Expireds Guide - Authorify

Chapter 9: Home Situations that Scare Buyers Let me tell you a little story about a man named John. John placed his home for sale with an agent. He expected to receive multiple offers and sell quickly because he had an attractive home and had done a great job preparing it for sale. Lots of buyers flocked to see his home, but after a month on the market, he still didn’t have any offers. He had no idea why. So he asked his agent what was keeping the home from selling. The agent knew exactly what the problem was, but he was afraid to offend John and tell him what people were saying about his home… It smelled! It turns out, John had three cats, and even though he was used to the odor himself, the cats’ litter boxes were stinking up the entire first floor of his home. If his agent had been honest about this one small problem that was stopping buyers from buying his home, John would have already sold his home — likely above his asking price! When we talk about selling real estate, most of the time, we focus on everything buyers want in a home. But there are also things that scare buyers away. Here are a few that you can discuss with your expired leads, including what you can say about how you will solve the problem! #1: The home needs crucial repairs. Visual appeal is often more important than the physical condition of the home, but certain less “exciting” items must be taken care of in order for a home to sell. For items on this list, sellers should always consult a professional. They don’t need to risk hurting themselves or others. Electric — No one wants to move into a home they deem unsafe, so outdated electrical systems should be checked and updated.. Plumbing —Whether it’s a leaky faucet or a major plumbing issue, plumbing issues should be resolved before the sale. Roof — A roof with traditional composite singles should be replaced every 15 to 20 years. If a roof is getting close to that mark, sellers should replace it before selling. Heating/Air Conditioning — Systems should be checked regularly for issues, and if systems are outdated, sellers should consider upgrading them. #2: The home needs to be updated. It’s common knowledge that new cars are worth more money. The same thing is true about new homes. But just like spruced up vintage cars can appreciate in value, even very old homes can be