John's Seacoast NH Real Estate Blog

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Selling Your New Hampshire Home Will Require An Attitude Adjustment

Selling Your New Hampshire Home Will Require An Attitude Adjustment

For most people selling a house is not a common occurrence.  If they do have any prior experience, it's from some years ago, and the market has changed significantly.

As a New Hampshire Home Stager, I've worked with a lot of sellers and one thing is for certain...an attitude adjustment is the first thing homeowners should consider when preparing to sell.

 

grumpyPRICE

It's not what you think that matters.  It doesn't matter what you want for it, or what you need for it, or what you owe on it.  The current market will determine the price.

Your house is worth what a buyer is willing to pay for it.  A buyer's perception of worth is what really matters.   

 CONDITION

It's not what you think that matters.  Your eyes have been clouded by emotional attachment.  How your house is perceived by others is what matters.  What is attractive, appealing, or comfortable to you may not be so appealing to the masses.

One man's idea of valuable collectables is another man's idea of clutter.

One man's idea of neutral is another man's idea of cold.

You may think the gold fixtures in your bathroom look rich, but to potential buyers the fixtures are dated and expensive to replace.

 

Today's buyer is looking for "move-in ready" condition. 

 

One last thing... 

The real estate agent, home stager, and home inspector are not the enemy.  

Choose them wisely

Take their advice seriously

Work with them cooperatively

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Comment balloon 73 commentsSharon Tara • October 27 2011 07:37AM

Comments

Sharon, I think all the state's need this attitude adjustment - wish you were in the Cary/Raleigh area.  Nice blog.

Posted by Bud & Beth McKinney, Cary/Raleigh/Apex NC - The Team That Cares, RE/MAX United (RE/MAX UNITED) almost 8 years ago

Nice blog and thanks. I always get the winners. Makes sense. Good luck this year. 

Posted by JOSH EVANS *JoshEvansHomes 516-655-5000 (Village Properties of Mineola, LLC) almost 8 years ago

You summed it up perfectly with your last comment in this post Sharon....

 

The real estate agent, home stager, and home inspector are not the enemy.  

Choose them wisely

Take their advice seriously

Work with them cooperatively

Well done my friend! And SUGGESTED too!

Posted by Craig Rutman, Raleigh, Cary, Apex area Realtor (Helping people in transition) almost 8 years ago

Excellent post Sharon! I was going to suggest but alas, too late you are already featured! Love the photo as well...perfect expression...well said my friend!

Posted by Valerie Sagheddu, ~Home Staging Professional, Poconos, PA (Apostle Art Home Staging & Design) almost 8 years ago

Sharon, great post-it is absolutely on target-the attitude adjustment is critical-emotional attachment can be really counterproductive! Terrific summary.

Posted by Joanna Cohlan, Designing, Decorating & Staging Westchester Homes (Fresh Eyes For Your Home) almost 8 years ago

It's Not What You Think That Matters. OMG so true and my buyers and are are fighting one of these for the second time, same house. The sellers are so emotional and to them thats all that counts. 

Posted by Corinne Guest, Barrington Lifestyles (Corinne Guest, REALTOR® | Barrington Realty Company) almost 8 years ago

Bud & Beth:  I'm sure NH isn't alone on this.  Thank you for the nice compliment!

Josh:  Thank you!

Craig:  I appreciate that, thank you!

Valerie:  It's the thought that counts, LOL!  

Joanna:  There's a whole lot of "counterproduction" going on, LOL! It makes more sense to work smart!

Corinne:  Hope your buyers find their dream home sellers soon!  

 

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Sharon excellent points and the reason some homes stay on the market while others are selling with relatove ease. When i list a home, i often find myself educating the home owner regarding current market conditions and what current buyers are looking for. Having a home that is ready to show and a seller ready to work with the listing agent, often leads to a quicker sale at a better price.

Posted by Scott Godzyk, One of Manchester NH's Leading Agents (Godzyk Real Estate Services) almost 8 years ago

Sharon, very good advice. Good information all sellers should take into consideration when putting their property on the market.

Posted by Michael Setunsky, Your Commercial Real Estate Link to Northern VA almost 8 years ago

You are absolutely correct.  Most agents don't realize that the first order of business on a listing is to ensure the sellers have the right attitude for today's market environment, since it is more than likely something they have never experienced before.

