#10: The home was hard to show. Sometimes, homeowners are hesitant to let strangers into their homes for showings. But without seeing a home in person, most buyers will not pull the trigger and make the decision to buy it. Another roadblock to showing the home is if the homeowners are currently using it as a rental property. Tenants living in the home may not want it to sell and can refuse to leave the property for showings.
You can work with the sellers to figure out a showing schedule that works. #11: Something went wrong in the negotiation process.
A big mistake sellers make is outright rejecting lowball offers, hoping to hold out for higher offers that may never come. Often, buyers who make these lowball offers are just testing the waters to see how low a seller will go, and crazily enough, they’re willing to pay a higher price if someone counter offers. Negotiating is like reeling in a fish. If you yank too hard, you lose the fish. But, if you don’t pull at all, you’ll never reel one in. Many people yank too hard and lose a fish (buyer) that is willing to pay a fair price for their home. Assuring sellers that your own negotiation tactics are at an expert level will ease their minds. You’ll want to reiterate that you’ll work hard to get the most money possible for the home. #12: The sellers weren’t aware of current market conditions. When the market is on the rise, sellers can price their homes ahead of the market and wait for the market to catch up. When the market is flat, it's all about setting a realistic price to sell. But in a falling market, if they price high to start, they may end up having to drop their price several times to try to keep up. The sellers need confidence in your knowledge of the market and what their home is truly worth. Often, this is one of the first marketing tactics that an agent goes for (“Find Out What Your Home is Worth!”) but as you review reasons the home did not sell previously, you’ll still want to go back over price vs. market. #13: The sellers didn’t understand the market they were selling in.
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