Another major issue that can derail a sale is entering into a contract with unqualified buyers. Unfortunately, buyers without pre-approval letters may not secure financing for a home, no matter how much they want to buy it. Assure sellers of your expertise in vetting buyers and their qualifications to buy the home, as well as solving any last-minute issues before they derail a sale. #8: The homeowners don’t understand WHY buyers aren’t interested in their homes. Buyer feedback is crucial to fixing problems that could be stopping buyers from making offers or being willing to pay a good price on a home. Understanding what buyers think about the home allows sellers to make necessary changes and capitalize on features buyers love most. If the previous agent did not obtain feedback from any potential buyers, that’s your cue to tell sellers how you’ll keep dialogue open. #9: The home is lacking a feature buyers really want. Today’s buyers can be picky, and many of them come into the home search process with a laundry list of “must-have” items. If a home doesn’t have some of the features they desire, buyers might check it off their list before they ever see it in person. According to a survey by the National Association of Realtors®: 1. 65 percent of home buyers considered air conditioning very important — the most important of all the features on the survey. 2. 57 percent of home buyers purchased a house with a fireplace. 3. 78 percent chose a house with a garage. 4. 47 percent of buyers said finding a home with a laundry room was important. 5. 41 percent bought a house with a basement. 6. 20 percent of home buyers said granite countertops were very important. 7. 17 percent said stainless steel appliances were very important. Even if the home lacks one or several of these features, it’s still a sellable home. Let the sellers know how marketing the features it DOES have makes all the difference.
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