Home sellers, don't be a Secret Seller

In our industry, we real estate agents are often reminded not to be a Secret Agent. Occasionally I need to remind a seller not to be a Secret Seller.

"I don't want to have any Open Houses. I don't want the neighbors to know the house is for sale."

That's when I have my Secret Seller talk.

"Mr/Ms. Seller, I understand your concern about opening up your house to the neighbors. When I sold my own house a couple of years ago, I had that same initial twinge, it felt like an invasion of privacy. But, your neighbors can actually be a wonderful source for bringing in the right buyer. Their friends might have told them they wished they could live in this neighborhood. The neighbors probably know people who are looking to buy a home today, and they can help us market your home by calling those friends and alerting them. Let's put the neighbors to work for us. What I'd like to do is deliver a note to your neighbors several days in advance of an open house, inviting them to come and to bring friends who are looking to move to this area. Let's make the neighbors part of our team. Would that be OK with you?"

home for sale

In our area open houses are well attended, and more than once a listing has resulted in a sale to someone who stopped by an open house, fell in love with it and bought it -- even though it didn't meet their 'requirement' and their agent would never have shown it to them.

Don't be a Secret Seller and miss the chance of finding the perfect buyer.

--- Come for a visit; Stay for a lifetime!

Lottie Kendall, Realtor®

Today | Sotheby's International Realty

San Carlos, California, 94070

CA BRE#01215160; 650-465-4547

Lottie@LottieKendall.com;

www.LottieKendall.com

www.SFCondosForMe.com

 

 

Comment balloon 22 commentsLottie Kendall • January 18 2014 08:48AM

Comments

    "I don't want the neighbors to know the house is for sale".  A lady told me this recently.  We had a discussion similar to what you said above; she saw the fallacy and changed her mind.

Posted by Fred Griffin, Licensed Florida Real Estate Broker (Fred Griffin Real Estate) over 3 years ago

Good advice for home sellers. All need to pack up the items that should not be seen by neighbors or prospects. 

Posted by Roy Kelley, Roy and Dolores Kelley Photographs (Realty Group Referrals) over 3 years ago

Great post! Privacy is a genuine concern for many sellers, especially if the sale is under duress. Gaining the seller's confidence and buy-in will keep them from sabotaging their owne success. Thank you for the wording / scripting on how to handle the objection. Well done!

Posted by Amanda Thomas, ​Broker, SRES®, BPOR, MCNE, ​Certified DRS Agent™ (Providence Group Realty) over 3 years ago

Hi Lottie, Once the sign goes up and the moving truck eventually arives, the neighbors will not only know, but might be a bit miffed that the seller never shared this. Especially if they have a good neighborly relationship. When your home is on the market, it's not the time to be a secret seller!

Posted by Cindy Westfall, ABR,GRI Your Tualatin & Portland Metro Real Estate (Premiere Property Group,LLC Portland Metro & Suburbs Oregon) over 3 years ago

Lottie - You've done a great job in explaining why a seller should let everyone know their home, or condo is on the market!  This is why you do such a great job for your sellers in getting their San Francisco homes and condos sold! Suggested!

Posted by Laura Allen, Lake Tahoe - Truckee Real Estate for Sale www.TahoeLauraLuxuryHomes.com, Tahoe Real Estate Agent Helping Buyers and Sellers (Coldwell Banker, Tahoe City, CA (530) 414-1260) over 3 years ago

The more a home is exposed the more chance it has of selling quickly and at the right price.  Great advice, Lottie.

Posted by Jane Peters, Connecting you to the L.A. real estate market (Home Jane Realty) over 3 years ago

Fred, I'm glad your seller saw the wisdom when you explained the value to her.

Roy, sellers are going to be packing those items, so they might as well do it when they put the house on the market--there is less chance of loss or breakage, plus the seller retains a sense of privay.

Amanda, I'm glad if my dialog is of help. Thanks for your kind words.

Posted by Lottie Kendall, Serving San Mateo County and San Francisco (Today | Sotheby's International Realty) over 3 years ago

Cindy, you're right. I much prefer to bring the neighbors in as "team members."

Thank you for the 'suggest,' Laura, and your kind words.

Jane, and that's what we want to help achieve for our sellers--a great price in a reasonable length of time. Open houses help achieve that in my area.

