Margaret Rome's Blog

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You Cannot Get It If You Don't Ask

You can't get it if you don't ask

 

What does the buyer or seller need? 

It is mandatory to find out what they need...and you do that by asking!

 

It is not just about sticks and bricks.

The myth that everyone wants to get top dollar is just that, a myth.

Sometimes the need for an immediate sale is more important than the sales price.

A few examples:

relocation, divorce, illness, death, school district change, a new job or various financial changes.

There are times when the terms, lack of contingencies, occupancy, settlement date flexibility ... are all better negotiations than the money.

So how does this effect a buyer or seller?

 

Think of the buyer who cannot afford to get into a multiple offer situation. Find out what, other than money, could put them in a favorable position. 

Some examples.

It could be a longer than usual settlement or a very quick one.

If the buyer is totally approved, understands the market, and has funds available... go ahead and eliminate financing and appraisal.

Does the house need deferred maintenance, lawn care, painting?

Maybe accept it 'As Is' to take the pressure off the sellers.

It could be allowing the seller to stay in the home post-settlement.

It could be the home you're moving to will not be ready at settlement. Maybe the kids are adding an addition for Mom and Dad or there is a waiting list at the desired retirement community.

It could be anything to keep a seller from moving twice.

What does the client need?

You won't know until you ask!

AND...

You cannot get it if you don't ask!

 

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 44 commentsMargaret Rome, Baltimore Maryland • April 20 2019 05:27PM

Comments

Getting to know our buyer, how they like to spend their time when not working, where their friends and family live, where their jobs are located, how handy they are (or aren't) are all important to know--and that means asking. Same goes for our sellers--ask. Ditto listing agents of properties that appeal to our buyers-find that special need of the seller that our buyer can give--ask.

Posted by Lottie Kendall, Helping make your real estate dreams a reality (Compass) 6 months ago

Lottie Kendall Good to see you. Both buyers and sellers have special requirements, find out what they are and make it work.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Great points, Margaret. I'm forever telling my clients "you don't, ask you don't get. The worst that can happen is someone says no and then you know where you stand." And even though everyone always seems to think it's all about price... it often is not.

Posted by Nina Hollander, Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor (Coldwell Banker Residential Brokerage ) 6 months ago

Nina Hollander " ... even though everyone always seems to think it's all about price... it often is not."

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

The growing number of Ibuying companies tells us that price isn't the only aspect of selling home sellers consider. 

Posted by Shirley Coomer, Realtor, Keller Williams Realty, Phoenix Az (Keller Williams Realty Sonoran Living) 6 months ago

You're absolutely right that highest price isn't always most important.  Quick sales, smooth transactions are often just as important if not more.

Posted by Myrl Jeffcoat, Greater Sacramento Real Estate Agent (GreatWest Realty) 6 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) 6 months ago

So true - asking is basically communicating. Ask, discuss, and solve.

Posted by Margaret Goss, Chicago's North Shore & Winnetka Real Estate (Baird & Warner Real Estate) 6 months ago

Margaret Rome, Baltimore Maryland 

Good Morning!!! Absolutely JUST HUNG UP AFTER A PHONE CALL with a potential new Client after doing what you suggested!

What does the buyer [...] need? 

It is mandatory to find out what they need...and you do that by asking!

 

In our initial conversation, I asked if she had a dog -- yes, a 70 pound Lab. That eliminates condo communities with 20 pound limits on pets, doesn't it!!! Guess I'll get a big smile from you.

Enjoy your day -- Lynn!

Posted by Lynn B. Friedman, Concierge Service for Our Atlanta Sellers & Buyers (Atlanta Homes ODAT Realty Call/Text 404-939-2727 Buckhead - Midtown - Westside -- and more ...) 6 months ago

Great reminder.  Reminds me of the Michael Jordan comment, "I never made a last minute shot I didn't take".

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

It's not always "just" the money.. so true! I have a listing under contract that received multiple offers. Only 1 agent contacted me prior to ask "what would make the seller happy"? ONE. Others didn't even inform me that an offer was coming, it just hit my inbox without a call or text prior and no follow-up either. Guess whose clients are under contract? 

Posted by Andrea Bedard, M.A.; REALTOR® Silver Spring, MD and beyond (Thompson Company, REALTORS®) 6 months ago

Hi Margaret:

Such good advice here! Asking lots of questions is essential, rather than making assumptions. The more you ask the more you learn...and it also helps clients think through issues they may not have considered in depth.

Jeff

Posted by Jeff Dowler, CRS, The Southern California Relocation Dude (Solutions Real Estate ) 6 months ago

Good afternoon Margaret - yes indeed.  It all comes down to the fact we need to ask more questions and then listen for the answers.

Posted by Grant Schneider, Your Coach Helping You Create Successful Outcomes (Performance Development Strategies) 6 months ago

Shirley Coomer Price is not the only factor!

