30 days

There is a certain element in managing a transaction that for whatever reason always seems to be a little surprising to me and that's the seeming insecurity of otherwise secure and confident home sellers. I don't know if it is an issue with women more than men but it is usually women that surface the concern. Perhaps it is simply that some men do not vocalize this concern as much or maybe it is that many men and women react differently to the security their home represents.

Basically selling a home is a managed process of rejection. If, as the listing agent I am doing my job well, many potential buyers are looking at the home but obviously only one buyer actually buys it so the question comes up "what's wrong with my home?" Read this as "why don't they love it as much as I do". The answer is simple and obvious. The buying process is a complex series of compromises between features, amenities, price, location and a million other rational and irrational choices. Finding the best match is a process of rejection and acceptance. Add to this longer market times and it is sometimes a stressful and agonizing process for home sellers.

As much as I would like to say there is an easy solution to the problem there isn't any short cut here. In managing the listing there is nothing, absolutely nothing that can take the place of good communication between the seller, listing agent and feedback from the buyers agents. The feedback is invaluable in terms of determining where adjustments are needed in price, condition, in discerning potential obstacles and addressing objections. The added benefit is providing the assurance necessary to the seller that the home is being fairly evaluated by potential buyers.

Even though a high level of communication is provided doubt can still slip into the sellers mind and in this case I sometimes find myself reminding them that selling is a process and like all processes it takes time. If we are properly monitoring sales activity, pricing the property well and aggressively marketing the home is going to sell. If discouragement sets in I ask the seller to take a big red pen and circle the date on their calendar 30 days from today. The real estate market by nature is constantly changing and 30 days from today is a whole new real estate world.