thomas J. Nelson, Realtor e-Pro, CRS, RCS-D, Vets, & Host of Postcards From Success Podcast (Big Block Realty 858.232.8722) about 3 years ago

Thomas J. Nelson, Realtor, CRS Cute comment...also referred to as natural skylights.

Posted by Margaret Rome Baltimore 410-530-2400, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 3 years ago

Margaret, I can honestly say I've never asked the Seller to go through this exercise. Thanks for the tip!

Posted by Nathan Gesner, Broker / Property Manager (American West Realty and Management) about 3 years ago

Margaret,

What a great post.  I simply say; "Let's talk about the Elephants in the Room."

After our conversation, my client and I have the elephants performing tricks. 

Mike Ackerman, Zephyr R.E.

 

 

Posted by Michael Ackerman, CRS, Top Producer, 19+ Years Experience! (Zephyr Real Estate) about 3 years ago

Nathan Gesner My pleasure.

Posted by Margaret Rome Baltimore 410-530-2400, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 3 years ago

Dear Margaret,

So true. But as you say, there is someone, who will love just that feature.

Posted by Dörte Engel, ABC - Annapolis, Bowie, Crofton & rest of Maryland (RE/MAX Leading Edge) about 3 years ago

I thank you for giving us a new perspective on the negative aspects of a property.

The more we know about a property the easier it is to target market.

Thanks

Posted by John Wiley, Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA about 3 years ago

Good morning, Margaret!

We should always look on the positive side.  Every property and home has a buyer for it.  It's just a matter of finding that one.  After all, the Seller bought the house, which is proof.

Brigita

Posted by Brigita McKelvie, Associate Broker, The Broker with horse sense and no horsing around (Cindy Stys Equestrian and Country Properties, Ltd.) about 3 years ago

Brigita McKelvie, Associate Broker We have to work a bit harder but everything is salable. Thanks for stopping by.

Posted by Margaret Rome Baltimore 410-530-2400, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 3 years ago

I wrote a post on a similar subject awhile back....I ask clients to list their home's negative features so we can make sure we minimize them and/or turn them into positive features as much as possible.

At best we must make sure there are no red flags pointing them out to potential buyers!

 

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) about 3 years ago

When the seller recognizes the negative--they know what other buyers may see as an objection as well. Too many sellers are in denial though.

Posted by Mary Hutchison, SRES, ABR, Experienced Agent in Kansas City Metro area (Better Homes and Gardens Real Estate-Kansas City Homes) about 3 years ago

Sharon Tara Great idea. Please feel free to put a link to your post here. Thanks.

Posted by Margaret Rome Baltimore 410-530-2400, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 3 years ago

Well it took me a little while to find it, but here is the post I wrote that is similar:

NH Home Staging: Sell Your Home By Listing It's Negative Features

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) about 3 years ago

Sharon Tara Thanks for finding and  sharing your featured blog post.

Posted by Margaret Rome Baltimore 410-530-2400, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 3 years ago

Love your post!  So very true.  Trying to find the positive isn't always easy, but everything is overcome by price! 

Posted by Jan Green, HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN (Value Added Service, 602-620-2699) about 3 years ago

Jan Green  Finding the right buyer is what I am looking for. Thanks for stopping by.

Posted by Margaret Rome Baltimore 410-530-2400, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 3 years ago

Participate