Posted by Lottie Kendall, Serving San Mateo County and San Francisco (Today | Sotheby's International Realty) over 3 years ago

 Good morning, Lottie. I have to agree with Cindy's statement. If you're going to sell your house sell it! Why hide in the closet?

Posted by TeamCHI - Complete Home Inspections, Inc., Home Inspectons - Nashville, TN area - 615.661.029 (Complete Home Inspections, Inc.) over 3 years ago

Good morning Lottie. This is really an education process for a seller and this education was done very well. Good luck with the sale.

Posted by Joe Petrowsky, Your Mortgage Consultant for Life (Mortgage Consultant, Right Trac Financial Group, Inc. NMLS # 2709) over 3 years ago

Hi Michael - yup; indeed. It all turned out well.

Joe, thank you. It worked; they got over their reluctance, I had a weekend of open houses, and the home sold nicely.

Posted by Lottie Kendall, Serving San Mateo County and San Francisco (Today | Sotheby's International Realty) over 3 years ago

Great way to handle a sensitive situation Lottie!  Amazing how often we hear that from sellers.

Posted by Debbie Walsh, Hudson Valley NY Real Estate 845.283-3036 (Shahar Management) over 3 years ago

Lottie, great post and a reminder neighbors may know of someone wanting to get into the same neighborhood and could sell your house!

Posted by Joan Cox, Denver Real Estate - Selling One Home at a Time (Metro Brokers - House to Home, Inc. - Denver Real Estate - 720-231-6373) over 3 years ago

Lottie  Once again you have demonstrated why you are successful.  Thanks for sharing your tips with us.  Suggested and bookmarked for future use!

Posted by John G. Johnston, An Exclusive Buyer's Agent ~ Westcliffe, CO (John G. Johnston & Associates, LLC) over 3 years ago

Hi Lottie, it's always puzzling that they want to keep it secret. Goodness - shout it from the rooftops. Great house for sale! Lol. 

Good advice Lottie!

Posted by Debb Janes EcoBroker and Bernie Stea JD, REALTORS® in Clark County, WA (ViewHomes of Clark County - Nature As Neighbors) over 3 years ago

It's surprising how often we hear that, right Debra?

Joan, buyers often want to buy near their friends, so enlisting the neighbors' aid just makes sense.

John, thanks for the 'suggest.' I'm honored that you found value in this.

Debb, sometimes we need to help sellers get over what I see as shyness. Shout it out is right!

Posted by Lottie Kendall, Serving San Mateo County and San Francisco (Today | Sotheby's International Realty) over 3 years ago

Lottie, it is an excellent idea to invite neighbors over for a preview prior to an open house.  I actually send out personalized invitations to neighbors one week prior to the open house date, invite them to come over an hour earlier than the scheduled open house, and to "let their friends" know.

Posted by Bette Gottwald, "Bet"on Central PA Real Estate! (BERKSHIRE HATHAWAY HOMESERVICES HOMESALE REALTY) over 3 years ago

Bette, I like to do that, too. A lot of good will is generated that way.

Posted by Lottie Kendall, Serving San Mateo County and San Francisco (Today | Sotheby's International Realty) over 3 years ago

I love this Secret Seller talk, we've all heard the concern about having the neighbors know the house is for sale.

Posted by Judi K Barrett, BA, Integrity Real Estate Services -IDABEL OK (Judi Barrett~Integrity Real Estate Services~Idabel, Oklahoma) over 3 years ago

No matter how many times I hear this (which really isn't that many) I'm surprised, Judi. Often it's an initial reluctance, easily overcome.

Posted by Lottie Kendall, Serving San Mateo County and San Francisco (Today | Sotheby's International Realty) over 3 years ago

Lottie, This is a great post on a touchy subject.  Open house events can be a very useful tool and I haven't hosted one yet where the neighbors didn't visit and say they'd be telling their friend.  I love the "Secret Seller" term! 

Posted by Rebecca Foresee, Let's foresee the possibilities . and get results! (Alain Pinel Realtors) over 3 years ago

I'm glad you found it of interest, Rebecca. It's great to enlist the aid of the neighbors, instead of trying to hide from them.

Posted by Lottie Kendall, Serving San Mateo County and San Francisco (Today | Sotheby's International Realty) over 3 years ago

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