In the latest issue of Business Insider Steve McLinden has some suggestions for sellers.  The author doesn’t tell us if they’re in order of priority but first on the list is “Price it right from the get-go.”  Truer words have never been written! McLinden writes:  “Consider that of the homes that took four months or more to sell in the past year, almost half of their owners accepted less than 90 percent of the asking price.”  I would go even further and say that once a property is overpriced it becomes stigmatized.  Agents know it’s overpriced.  Buyers know it’s overpriced.  And when the seller finally realizes it’s overpriced it’s too late.  Even with a drastic price reduction it will be difficult to get agents and buyers to see it.

One of McLinden’s suggestions I disagree with vehemently.  It’s way down the list; and I don’t know what he’s using as a reference for it.  But in  “Be your own spokesperson” it becomes obvious that he’s never been on a showing with a buyer where the seller was there.  Buyers are ALWAYS put-off by a seller showing their own home.  And I have never– in 17 years of real estate– been able to sell a property where the seller tried to show it.

Several examples of seller-showing disasters come to mind.  First a little background:   Buyers have many properties to see.  Time is always limited.   So I’m with a buyer and we’re scheduled to see about a dozen properties.  Immediately buyers know that if a seller is there it will be a waste of time–so they’re not listening.   So we enter the home and we’re going downstairs and the seller is leading us to the hot water heater–not something that a buyer needs to see immediately.  In the 21st century it can be assumed that most properties in our area have hot water.  But then the seller tells us that it’s “brand new.”  Sure enough it’s clean and modern.  But the installation tag is from three years ago.  That’s not “brand new” in a buyer’s mind.  We didn’t even go up to the second floor.

In another example with a different buyer the seller met us at the door and started “chatting us up.”  I actually had to tell them that we had many, many properties to see and we’d really just like to view the house.  So the seller leads us upstairs with a yardstick and proceeds to measure the “extra deep” closets for the buyers.  Again–buyers will make their own decision about what is a priority for them.  We actually were late for another appointment and walked out without even seeing the kitchen.

Sellers hire a professional to sell their house by listing it.  Leave the selling to the professionals.  If a seller must be home for a showing, best to leave the showing agent to do their job.  They know their buyer and their buyer’s priorities better than the seller ever will.

“12 Ways To Sell Your House”Business Insider