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Myrl Jeffcoat Thank you for the feature in the OFC!

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Margaret Goss Perfect! Ask, discuss and solve!

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Hello Margaret - you're right on target again. Asking the RIGHT questions and careful listening is a key to greater understanding. 

Posted by Michael Jacobs, Los Angeles Pasadena 818.516.4393 6 months ago

Lynn B. Friedman That 70lb pup eliminates a bunch of condos. A good question to ask!

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Mel Ahrens, MBA, Kelly Right Real Estate 

This would be a great title for a blog post!

"I never made a last minute shot I didn't take".

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Andrea Bedard No need to ask! You and your seller chose the right buyer!

How are you and the girls?

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Jeff Dowler, CRS Oh so true..."The more you ask the more you learn...and it also helps clients think through issues they may not have considered in depth."

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Grant Schneider Listening is the biggest part after you ask the right questions.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Michael Jacobs Ask the right questions and do not forget to listen to the answers!

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Congratulations on your feature!

Posted by Patricia Feager, MBA, CRS, GRI,MRP, Selling Homes Changing Lives (DFW FINE PROPERTIES) 6 months ago

This is spot on Margaret! I’m still learning “the right questions to ask”. Congrats on your feature!

Posted by Dan Jasmer, Changing the way you look at real estate (Coldwell Banker Residential Real Estate) 6 months ago

HI Margaret Rome, Baltimore Maryland there are so many solutions to help buyers around dealing with multiple offers. I did just that last weekend and it went welll for them.

Posted by Anna Banana Kruchten - Phoenix Homes Sales, 603-380-4886 (Phoenix Property Shoppe) 6 months ago

Dan Jasmer There will always be " more right questions'' with various buyers.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Anna Banana Kruchten CRB, CRS 602-380-4886 Glad to hear it went well. Lucky clients being able to work with you.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Sometimes when you have just met someone it may seem presumptuous to start asking questions.  Be kind and ask.  It's that shot you didn't take. I met a guy on my dog walk and started chatting.  He lives in a rental.  The one thing he told me was that so and so lives here and so and so lives there and...  I gave him the info for my lender because he started talking about income and stuff.  I told him a phone never hurts and then you will know.  I'll let you know if he follows up.

Posted by Susan McCall, Independent Listing and Buyer Agent, Bringing buyers and sellers together! (Compass Realty Solutions) 6 months ago

Susan McCall, Independent Listing and Buyer Agent When you first meet someone who is looking to buy or sell...we need to ask questions to see if and how we can help.

Good to see you.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

The squeaking wheel gets the grease.... I learned early that if I am speaking to a buyer or seller that is SERIOUS, they don’t mind being asked questions... Ask lots of sincere serious questions and then listen, twice as hard...

Posted by Robert Hicks (United Country River City Realty) 6 months ago

Margaret such awesome advice, too often I see agents talking over their clients instead of listening and asking what is important... Loved this post and I am thrilled that it has a gold star with it, Endre

Posted by Endre Barath, Jr., Realtor - Los Angeles Home Sales 310.486.1002 (Berkshire Hathaway HomeServices) 6 months ago

This is so true Margaret. Thus the advice to ask the right questions and get a clearer situation analysis.

Posted by Richard Bazinet /MBA, CRS, ABR, Phoenix Scottsdale. Sellers, Buyers & Relocations (West USA Realty) 6 months ago

This reminds me of my favorite marketing and promise line i.e. to get you in or out of a Real Estate transaction effectively & efficiently. It all boils down to this

Posted by Richie Alan Naggar, agent & author (people first...then business Ran Right Realty ) 6 months ago

Robert Hicks SO true. Ask lots of questions and listen to the answers.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Thank you Endre Barath, Jr. Always good to see you.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

"Richard Bazinet /MBA, CRS, ABR... ask the right questions and get a clearer situation analysis.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Richie Alan Naggar  Hope you are doing well. And thanks for stopping by.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Ask ... and you shall receive.

Posted by Diana Dahlberg, Real Estate in Kenosha, WI since 1994 262-308-3563 (1 Month Realty) 6 months ago

Diana Dahlberg That would have been another good title. Thanks!

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Margaret,

You are so right.  Listening and asking the right questions is the best way to achieve your client's goal.

Posted by Jennifer Fivelsdal, Mid Hudson Valley real estate connection ( JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571) 6 months ago

Hi Jennifer Fivelsdal Always good to see you>!

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

Along those same lines.... when negotiating, I always ask for more than I think I will get!!

Posted by Mary Hutchison, SRES, ABR, Experienced Agent in Kansas City Metro area (Better Homes and Gardens Real Estate-Kansas City Homes) 6 months ago

Mary Hutchison, SRES, ABR Yes, always ask for just a few more minor things. 

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) 6 months ago

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