So how do you sell a house? Is it really that different from selling a car, a boat or a piece of art? There are surely techniques in common that might work for all, but houses are very special commodities and they warrant special attention. Here are some of the tips I can offer after 15+ years in the business and lots of trial and error.
Houses are personal. We spend most of our waking hours in them; they are our getaways from a stressful world; you might even call them our sanctuaries. They have to feel right to the people who buy them; they have to feel like just the place a buyer can rest his or her weary head.
So to the sellers, I say, make your house as cozy and inviting as you can. Clear away all the clutter. Paint the front door a great color. Put some geraniums on the porch (a porch swing wouldn’t hurt either). Make the kitchen and bathrooms sparkle, especially the sinks. Open the windows and let some fresh air in. Bake some cookies and let their aroma waft through the house. Polish the floors. Fluffy pillows on the beds, nice comforters and white curtains are good. Everything that says “I am home.”
The broker has to do his part. First order of business is read your customer. What words does he/she use to describe their dream house; charm or clean lines? You’ve got a lot in inventory but what will make these particular hearts flutter. Don’t show too many. Be strategic. Select one you think meets the bill to a T. Show two others the same day that don’t quite cut it, maybe one is more affordable and the third is on a better street. Re-evaluate after your showing; what was most important to these customers? Read them, and you will know what your next step should be.
The broker is a facilitator; his opinions are based on facts only, not personal judgment. The house is not for him, he must remember that. He is there to help his buyers pinpoint what works for them and help them to buy it at the most advantageous price and terms.
In my firm, we call this approach “real estate intelligence.” You might call it “people Intelligence” just as well, as it is based on common sense and requires an open mind. The broker is a bit of a psychologist, a bit of a teacher, but primarily he is a guide; a guide to helping people select the place that feels best for them to rest their heads, raise their kids and make their way in the world.
Basically, buying a house is personal, but not to the broker. To be a good broker, you have to be informed, and be objective. Don’t confuse the customers, don’t give a zillion options that just make decision making impossible. Focus, give a few good options, be honest with what is achievable in the price range, confer and then make a good deal for the right property.
The key is contained in this statement. If the broker helps the buyer to focus, chooses only the best available in the price range for that buyer’s needs and style, he will be the last and he will sell that house. That’s how it’s done but learning the ropes and leaving the broker’s ego and likes and dislikes out of the process may take some practice.
Del Phillips is a California Licensed Real Estate agent. He is a member of the National, California and San Diego Association of Realtors. You can reach Del at Ascent Real Estate at 619-298-6666 or at Del@DelPhillips.com DRE LIC #01267333.
I like your writing especially because you use very clear specific suggestions. I would have enjoyed reading more.