Not Quite Right or Not Quite Ready?
This post is inspired, in part, by Bryan Robertson’s recent featured post entitled “Are you working with an ‘opportunity buyer?’” It made me do a little thinking. Buying a home is indeed a process. For some it is a longer process than for others -- and the key is motivation. I often hear potential buyers complain that they just don’t think that their last Realtor worked hard enough for them -- and they can’t understand why they stopped calling them about new listings. However, when I conduct my own assessment of them as buyers, I discover that they aren’t that motivated and every house they’ve seen is just “not quite right.” However, I know that absent a real estate agent being an absolute idiot, viewing 50 or more houses should result in some sort of buying activity.
And, as an expert in the home buying process, I also know that chances are that that person is not ready to buy a home. After all, no home is perfect and yet homes are bought and sold every day. I’ve heard people who own the most immaculate custom built homes complain about their houses and thought -- now how can you complain about a house you helped design? Many times these are homes that would make the average person’s jaw drop. After listening and assessing the home, often you discover that they are right -- you CAN hear the half bath flush when you are sitting in the living room (or whatever the complaint is). And yet, if I put it on the market at the appropriate price that “seriously flawed” home will probably still sell because -- let’s face it -- the competition isn’t perfect either.
Now, some people are just nit pickers by nature. As a Virgo, I fall into this category. so I can relate. Nit pickers still buy homes when they are motivated -- but they will mention to you everything single thing wrong with it. They just simply want you to know that they know the home’s imperfections. It just has to be said. A nit picker is different from a person who just isn’t ready to buy a home. I pick up a lot of nit picker buyers who have been misjudged by other real estate agents. But, a “not quite right” buyer is whole other animal.
As a Realtor, I’ve learned that the last thing a person who is not quite ready to buy wants to hear is that they are not quite ready. After all, they think that they are ready -- they are pre-qualified, reviewing new listings daily, and they packed water bottles for the tour. However, if you tell them that they aren’t ready they will think that you want them to buy quickly so that you can get paid quickly. What they don’t realize is that if they do not have the right motivation, you could show them a million almost perfect houses and they would not buy. And, experienced real estate agents know that.
So, sometimes rather than having that difficult (and often relationship ending) conversation, real estate agents just stop calling a buyer and hope that the person calls them (and not another agent) when they are finally ready to buy. Because one thing an experienced agent knows is that when a person wants to buy a house -- they will buy a house -- and that usually happens sooner rather than later when the proper motivation is present.
Indeed, often it isn’t about houses being “not quite right,” but rather about the buyer being “not quite ready.”
Tni LeBlanc is an independent Real Estate Broker, Attorney,Short Sale Agent, Certified HAFA Specialist (CHS), and Certified Distressed Property Expert (CDPE) serving the Santa Maria, Orcutt and Five Cities area of the Central Coast of California.
* Nothing in this article is intended to solicit listings currently under contract with another broker. This article offers no legal or tax advice and is for information purposes only. Those considering a short sale are advised to consult with their own attorney for legal advice, and their tax professional for tax advice prior to entering into a short sale listing agreement. Mint Properties is not associated with the government, and our service is not approved by the government or your lender. Even if you accept this offer and use our service, your lender may not agree to change your loan.
Copyright © 2011 Tni LeBlanc *Not Quite Right or Not Quite Ready?*