Why I am a Negative Nancy

Paul,

You nailed it here! Buyers need the best possible situation, they may be in the home for a long time.

Thanks, Lori.  The flip side is that they may be in the home a short time as well.  That is when poor purchasing decisions will really impact them financially.

BRILLIANT, BRILLIANT, BRILLIANT! 

I've walked into houses and straight out said, "I hate this house." My customers KNOW they can go out with me to home shop and I won't try to "sell" them.  Every buyer knows when they LOVE a house!  I don't need to sell, just guide and show.  However, when I do come across a home with exceptional features, I'm just as vocal.  On the other hand, more times than not I've stood still in a backyard and said, "can you hear that?"  Ah, yes...the roar of a nearby highway!

Paul, I love your style!  Hi-5's to you!

Paul ,

 I chalk it all up as honesty. I have talked buyers out of buying both homes and businesses. But thats how you get a reputation for honesty which is worth much more than one sale in the long one.IMHO

Thanks for your comments Antoinette and Hugh.  I like the way both of you operate.

You're so right!  You gain instant credibility when they realize you're not just trying to sell them a house.  You're a TRUE consultant.

Absolutely, Christopher.  Consultant is a much more fitting term than salesman for what a professional Realtor provides.

Paul,

 Sometimes your buyers do not listen to you completely, and you need to express your opinion several times and if they still ignore you, just write the contract.   It is hard to let a deal slip through the cracks sometimes when you have a buyer that sold themselves on a house.

PS,

Our jobs are to assist them with a purchase.

Mistake #1. Never speak for the client!

Daniel and Scott,

You are 100% correct.  The client ultimately sells him/herself.  The best way to ensure that a poor buying decision is not made is to wade through the garbage listings, and show the clients the good properties.  If they select one of 10 great houses, terrific. 

Doing the right thing will always put you a head of those that don't..

Paul.........Interesting thoughts............Can't say I totally agree.  Especially when you purposefully try to find fault.  That is what a home inspection is for.

Duane Hosek in the Black Hills of South Dakota

Paul -I tried to email you by responding to the form you sent, but it wouldn't work for some reason.  With regard to the link for your button, your ID number appears to be 49336, so you can plug it into the other link I provided, so that it should look like this:  

http://activerain.com/action/blogs_admin/subscribe?subscribed_agent_id=49336  

I tested the above link and it appears to be working properly.    In order to find the number, I just clicked on the "subscribe to this blog" button and watched the link that flashes at the bottom of the screen.  I had to do it a couple of times in order for it to show up slow enough to catch it.  I don't know where else to look up this number.  I hope this helps.

By the way, now I have "serviceberry".  What?

I am so glad to know I am not the only one.  I think of myself as a real estate advisor, and sometimes I have to tell buyers that the house they like is a total dog.  RUN I yell!

Paul, I tell buyer prospects that working with me as a buyer agent allows me to tell them reasons NOT to buy a house as well as reasons to buy.

Paul I do the exact same thing. The right home will present itself and they will trust your opinion in the end and thank you for your honesty.

Paul...I think you're right to an extent. If it's a serious issue that needs pointing out, then it should be ponted out. If it's more of a personal taste issue...i.e. purple walls, drive under garage, formica counter tops. Then you have to allow the buyer to make those calls.

One time I walked into a home with hideous orange carpet. I said to the buyer, "Look at that carpet!". She said, "Yes, I LOVE it!" 

Good post...

I understand exactly where you are coming from, but I never open my mouth unless I am asked.  There was one exception to that, and that's when I pointed out the high-tension electrical lines running behind a home my customers loved and wanted to buy.  This couple was a young couple, and had only one child, and planned to have more.  As a clinician I have read many articles about "cluster leukemia" and I told them about this and insisted they look it up on the Net before we wrote the contract.  I was adamant.  They wanted the home, and I wasn't going to let them have it without being fully informed of the risks.  They did as I requested, and thanked me profusely.  Obviously they didn't get the home, and I might add, spread the word amongst their friends.

Only when asked do I answer.  But please know that when scheduling the day, I try to show only homes that will suit my customers needs given their chosen parameters.

Remember, that nasty home across from the car-wash may one day become commercial property that will garner five times what they originally paid for it.  To each his own!

I do the same thing but confine it to issues that will affect their resale - like location or floor plan. AND I tell them that my opinion is only based on the resale issues. They may override that opinion and that's OK, but at least they can't say, "my realtor never told me". I view my job as a consultant not just an order-taker.

I always say to buyers "it's about you not me" but I will point out flaws and tell them from my experience why I think it could be a problem. It's ultimately their decision.

I could have written this myself!   It doesn't matter the market, it doesn't matter if my client agrees with me or not (I give them permission to like a house that I don't)...they need to understand what they are dealing with.

I recently sold a home that the folks bought at a good price (with me that backed to a busy road and had a contemporary original design - where everyone here wants a centerhall colonial).  When they sold it...I said someone will buy this home for the same reasons you did because it is a good price has a lot of square footage in a great neighborhood.  They agreed and the people who purchased it bought it for the same reason.  As long as they know what they are getting into.

