Blogging Tulsa Real Estate: Buyers' Attitudes Can Bring Better Deal

Buyers' Attitudes Can Bring Better Deal

A buyers' enthusiasm for a home is infectious.  When they find the right home and go after it with a cheerful heart, the joy is conveyed throughout the deal.  It makes it easier and smoother for all involved, buyers, sellers, and REALTORS® too. 

When a home is a great match for my buyers, I encourage them to write a letter to the seller to explain who they are and why they want to purchase the home for their family.  Sometimes this enthusiasm and warmth will offset the fact that their offer may be less than desirable for the seller than another offer which produces a higher net to seller.

I have had buyers beat out other buyers who had higher and better offers in multiple-offer situations, because my buyers conveyed their love for the house in a letter to the seller.

This strategy also works effectively in short sale situations.  When I have been on the listing side I have recommended to my sellers to choose the buyer who is more in love with the house, since they will be more likely to stay in the deal during the long wait for the selle's lender to approve the sales contract.

Yesterday I received a contract on a home I own.  It is a beautiful house with lots of amenities.  I have received 3 offers in the recent past for this home.  Every time before, the offers have been less than the asking price, one was even a low ball offer.  And everytime, the buyers have had things to say about the house that needed updating or they intended to remodel and wanted to save money to do the updating.

This sort of negotiating does not work very well.  I had emotional ties to this house just like my sellers have with their houses.  It was a negative from the beginning with each of these contracts.

Yesterday, however, was completely different.  The buyers actually loved my house!  They wanted it very much and were dreaming of living there.  The difference in their attitudes toward my house made me want to sell it to them.  I came down on the price to make sure they could have it. 

I have learned a negotiating tactic through my own experience.  I will use this from now on.  Never again will I go in to a seller or listing agent and say, "The buyers need to remodel and this is the reason for the low offer."  That is starting out with a negative.  Today I understand this so much better from my own experience.  I never knew what a difference the buyer's attitude could make.  It does!

Ricki Eichler Real Estate, your Texas Hill Country connection                                  www.reretx.com

953 Main                                                                                            logo

Kerrville, TX  78028

(830)257-2520

 

Debbie Solano, CRS, ABR, CDPE, CHMS, e-PRO, GRI, REOS, SRES
Coldwell Banker Select, Realtors -- Land & Ranch Division
4408 S. Harvard Avenue
Tulsa, OK  74135

Office:  918-712-4473

Cell:  918-724-8201

FAX:  918-712-4310

 

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Comment balloon 13 commentsDebbie Solano • February 26 2012 07:13AM

Comments

Attitude is everything, it is always better to start the negotiations from a positive direction.

Posted by Kathy Sheehan, Senior Loan Officer (Bay Equity, LLC 770-634-4021) almost 6 years ago

Again....here is proof that attitude is everything!  Thanks for sharing this positive and unique way to help buyers get the home they want.  

Posted by Barbara Hensley, Homes for Sale in Rockwall County, Texas (RE/MAX Properties) almost 6 years ago

I agree with you, when it starts out negative it will remain that way the way through the transaction. With someone who really wants to purchase a the home they will do what ever to close the deal, verses a buyer looking for every way to get out of the deal if the slightest thing goes wrong 

Posted by Nathan Rufty - Home Loans at 909-503-5600, Mortgage Professional / Home Loans / Direct Lender (Mountain West Financial, Inc) almost 6 years ago

You are right.  They have to really like the home, or else it goes no where.

Posted by Edward & Celia Maddox, EXPERIENCE & INTEGRITY - WE TAKE THE HIGH ROAD (The Celtic Connection Realty) almost 6 years ago

Debbie ~ I like the idea of the Letter. It adds a personal touch and may in fact blossom into a friendship. Having a positive attitude is so essential. If a buyer is out looking for a home and their Agent just grabs a couple of listings to show them, that may not be what the Buyer asked for, can put that Buyer in the wrong frame of mind, thus the attitude.

Posted by Jon Eliason (EXIT Realty Advantage Pagosa, Pagosa Springs, Colorado) almost 6 years ago

Kathy, Barbara, Edward & Celia:

I appreciate your commenting on my "reblog" -- it's really true that attitude is everything. 

It all fits within the philosophy that we are in a business that let's us play Monopoly every day.  You can either enjoy it or hate it.  It's still the same game. 

Buying a house can be a headache or an adventure.  It's all in how you view it.

Posted by Debbie Solano, ALC, CRS -- Land & Country Estates near Tulsa (Coldwell Banker Select, Realtors -- Tulsa, Oklahoma) almost 6 years ago

Nathan:

Years ago I learned that "Buyers who buy, buy" and conversely, "buyers who don't buy, don't buy." 

To enjoy this business and thrive we must figure out if the buyers are buyers or non-buyers before they waste our time and drag us down.

If someone is really negative, I'll tell them straight out that I don't think I can work with them.  I'll tell them to find another REALTOR®. 

Posted by Debbie Solano, ALC, CRS -- Land & Country Estates near Tulsa (Coldwell Banker Select, Realtors -- Tulsa, Oklahoma) almost 6 years ago

Jon:

It's amazing how well the letter works.

In fact, I was talking to a CRS friend of mine in Iowa, Stephanie Bauswell.  She said she takes it one step further and takes a photo album of the buyer's family with her when she presents an offer to the sellers with the seller's REALTOR®.

In our market typically the buyer's agent normally does not present offers directly to the sellers, but if the deal is really tough, I might just try her idea sometime.

Posted by Debbie Solano, ALC, CRS -- Land & Country Estates near Tulsa (Coldwell Banker Select, Realtors -- Tulsa, Oklahoma) almost 6 years ago

 I agree with this Debbie, sometimes home sellers not jsut want to have their home sold but to sell their home to someone who will take care of it. Tulsa Short Sale Agents like can make it possible for them.

Posted by Stephanie Anson (Anson Properties LLC) over 5 years ago

Thanks for your comment, Stephanie.  There's often a connection between a place and it's inhabitants.  A sense of stewardship develops and we care, especially when there is a natural habitat involved with gardens, pastures, riparian areas, and forests involved.

Posted by Debbie Solano, ALC, CRS -- Land & Country Estates near Tulsa (Coldwell Banker Select, Realtors -- Tulsa, Oklahoma) over 5 years ago
Great repost Debbie that features a home buyer's attitude on how it can have an effect the real estate transaction. Thank you for sharing and keep up the excellent work.
Posted by Katerina Gasset, Get It Done For Me Virtual Services (Get It Done For Me Virtual Services ) over 4 years ago

Katerina:  It's always good to "hear" from you.  It's exciting that someone is ready my posts!  Thank you.

Posted by Debbie Solano, ALC, CRS -- Land & Country Estates near Tulsa (Coldwell Banker Select, Realtors -- Tulsa, Oklahoma) over 4 years ago
Great re-blog Debbie! This is very informative and easy to understand. This will really prove helpful to all readers out there. Keep it up!
Posted by Melissa Muse Wiggans, CRS, GRI, ABR - Real Estate Muses (Real Estate Muses) over 4 years ago

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