Another Lesson Learned About Selling By Being A Buyer

     If you read my recent article, "Learn To Ask Qualifying Questions ", you know that I mentioned that you can learn a lot about selling by being someone else's customer.

     Here is my latest lesson learned in my quest to buy another motorcycle.  I took my wife with me to look at a used bike that was advertised to be in excellent condition.   When we got there to look at it, it would not start.  The seller said it needed a repair that cost $250.  I asked the seller why he had not had it repaired.  He told me he had no way to get it to the repair shop.  There was a pick up truck parked in the driveway.

First Real Estate School In Hendersonville, North Carolina

     His price was the Kelly Blue Book retail price minus $250.  Since Kathy hated the color etc.  I did not pursue trying to buy this bike for what it might be worth.  This is so much like real estate, it is scary.

     As a Realtor, how many houses have you shown to buyers that need a new kitchen, new ceilings, new floors and are priced as if they already have these things?  "Oh, $5000 will fix all of what is wrong." says the seller.

     If $5000 will fix all this,why doesn't the seller spend the $5000, put up with contractors traipsing through his house and get it fixed so the buyer does not have to 'imagine' the new ceilings etc.?   We all know the answer to that question.  The seller is in denial.  Your job as a Realtor is to get the seller out of denial before your listing expires.  The seller has two reasonable choices.  He can spend the money to do the needed repairs or lower the price.  Praying for a buyer that can "imagine" the repairs done will not work.

     One of the reasons this won't work is that the potential buyer does not have the CASH to do the repairs.  The buyer does not want to to live in a house with popcorn ceilings and an avocado green refrigerator and carpet.  Mr. Buyer is spending his last nickel to scrape together the required FHA down payment.  He does not have the money to spend on repairs.  He certainly does not want to pay retail for that house.  He will just go down the road and buy another house that looks like 2017.

     Back to my quest for a motorcycle.  What do you think the odds are that someone will buy your motorcycle that won't start because it needs new spark plugs.  Unless the price is below bargain basement price, the odds are zero.  This is true for bikes, cars and houses.    If you have a house for sale, get it in A plus condition or price it so low that a buyer is certain that he can fix what is wrong and still be happy with his purchase.  Otherwise, be prepared to wait and wait and wait a loooooooong time for a buyer.

     If you live anywhere near Hendersonville, North Carolina and have a house for sale, I can help you with that.  If you have a Harley Davidson Dyna Glide motorcycle for sale that is nice, call me.
My phone is 828 440 1064.

     www.firstrealestateschool.com     www.climerconsulting.com  www.ronclimer.com