Selling houses can be hard, especially when the homeowner does things, maybe unknowingly, that could hinder your sale.
We were wondering what tactics do you use to deal with a homeowner who may be making it difficult for you to sell their home for example smoking in the house, dirty house, dogs everywhere, etc.
“The greatest source of problem I see sellers cause themselves is doing their own repair work. It most always looks like it was done by an amateur and really shows poorly to buyers. Often it needs to get redone properly at greater expense than it would have originally cost to do things correctly with properly licensed people. The second greatest problem sellers cause themselves is talking. Sellers are so concerned about what the home inspector might say that they run at the mouth, generally without knowledge of what they are speaking about, and certainly without the experience to have a comforting dialogue with the buyer. Dogs kept in travel kennels are a pet peeve of mine. Nothing like being left alone to inspect a home only to have rover barking at me for the next two hours! My secret technique to silence rover without using the silencer on rover is to turn on the television and dishwasher. Seems to calm most canines. For the really difficult dogs, the vacuum cleaner outside the closed door works well—even big rovers are afraid of hoovers!”
-Wally Conway
HomePro Inspections
“When I have a house listed that does not show as well as it should, I take the seller to see the competing properties on the market and usually that will make them aware of what they need to do to compete. I also have a video, ‘Preparing your home for sale,’ that is very specific and covers, pets, smoking, clutter and cleanliness.”
- Julie Thompson,
Vanguard Realty, Inc. GMAC
“I just don’t list it unless the price is so good that it overcomes the problems.”
- Matt Burnette,
Matt Burnette and Company
“I believe that if you counsel and properly educate your sellers on how to stage and prepare a home for sale, most issues will be addressed prior to the home actually being put on the market. However, in the event I encounter a seller who is hindering the sale, I will address the issue with the owner and offer suggestions and assistance for resolution. If the issue goes unaddressed, I will recommend that the home be withdrawn temporarily until the issue can be resolved.”
- Phyllis Staines,
Re/Max Coastal Real Estate
“That can be tricky. I have found the best approach is to be direct. As soon as the seller signs the listing agreement, I walk them back through their home with a pad and pencil to make a list of what they need to do to stage their home. During my listing appointment, I tell them that ‘Staging their Home’ is one of the services they will receive from me. The hardest is when the home doesn’t just need ‘picking up’, it needs a thorough cleaning. I had a lady tell me she did not have time to clean because she had two kids, a husband and a fulltime job. I empathized with her, and offered her a list of cleaning companies. She frowned and then made her call. Her husband liked the clean house so much that he agreed to add the cleaning service to their weekly budget. I am proud to say, she got to keep her cleaning service when they moved into their new home. Another way of dealing with a family with kids that are messy is with a ‘Children’s Contract.’ Simply stated, I produce a certificate/contract for each child identifying what they are to do to assist with the sale of their home. Examples might be to take out the trash every other day, or make their bed each morning, maybe sweep the front porch every day. Depends a lot on what needs to be done and the age of the children. They sign it with their parents. There must be a reward for their compliance. Usually I discuss options with the parents prior to meeting with the children. I trip to their favorite ice cream store or a Wal-Mart gift card along with the trip to let them spend it are two of the most widely chosen. I had a situation with a couple of teenagers that cost me a trip to the nail salon, they were 11 and 14 going on 30. It’s a fun way of handling a tough subject. If a child doesn’t follow through, the parents call me and I call the child. I have never not had to pay the reward, the kids always come through.”
- Dianne Pittman,
Watson Realty Corp.
“I make a list and let them know that the best buyers will be coming in the first two weeks so make the best before we list or we will just wait.”
- Todd Arnold,
Kent and Associates Realty Services
“I got your question and in our office, we have a list that has already been preprinted which I give to the seller when the listing is signed. That way, they don’t think that that I think their house needs all this work, but they can read the items and see if it applies to their home. The list covers the outside of the house, like the front door being clean and the steps being swept daily. Of course, if flowers can be put out by the steps, all the better. It also goes into keeping the house neat and clean, with all the dishes in the dishwasher and clutter being removed from the kitchen and bathrooms.
“As the seller reads this list, they can see which things apply to them without our having to point them out. We, of course, talk about pet and smoke odors as this must be handled if needed.”