I am waiting for the next great post from you Paul!

I highly respect the taste and desires of my clients and try not to superimpose my taste and beliefs onto them unless they seem to be of the same mind.

I point out flaws for a different reason (not resale, which I think bypasses the emotional and spiritual aspects of purchasing a home) - I want to make sure that despite apparent flaws, they really want the home - and that they understand the implication of potential problems.

Then when the buyer makes a fully informed decision to buy, I feel I have done my job.

Oh, and shouldn't it be "Negative Ned?"

I counsel my buyer clients to always buy their new home with selling it in mind.

That way they (and I) don't get stuck trying to sell some turkey they bought 5 years ago because they liked the way the yard looked in springtime with all the flowers abloom but the house itself had very small rooms and a bad floor plan.

Good agents always point out the downside to a home as well as the positives.

What the heck is a "bunya-bunya"? ;->

I agree with providing high quality service and helping my clients buy the best deal they can really afford (not subprime PQ).  

I think the real protection is the price for what flaws. Now if a seller is trying to sell a house that is more flawed then the competition for the same price then you are doing your job.

Buyers don't need a salesman to sell them a house, they need advice and counsel.  Great post.

Armando:  Thanks for your comment.  I concur.

Duane:  You and I differ on this one, but thanks for your comments.  A home inspector can tell you about physical defects, but not whether a property is a good investment.

Jason:  Thank you! 

Christopher:  Couldn't have said it any better.  Sometimes our job is to unsell a property.

Brian:  That is absolutely the correct approach.  How will your client take you seriously if you tell them how great every single property is?

Rebecca:  Thank you for your comments! 

Hi Paul and welcome to AR!

We agree that people depend on us for our expertise regarding re-sale value and/or pricing and condition.  However, we try to leave the inspection issues to the experts in that field.  Some Buyers will chose to overlook certain things that another might not.  Enjoyed your post and subscribed to you as well as added you to our Associates.  Bob loves Arizona and I think would love to live there.  Maybe someday if I ever get over my fear, no make that terror of flying!  You are an asset to this network!

Al:  Very good point.  Personal preference is a much different matter than an unfixable flaw.  I'll still point such things out as items that may eventually need to be changed for resale down the line, but breaking a deal over taste is a mistake.

Patsy:  Interesting perspective, thanks for your thoughts!

Elaine:  Well said.  Sounds like the way I operate.

Laura:  It does feel like I talk too much sometimes as well, but I have yet to have a client object.

Mitchell:  You are correct.  It is about the client and not us.  I will let them know, however, whether I would personally purchase the property as an investment (notice I didn't say as a personal residence as taste varies).

Yvette:  Well done!  Your clients are lucky to have you!

Deborah:  Good thoughts.  Personal enjoyment as certainly as important as resale.  Negative would work better, wouldn't it? ;)

Jim:  Very well said.  A client should purchase a home considering both their time in it and the eventuality of selling it.

Rob:  Thanks for your comments!

Steve:  Thanks for your comment.  A buyer will sell him/herself the home.  It is my job to ensure that proper consideration has been made to the possible shortcomings of such a decision.

Lisa:  Thank you so much!  Arizona is always ready for a new resident, so I hope you make the move someday.

Paul - You are very welcome.  I see that you changed the link already.  Good timing - you will probably pick up some new subscriptions today since this post is featured.  Congratulations!  My featured post is still gaining comments and I got 575 points for it.  Have a great Labor Day!

It really depends on the agency relationship. I work as a fiduciary.  So, I can tell folks the facts, and do.  My buyers think I walk on water. 

If, however, one is in a non-agency state, they may best leave things like this to an inspector. 

If an agent is working as a sub-agent, they had better NOT disclose anything but known material defects.  They, do, after all represent the seller. 

Life is so complicated.

It's the buyers ultimate decision if they want to buy the house or not but since you are working for the client I think what you're doing is great. How honest would that be to push them into a house that they later regret. They'll never refer you to anyone and potentially give you a bad name.

I always stop them and tell them not to give me their bottom line now because it might not be the same later in the game.

Thanks Jason.  You have a great Labor Day as well (get away from the computer!)

Lenn:  Good points.  My brokerage no longer permits subagency, so we have one less scenario to weigh in terms of fiduciary obligation.

Lashon:  Thanks for following my blog.  You hit a key point.  Referrals and repeat business are the name of the game in our industry.  The agents that I respect figured this out long ago.

Neal:  Good angle.  Situations do indeed change. 

I feel like it takes alot more work to be honest and if that means showing more houses I do it too. If I see a house that doesn't match my client, I tell them. If it's so-so, I tell them, "I think you can do better." Hopefully I gain credibility, but I really want to find my clients a house that suits their needs and 9 out of 10 times, they buy the house I secretly think does suit them. I never have to "sell" the right house to someone. I know I am doing the right thing telling them when it is something I don't like (for them).

