The Easiest Way to Lose a Buyer

Selling

Nobody wants to sabotage their listing unless they just don't want to sell, in which case there would be no point to put the home on the market anyway. But I find that time and time again homeowners on knowingly sabotage their own sale usually by this one maneuver.

Not willing to negotiate and instead let their emotions control the transaction.


This can terminate more transactions than anything. I hate to say it, but your home is not special. It special to you because you live there and you've built a home there and decorated it yourself. But when it comes time to put it on the market, there are hundreds of homes out there for sale and you would be kidding yourself if you think your home is the exception. I've had sellers think that their home is the exception to the rule when it comes to pricing it. Sellers feel that their home is worth much more than the market can bear because of this or that or whatever feature the home may have that homeowners think stand out among the rest. Your home is special to you and you've done things to it that may be different from other similar properties but it's usually not enough to warrant a higher price.

Related: What happens if my listing expires?

Plus, homeowners get their emotions involved way too often. They feel insulted with lowball offers or refused to negotiate with buyers that bring creative or unique financing or even terms that seem outlandish at first. This is what your real estate agent is supposed to do; negotiate through these terms and tell there is a win-win for both sides. But far too often, homeowners get so emotionally involved that they get frustrated, overwhelmed and downright angry sometimes. I tried to tell all of my homeowners before listing their property to try and remove their emotions from the situation. Buyers are just trying to get the best deal and they may offer outlandish offers to start only to test the waters. If the seller is unresponsive or aggressive in a counter offer, it might turn the buyer off completely. It's leaving your emotions out of the situation and counter offering with something that works for both parties.

If you're thinking of selling try to remove your emotions from the situation. You can think better, have more of a rational outlook on the purchase and sale contract and usually get the home sold a lot faster. You never know when a buyer could agree to your terms but if you refuse to negotiate the home and probably won't sell at all.

If you're planning on selling your home anywhere in the Columbus Ohio area give our office a call. We are happy to talk over negotiation strategies, how to price the home and what we do differently to advertise and market your property to potential buyers.