Margaret Rome's Blog

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What Don't You Like

 

You can learn from a buyer when asking 'what don’t you like' about a property. Warning them ahead of time is a bit of the secret.

The answers run the gamut from ‘nothing I love everything to the ''I hate the color of the kitchen cabinet pulls''. This is a time for listening and evaluating. 

 When working with a buyer, be prepared.

Are they really serious buyers. You need to know...

If they found the perfect home today are they ready to move forward?

With that in mind, I have questions as we tour each property.

What do you like?

What don't you like?

Can you see yourself and your family living here?

 

Again when sizing up each home...do they hate it? Do they love it? How does it compare to the last home we saw.

It's important to know what you don't like about a house and sometimes you may not be sure...but you do know it's not the right one.

We have to listen and, even more important, observe the different reactions in different homes. And sometimes you have to be bold about the questions.

I have even asked if they got the house for next to nothing would they buy it. Again you learn about the buyer. Some would say, of course. Others, no way.

I love showing, listening and sizing up buyers. You learn a lot from the questions you ask and the observations you make.

 

Lottery

 

 And everyone hits the lottery when the right match is made!

 

 

 Margaret Rome

 

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Sell Your Home With Margaret Rome

Broker-Owner HomeRome Realty 

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Author of Real Estate the Rome Way

mrome@HomeRome.com

410.530.2400

 

 
Comment balloon 33 commentsMargaret Rome, Baltimore Maryland • December 15 2018 12:41AM

Comments

I swear, I think the nurses in us really do follow us daily into this career!

I had a buyer phone me the other day - asking me questions that I typically answered quickly and threw out a question to her. I said, "Let's chat about the negative first - then we can dwell on the positive - so, what don't you like?" 

She said, "OMG, I love it! There's really one one negative..." But, she 'got' that I still did want to hear about the negative but, then we could focus on what she loves and that really does 'excite' them.

Happy Sunday...err, Monday, Margaret!

Posted by Debe Maxwell, CRS, Charlotte Homes for Sale - Charlotte Neighborhoods (www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310) 5 months ago

Dear Margaret,

If it is only the cabinet pulls, you are just about in business, since those are easy to change. Worse, when it is layout, neighborhood, style of home. Those are not easy to change. Time to move along.

Posted by Dörte Engel, ABC - Annapolis, Bowie, Crofton & rest of Maryland (RE/MAX Leading Edge) 5 months ago

Good morning, Margaret Rome, Baltimore Maryland I always asked what they did not like... that tells the greatest story and is the key component in finding the right property.... or overcoming the objection to buying a home...

Posted by Barbara Todaro, Marketing Agent for The Todaro Team (RE/MAX Executive Realty ) 5 months ago

So much of being a real estate professional has to do with listening, rather than talking.  And, you are correct in learning what a client doesn't like, as well as what they do.

Posted by Myrl Jeffcoat, Greater Sacramento Real Estate Agent (GreatWest Realty) 5 months ago

CONGRATULATIONS Margaret, on having this blog FEATURED in the Old Farts Club group!  

Posted by Myrl Jeffcoat, Greater Sacramento Real Estate Agent (GreatWest Realty) 5 months ago

This is excellent advice to share.

We have to listen and, even more important, observe the different reactions in different homes. And sometimes you have to be bold about the questions.

Posted by Roy Kelley (Realty Group Referrals) 5 months ago

Hi Margaret,
Listening is the best thing an agent can learn to do!  It is usually more effective than talking!  LOL  Knowing their "deal breakers" is very important in selecting homes.  I was also fond of asking what they DO like even if they indicated they hated the house.  There was always something and that helped  me in selecting other homes to show them.  Thanks for the post. 

Posted by Carol Williams, Retired Agent / Broker / Property Manager (Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals.) 5 months ago

Debe Maxwell, CRS Our nursing will always be a part of whatever we do. With that one negative...hope she bought!

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

Dörte Engel So true if it were ONLY the cabinet pulls. Good to see you.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

Barbara Todaro So much to learn by asking this simple question!

