CHANGING THE SELLERS “EXPECTATIONS” SHARON VORNHOLT
The second time you will have an opportunity to
Some real estate investors have a policy that they
“reset” their expectations is when you see the
never leave the property without making an offer. I
house. Again, it can be as simple as going over
personally don’t think that is always the best thing
everything that the house needs. I usually bring up
to do. Often people need time to process what you
the comps for the area at that time and tell the
have told them. They need time to become realistic
seller that “this is what similar properties in this
about their particular situation. And by giving them
condition are selling for”.
this extra time, you may be able to quickly seal the
deal the next day.
The seller will very likely tell you at this point
whether you are even close to meeting their
expectations. This is another valuable piece of
information that you hope to get during your visit to
the property.
Making an Offer
One of the best skills
you can develop
and probably one
of the hardest to learn
is the skill of listening
Depending on the house and whether I have been
If I think we can strike a deal at my first visit to the
successful at getting them to accept “the reality of
property, I will certainly make an offer. However if I
their situation”, I may or may not make an offer at
can tell that the seller and I are far apart in this
that time. You will need to decide each time when
negotiation, I will typically wait a day or even two to
to make your offer.
make the offer.