Foreclosures Book

“HOVERING” Lurking sellersmake buyers nervous.Whenever possible, don’t be home when showing. This is impossible or impractical if you’re selling the home yourself, of course. Buyers may feel they’re intruding and then rush through. They could be hesitant to talk about changes to the home or features they don’t like. They’ll feel uncomfortable closely inspecting the house in front of the owners. It’s easier for buyers to visualize themselves in the home when they’re able to walk through and discuss it on their own. If you must be home, try to stay out of the way and answer questions only when asked. If you can avoid it, don’t ask your agent to be present for showings, either. That will limit your activity. Other agents want privacy with their buyers, and they don’t usually have time to work around your agent’s schedule. NOT TAKING THE FIRST QUICK BID This happens repeatedly. The seller gets a bite early on and is suddenly filled with confidence that the house will easily sell and maybe even get involved in a bidding war. It feels like you’re standing over a pond packed with hungry fish. The first offer doesn’t seem great and you naturally assume there must be bigger, juicier fish to be had. So, you throw the not- so-small-after-all fish back in. Big mistake. That little guy is often the “catch of the day.” BECOMING FRIENDS WITH THE BUYER It’s appropriate, even important, to be friendly, but don’t let the personal nature of someone being in your home allow you to get into toomany long discussions with the buyers. Not only do personality conflicts often cloud judgments, but you could reveal