Dealing with Overpriced Homes and Emotional SellersPosted by at January 3, 2018 in Home
To some homeowners, their house becomes an extension of their egos. When they decide to sell, they overprice their home, reasoning that if the Adams home down the street sold for $280,000, then theirs must be worth at least $295,000.
After all, they’ve added cool decorating and upgraded appliances. How long it takes these homeowners to wake up depends on their level of motivation to sell, which is why it’s important to find out why they are selling and when they must move.
A good question to ask sellers tactfully after you develop a little rapport is why they would want to leave such a nice neighborhood. Avoid asking blunt questions such as ‘‘Why are you selling’’ or ‘‘When do you have to be out?’’ This puts sellers on the defensive and you’re unlikely to get an honest answer.
When you walk through a home, never criticize or point out flaws to a seller. It makes the person defensive and unwilling to communicate. Instead, focus on the good things and develop rapport. Most often, sellers will open up and tell you more than you needed to know.