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

dMyrl Jeffcoat Thanks for the feature in the OFC. And really listening is one of the biggest parts of successful selling.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

Roy Kelley I was going to say what a wonderful comment and then realized I wrote it.  :) 

Hope you are having a wonderful week.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

Carol Williams 

And when they don't like the house...it is good to find something positive that caught their eye. Always be listening.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

Margaret Rome, Baltimore Maryland - What you described is what consulting is all about. I am always grateful for agents like you.

I loved what Roy Kelley had to say too!

Posted by Patricia Feager, MBA, CRS, GRI,MRP, Selling Homes Changing Lives (DFW FINE PROPERTIES) 5 months ago

Sounds "normal" to me, Margaret. I'm always amazed by the number of agent who don't ask questions and don't have a clue what their clients are thinking. Of course, some clients tell you everything before you ask, but some you do need to draw out. The "can you see yourself living here" is one of the most important questions to ask and I've done this for years.

Posted by Nina Hollander, Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor (Coldwell Banker Residential Brokerage ) 5 months ago

Good morning Margaret Rome, Baltimore Maryland, asking the right questions and actually listening to what the buyers have to say should be part of each interaction, sadly, doesn't always happen. 


 

Posted by Beth Atalay, Cam Realty of Clermont FL (Cam Realty and Property Management) 5 months ago

Good morning Margaret. This is simply excellent. It is about listening but also about asking the right questions.

Posted by Sheila Anderson, The Real Estate Whisperer Who Listens 732-715-1133 (Referral Group Incorporated) 5 months ago

That is always a good idea. I also use it in my business about what I don't like.

Posted by Joe Pryor, REALTOR® - Oklahoma Investment Properties (The Virtual Real Estate Team) 5 months ago

 

And Patricia Feager, MBA, CRS, GRI,MRP  I always love what you have to say.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

Nina Hollander It is an important question and you learn from your clients by asking.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

Beth Atalay Listening is even more important than asking. There are plenty of nonverbal signs also.

Thanks for the feature in Bananatude

 

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

Good to see you Sheila Anderson And there are other ways of "listening".

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

Joe Pryor What could you possibly not like about your business?

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

Great idea to ask someone you are providing services of just about any kind: "what do you not like?".  Thanks Margaret, this no doubt save a LOT of time and headaches.

Posted by John Henry, Residential Architect, Luxury Custom Home Design (John Henry Masterworks Design International, Inc.) 5 months ago

 

Good to see you John Henry When you ask the question...you usually get the answer...no waiting, no wondering, no guessing if they are interested.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

I have come to the conclusion that my two most important tools are my ears and my eyes.

Listen, really listen and make sure you understand what others are saying.

Watch, their body language as they speak and as they look.

Thanks for a great post.

Posted by John Wiley, Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA (Right Move Real Estate Group- EXP Realty) 5 months ago

John Wiley You've summed it all up. Great comment.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

I like the question of 'can you see yourself living here?"  that's one to remember.  So often when a buyer gets picky about little things...I think there is something bigger they don't like but aren't saying

Posted by Mary Hutchison, SRES, ABR, Experienced Agent in Kansas City Metro area (Better Homes and Gardens Real Estate-Kansas City Homes) 5 months ago

Mary Hutchison, SRES, ABR This questions can get strong and interesting answers

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

so very true.  Asking the right questions and putting the buyers in the driver's seat is the best way to serve clients.  Great post!

Posted by Jan Green, HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN (Value Added Service, 602-620-2699) 5 months ago

It's a good way to find out what their objections are, and sometimes that needs a conversation to help them understand things.

Posted by Georgie Hunter R(S) 58089, Maui Real Estate sales and lifestyle info (Hawai'i Life Real Estate Brokers) 5 months ago

Jan Green Letting the buyers be in that driver's seat is good.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

Georgie Hunter R(S) 58089 And sometimes their objections are not an issue. Example: The stove is electric and I don't like that.( Maybe there is a gas hookup.)

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 5 months ago

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