- Connie Somora,
Ponte Vedra Club Realty
“The old saying is true, ‘Everything is reflected in the price.’ If it’s a major smelly house - no problem, slash that price. If it stinks, right up my alley!! Stink means a lower price! If it’s a major disaster, and the neighbor is listed for $20,000 more, let the seller see what they are competing against. There is no nice way to say ‘Your house smells’ so just say it, get it over with, smile nicely and reduce the price. Then call me because I buy houses! I know many investors who look for these ‘stinker’ listings. Not a problem for any of them! Every house will sell if the price is right!”
- Jenet Cattar, Cattar Realty
“The best way to deal with problem sellers is third-party feedback such as buyers and their agents. Sellers get their feelings hurt when you make negative comments about their home or its appearance so it is better if it doesn’t come from you, the selling agent. The best tactic I took this year was to hire a licensed Staging Professional. I make the appointment for the Stager to come in two to five days after I take the listing and set the sellers up for the experience. I tell them that the Stager is going to want the home in as close to model condition as possible and give them suggestions as to how to prepare the home for her appointment such as removing clutter, cleaning, taking care of pets. When the Stager arrives most of the prep work has been done and she can concentrate on room arrangements, color selections and accessories. At that point if the home still needs assistance with clutter and cleanliness she will address it and make necessary arrangements to get the home in tip-top condition.”
-John Nicholls,
Re/Max Real Estate Specialists
“I have found that the best approach is an honest and forthright one. If I have a customer that has issues like those you describe, the cooperation level increases with the customer’s understanding of the problem. If directness doesn’t get it done, then I will drop off things (deodorizers, carpet freshener, scented light bulb rings, etc.) with cheerful notes suggesting these things might help with showings.”
- Paul Andry,
Coldwell Banker Walter Williams Realty, Inc.
“You can best address this issue at the time of listing. Our CMA program has an excellent homeowner preparation checklist included in it. I usually make additional copies and have them available when I meet with the customer to go over showing results. If there is something not being done right, I use this opportunity to ask, ‘How are you coming with the preparation checklist?’ I also will note those items needing attention, circle those items on the checklist, and hand it to the homeowner ‘just in case you’ve misplaced your copy.’ The next visit usually demonstrates good results.”
- Tom O’Connell, Watson Realty Corp. in Amelia Island
“A person’s home is very personal, so I have to be very tactful in addressing negatives, even if it is for their own good. I always talk in terms of interest to the sellers because that is their bottom line. Showing negatives equals profit negatives for them, so just as a doctor has to talk frankly with a patient about his ailment in order to affect a cure, we Realtors have to also be very frank at times to help our customers do what’s really needed to cure problems in the selling of their home. I tell them that part of what they are paying me for is my experienced suggestions that can help them affect a faster, more profitable sale. Would they like to hear them? Of course they do, but because they have now asked, they are mentally prepared to hear it as ‘profit oriented ideas’ rather than ‘criticism’ of their home and puts us on the same team to accomplish the goal.”
- Pam Bingemann
Bingemann Realty
“Don’t have any good tips here, except honesty, which can backfire if the seller is defensive, or can be a real eye opener if they’re willing to listen.”
- Clare Berry,
Berry & Co. Real Estate
“Although I don’t sell homes I think if a home is dirty and smelling foul you need to step up to the plate and let the seller know. A kind way of doing this would be to have a check list or brochure that states the things that need to be done to sell a home better or they could call we buy ugly, smelly houses and don’t care the condition. I see this signs and ads all over the place. The bottom line is a clean, good condition home will sell quicker and you will get more money then a home in poor condition.”
- Jacqueline Parrillo,
SouthTrust Bank
“I have yet to have a problem like this. However, if I were to have a problem such as this, I would do as I always do with my customers and speak honestly and frankly. Reminding them that we all got together to do a job, and that I am holding my end of the bargain up by spending time and money marketing their property for sale. They need to keep up their end of the deal too by keeping a clean and presentable home that someone may want to buy. After all that is why they have it on the market correct? If after attempts to be honest and up front with them about the situation, and no progress has been made. Then two things can be done. First, disclose in MLS the condition of the home - i.e., needs TLC, etc. or, two, the listing may need to be dropped, because maybe the seller does not really want to sell.”
- Jason Hoffman,
Coldwell Banker Palazzo Realty, Inc.