Well, I am subscribed now. I know lots of agents in Arizona since I used to sell there, but this attitude got me.  I often say that I talk my clients out of buying homes -actually a lot.  I truly believe when working with buyers my job is not to "sell" a house, it is to find the best house for my client and then negotiate the best price.  Agents who only point out the positive features are doing their clients a disservice- how can clients trust an agent who doesn't show them the flaws? 

Stacey: I agree that it almost always requires more work to do the right thing.  That's why not everyone always does it.

Ginger:  Thanks for subscribing!  I'll have to check out your profile now that I know you are a former Zonie.  Whereabouts did you sell?

It is hard to sell people a home they don't want, easy to point out the beauties and the flaws

We are exactly alike on this one. It makes good sense since I have a design background and my disclosures are reinforcement of my pointing things out. I will be the listing agent and I use that as further reason for calling all these things out as we look through the places. That way if they do by it, they know I do not expect to see the same issues when I list it for them. My clients appreciate that I have somewhat of an eagle eye.

I feel you.  I am the same way.  I use to live in AZ in Cave Creek area.  Wildfire Gold course is where we lived.  Funny watching people cheat at golf all day.  I never got my license in AZ b/c I was oly there for a year. 

I liked the post title.  I think most people on Activerain think I am the original Negative Nancy after my last 2 blog posts.

Very good points.  The best way to keep clients for life is to be honest.

Good post Yes, we are better serving our clients when we are really looking out for them rather than just trying to push a house onto them.

Betty:  Thank you for commenting.  I can see how those appraisal skills would benefit your clients.

Tony:  Thanks for your comments.  Rest assured that my clients' interests stand head and shoulders above my own.  I only point out that I desire a future listing that is saleable to demonstrate how it benefits an agent to guard his/her clients' interests.  In this day and age, many people look at Realtors with a cynical eye.  They simply will not believe that we would subvert our own agendas, so we must demonstrate that our goals are in unison.

Michael:  Thanks for your thoughts.  Simple and true.

William:  An eagle eye is a great quality to have as a buyer agent.  Thanks for commenting.

Christina & Kevin:  You mean to tell me that you saw people break out the foot wedge on Wildfire? ;)  Thanks for commenting.

Todd:  You said it all.  Thanks for the comment.

Bob & Carolin:  Thanks for commenting.  Did Bob take those visitors up to the Canyon yet?

Paul, I agree the only way your clients can make an informed decision about their purchase is to have all the information. Thats why we are there as professionals to point out to the buyer what we are aware of as agents.

Jean:  Couldn't agree with you more.  The decision is always theirs, but we owe it to them the provide the complete picture.

It's an agent's job to point out real defects or problems, it ISN'T an agents job to talk people out of houses. I would imagine that some buyers get tired of it and go to other agents.

Leslie:  Possibly so, but I am more comfortable chasing buyers away than allowing them to purchase a bad investment on my watch.  By the time my clients get excited about a house, I have pretty much thinned out the dogs anyway. 

I am more like Patsy, I wait until I am asked.  I think it would be very hard to differentiate between your opinion, and theirs.  What you may see as a drawback may not bother them at all.  JMO

Thanks for your comment, Dawn.  While their opinion ultimately supercedes mine, of course, I think an agent is remiss to hold his/her tongue on an item that may negatively affect the property's value.  The buyer is not a Real Estate professional (generally), so I don't think it is always prudent to wait for the objection to come before providing an opinion.

Paul, It is so important to be honest with your clients.  As others have said, you want your client to know you have their best interests in mind at all times.  I believe your client will see you as an invaluable asset to them and not only will you be their agent for life but hopefully they will refer you for years to come!

Thank you, Joyce.  Anyone can sell a house today.  It takes a commitment to your client's well-being to sell them several homes over the course of his/her life.

That sounds like how I am with my buyers these days.  If an agent truly has their agents best interest at heart, then they will do what you did!

Kaushik:  As you noted on another one of my blog entries, you and I sound a lot alike.  I would love to do a cross-sale with you one of these days.

In my niche of high rise and loft condos I see entire buildings that I think are a bad buy; not only because of price but for some of the reasons you mention in your blog.  When things were hot it seems that a builder could put almost anything up and it would sell.  Now the new owners have to deal with their poor decisions of two and three years ago.  W

Hi Paul,

I have been in this business 10 years as a Mortgage Professional and I don't think I have heard a comment from any of my clients that purchased that they should have never purchased that home or they thaught that they had been talked into something.  I think your right as you are building a future and your clients want an investment for their appreciation schedule (I like that) meets their needs thats what you should expect.  It is interesting as some clients let's say from a busy city, they might like the noise of a busy street behind them, some clients from midwest might want the calm peaceful acre as they are used to the space.  I think the best thing for all of us as to listen to what they want as so many complaints that I always get when my agents and I are helping the buyer move forward on the process is the fact that they had been taken to houses that didn't even fit the profile that they started with, so I think your not being negative your just listening and educating your clients. Great job, just FYI  I'm teaching a class for FHA 3 credit hours in Scottsdale June 4th.  from 1 to 4 and We will also go over the FHA REhab loan.