In Denial – Many Sellers Would Rather Switch Than Fight

The volume of homes that are NOT selling is very impressive right now. That shouldn’t come as a surprise. What is surprising is how many sellers would rather change brokers than lower the price or improve the condition of the property.

I recently drove by a subdivision where the listing broker – an accomplished agent with many years experience – had been replaced by a new firm. I worked with this particular broker years ago, and found him to be a knowledgeable and capable advocate for his clients.

When I mentioned this to another broker, she said, "Yes… he lost that subdivision. He never sold the first home."

I’m working with another client in a nearby subdivision that is nearly built-out. All of the homes on the main entry – which had been marketed by one firm – are now marketed by a new firm. When I turned off the main street into one of the enclaves – another builder replaced his broker.

While we are used to seeing homeowners switching agents – to see this happening with builders is a little more unusual.

Ultimately, it’s the buyer that makes a sale happen – and the bottom line is we just don’t have enough buyers. And of those few buyers who are out there – most are not very motivated.

It’s going to take a really good deal to make many of them act.

And the sellers don’t want to lower the price down to the point of it being "a good deal" to the buyers. It’s easier to blame the broker as a no-good-so-and-so than to try and understand that as real estate marketers – we are not miracle workers.

In the past, when I would watch other brokers lose their listings – I could often easily tell the reason why. Now, perfectly good brokers and agents are being given the boot simply because "somebody’s head has to roll".

If you are currently selling your home, I don’t envy you. It is not an easy time to sell – even at a price lower than you want.

If your listing is nearing the end – would you do me a favor?

I would like you to consider keeping your agent.

If your agent has listed your property in both listing services with good photos and good descriptions – that’s the majority of any effective marketing campaign. Every thing else is very minor in comparison.

Times are hard in the Atlanta real estate market. While many agents will put on a "happy face" and tell you that everything is fine – in their world - let me tell you that it’s not. If your agent has put forth a good effort – please allow them the opportunity to earn their fee.

If you want to sell for top dollar right now, YOU have to be involved in the process. YOU need to make sure that your property is in the best showing condition possible – and priced to attract a buyer.

If not – then it’s YOUR fault that your home is still for sale.