Frequently agents and clients alike get caught up in the features of a home – the kitchen, the yard, the floors – and of course the pricing and the comps. However, a very important part of any real estate transaction is the PEOPLE. The sellers and the buyers! Selling a home is a very emotional transaction. This is a very good reason to hire a professional real estate agent to negotiate as a third party.
The most recent episode of NBC’s Parenthood hit a nerve for me last week. If you follow the show, or if you don’t, the entire series is centered around an extended family in Berkeley, California. The extended family revolves around Zeke and Camille Braverman, Matriarch and Patriarch still residing in the home that their four children were raised in. Lately the Bravermans have been consulting with a real estate about selling their beloved home.
In the latest episode, their real estate agent popped by with a cash offer for slightly less than asking price. And I am sure you can guess their reaction…..they were annoyed! The house is not even on the market yet! They aren’t ready……
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They stared at their agent like a deer in the headlights!!!
Believe it or not I have been in this situation. A very anxious seller was constantly asking me if there were any offers, is there any feedback, is the price right…? Then we got an offer and I presented it to the seller. The seller countered the sales price and the buyer agreed. Then the seller felt that she was unable to go through with the sale. I was in a predicament, having met all of my agency obligations and negotiated with the other agent. Ultimately, while the seller had intended to sell all along, she was overwhelmed when it came time to actually sign the papers and make it official.
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At the end of the day, we all have to remember to consider the human side of a sale. There can be a lot of fallout, but it is just a reminder that business is not all business – when people are involved there are emotions and personalities. Most importantly, having a third party involved is essential to managing the expectations of the parties to a transaction. A professional Realtor can assist the parties when decisions get emotional and difficult.
Catherine Jouet has a diverse understanding of home sellers, buyers and investors in the North Virginia and Washington, DC markets. Licensed in VA, MD, and DC, Catherine is a resource for all of your real estate needs. Visit my website or Contact Me today.
