When are properties worth a second look?
July 12 2018
It's common for buyers to enter a home search with an ideal home in mind. Often, it's one that meets every need and want, and even has a few luxury upgrades. It's understandable, then, for some to become fixated on the drawbacks of a home rather than the potential it has to offer.
But a home doesn't have to be love at first sight to be a good fit. Here are three common ways clients talk themselves out of potential matches and how you can overcome these objections.
1. They love the home, but not the price.
Review a CMA with the client to set realistic expectations. If the home is overpriced, you may be able to talk the seller down. If it's within the client's price range, recommend viable financing options like FHA loans or down payment assistance programs. Whatever you do, don't let the client overextend their financial resources.
2. They love the home, but not the location.
Location can matter to clients for a variety of reasons, including school districts, property taxes and job proximity. But often these sticking points are more about ideals than necessities. If the client has young children, for example, school districts may not be a pressing issue for a few years.
3. They love the price and location, but not the aesthetics.
Sometimes, the location and price are right, but the curb appeal or interior decor don't match the client's tastes. Remind the client that decor can be replaced with relative ease, and necessary upgrades can be negotiated into the final sale.
To help keep the home search realistic, identify your client's top three needs and show them homes accordingly. Dream homes don't always come ready-made, but with a little bit of polish, you can help them find a diamond in the rough.