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#453283 - 07/01/16 01:20 PM Do seller's agents EVER try and overcome buyer objections?
Namtraz Offline
Junior Member

Registered: 07/01/16
Posts: 2
Loc: Seattle, WA
Hi folks, longtime lurker, first time poster. Happy 4th!

Selling my home, and what I'm getting are plenty of visits but no offers yet. After each visit, our agent sends us an email with any feedback on what the buyers didn't want or like.

What is getting me is, our agent NEVER tries to then overcome the objections--and he has our full permission to do so. He just sends us the email and says, here;s the feedback, let's move on.

Do seller's agents never write back and say, "They didn't like the [countertop/driveway/paint/etc]? Understood. Can we accommodate them with a $xx,xxx discount?"

So far it doesn't seem to be about price, we are getting 2-3 visits a day and had one offer on first, day, but that person canceled when they found a house they liked more at over $100,000 (cash buyer, loaded).

I understand no one can force a buyer to buy. But is this just my agent, or generally do seller's agents simply give up when they get the feedback? As a longtime salesman myself our #1 thing is "overcome the objection". But mine doesn't, and its driving me nuts.

It just seems like an obvious thing to do, to make one basic attempt to convey to the buyer's agent that there is wiggle room and hope they in turn convey the message to the buyer. Even if they say no, you tried to overcome the objection.

Is this de rigeur in real estate, or just a lazy/ignorant agent?

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#453284 - 07/01/16 06:54 PM Re: Do seller's agents EVER try and overcome buyer objections? [Re: Namtraz]
Vermont Offline
Major Contributor

Registered: 04/12/08
Posts: 7605
Loc: Vermont's North-East Kingdom
If the Objection pertains to something that can be changed, we'd ALWAYS counter; but if it's fixed . . . . like the View; or proximity to Neighbors; or Square Footage; or the School System; or noise from the Railroad; then there's little point in arguing. I'd show them something else that doesn't have that same characteristic.

A Counter Top sounds like it was in the first category; where were the others ?
_________________________
Dale C. Hittle of GOLDEN RULE PROPERTIES in Glover, Vermont
Where We're Always Striving To Put Together "THE FAIR DEAL"

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#453287 - 07/02/16 05:38 AM Re: Do seller's agents EVER try and overcome buyer objections? [Re: Namtraz]
Bigtoe Offline
Major Contributor

Registered: 10/14/07
Posts: 2211
Loc: Outer Banks
Originally Posted By: Namtraz


Do seller's agents never write back and say, "They didn't like the [countertop/driveway/paint/etc]?


buyers don't want to fix the countertop,driveway or paint, even with a discount. To get a buyer to take on major upgrades you have to give them the money for the fix and then pay them to do it. Translated, that means a steep discount for their effort and to cover any unknown.

Todays buyers want turn key.

If your agent tried to talk me into talking my buyers into buying your house i would be reluctany to show their listings in the future. Especially if my buyers found something better and made an offer on it instead of yours.

did these other buyers buy something else? If so, then your house is the problem not your agent. You have the choice of fixing the problems or pricing it to overcome these objections.

And if it needs a 10k paint job you need to discount it 20k for them to bother. And when i say discount the price i mean from market value, not your list price.
_________________________
Your Outer Banks real estate agent. Helping people buy and sell OBX real estate since 1989.

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#453289 - 07/02/16 10:01 AM Re: Do seller's agents EVER try and overcome buyer objections? [Re: Namtraz]
Namtraz Offline
Junior Member

Registered: 07/01/16
Posts: 2
Loc: Seattle, WA
Thanks for the input. At this point there's truth, in part, to most of it. And it's definitely our agent too. He just sent us another of his "here's their feedback" emails where their agent says out house is top three, top of price range, other two are low 600s (ours is $650K).

We almost jumped out of our skin calling him. That's a hot prospect if I've ever seen one. Their agent is basically wide open to confirmation and a nudge that we have wiggle room. But when we called ours, he hadn't followed up! We had to tell him what to say, and even now 24 hours later I'm not sure he's done it.

Can we email their agent and tell her we are open to an offer?

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#453290 - 07/02/16 10:24 AM Re: Do seller's agents EVER try and overcome buyer objections? [Re: Namtraz]
Vermont Offline
Major Contributor

Registered: 04/12/08
Posts: 7605
Loc: Vermont's North-East Kingdom
I think you're displaying way, way too much anxiety and jitteryness. When you list a property, it's implicit that you'll consider Offers; the Asking Price is understood to be just a suggested starting point for negotiations to commence.

I don't know what kind of merchandise you sold; but Real Estate is NOT a spontaneous purchase, and the time delay between the decision to purchase {something) and the time it is seen may be months . . . . and even after a perfect target purchase is found, there may be the passage of days or weeks before a decision is made to make an Offer.

Just like in Poker, the Player who acts out of impulse and shows his cards first usually loses . . . . and right now, you're showing your "hand" too early. Be patient, or go FSBO.

That's my 2
_________________________
Dale C. Hittle of GOLDEN RULE PROPERTIES in Glover, Vermont
Where We're Always Striving To Put Together "THE FAIR DEAL"

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#453300 - 07/03/16 05:35 AM Re: Do seller's agents EVER try and overcome buyer objections? [Re: Namtraz]
Bigtoe Offline
Major Contributor

Registered: 10/14/07
Posts: 2211
Loc: Outer Banks
All sellers have wiggle room, even your competition who are already priced lower than yours. If you wiggle for the buyers you will still be priced higher than the others after they wiggle.

If you were the buyers what would u do? You like 3 houses, one of which is overpriced. Do you low ball the overpriced house or make a reasonable offer on the reasonably priced houses?

your agent gave you the best feedback possible, you are overpriced but you want to shoot the messenger.
_________________________
Your Outer Banks real estate agent. Helping people buy and sell OBX real estate since 1989.

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#455770 - 12/07/16 10:48 AM Re: Do seller's agents EVER try and overcome buyer objections? [Re: Namtraz]
estatereal Offline
Major Contributor

Registered: 01/27/07
Posts: 3019
Loc: LAND OF THE FREE!
Do you have an update on the sale?

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