Posted by Bob Zorechak - ABR, GRI, e-PRO, Sells Homes in Morris/Somerset/Hunterdon Cos., NJ (Keller Williams Realty Metropolitan) almost 8 years ago

When selling, a special team is formed designed to accomplish the mission. The goal is to get in and out of the transaction effectively and efficiently...cooperation supports the mission....client control is mandatory

Posted by Richie Alan Naggar, agent & author (people first...then business Ran Right Realty ) almost 8 years ago

Sharon- once again ... an excellent and well written post!  Were you a marketing major?  Congrats on the feature.

Posted by Kathy Streib, Home Stager - Palm Beach County,FL -561-914-6224 (Room Service Home Staging) almost 8 years ago

Scott:  Educating homeowners is crucial!  It's always a much easier process when the seller cooperates and understands the concept of marketing the house as a product.

Michael:  Thank you!

Bob:  We tend to forget just how little sellers understand the current market because we are involved in it every day...each seller deserves some patience as they are educated and guided through the process.

Richie:  I love your phrasing!  Sounds very military and special Op like!  Awesome!

Kathy:  Too kind!  No, I wasn't a marketing major.  Took some Psychology though!

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago
Great post. In the grand scheme of things they are all important and will make you be successfully in selling your home with just a small attitude changed.
Posted by Mike Yeo (3:16 team REALTY) almost 8 years ago

Sharon, great post, and right on for the current market. I should print this and give it to my listing calls. Sellers don't like our message, but when the house sits on the market , that message comes across loud and clear

Posted by Ed Silva, Central CT Real Estate Broker Serving all equally (RE/MAX Professionals, CT 203-206-0754 ) almost 8 years ago

Sharon,

I love your repeating, "It is not what you think, that matters".  Last week we were at an open house of one of our clients, and it was a nice home, but I was distracted by 3 things.  Clutter (in my eyes) , chips on the kitchen tile border, and empty planters in the yard.  At $2 million plus, it was a turn off, although the rest of the home had so many gorgeous updates, it colored our impression.  The devil is in the details. A

Posted by Ron and Alexandra Seigel, Luxury Real Estate Branding, Marketing & Strategy (Napa Consultants) almost 8 years ago

Sharon, excellent post and well deserved feature. Home sale is the strictly business transaction so they need to match buyers expectations.

Posted by Anna Dovger, Home Staging -The Woodlands, TX (Add Value Home Staging LLC, 281-704-6607) almost 8 years ago

Sharon - Great post!  I just viewed a homeowner's property, and there are gold fixtures EVERYWHERE!  And they're not willing to change them out.  Oh dear. 

Posted by Sally Weatherley, Vancouver Home Staging, Home Stager Vancouver, B.C (EXIT STAGE RIGHT) almost 8 years ago

Mike:  For some, it's a small attitude adjustment, and for others a HUGE adjustment.

Ed:  You are right, they don't always like the message.  I sometimes start with "don't shoot the messanger" before I hit them with the reality.

Alexandra:  The devil is in the details, is so true!  That chipped tile would have haunted me!

Anna:  Thank you!  Once we make them understand they are marketing a product, it usually gets much easier.

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Sally:  I have a few houses still on the market that have gold fixtures.  I suggested changing them and they didn't do it.  What makes them think a buyer is going to want to spend the money if they don't want to spend it?????

 

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

I agree that almost every buyer wants a move in ready condition property.  Our listings that need work are tough sells, the buyer expects deep discounts for the time, energry, and costs associated with a renovation. 

Posted by Morgan Evans, LICENSED REAL ESTATE SALESPERSON (Douglas Elliman Real Estate) almost 8 years ago

Excellent, excellent post Sharon. Hope you are well and that you staying busy

Posted by Gerry Michaels, GettysburgGerry Social Meida (Glasswork Media Arts) almost 8 years ago

This should be a must read for prospective sellers everywhere!  So many have a really tough time grasping the truth that the buyer really does NOT care what the seller hopes/wants/needs to sell the house for - and the buyer likely does NOT want to take on the neglected tasks that the seller didn't want to do either.

Posted by Nancy Conner, Olympia/Thurston County WA almost 8 years ago

And they tried to tell me the only thing you were really great at was being Grandmother to Zack and Jack..........not true!  This is great stuff!

Posted by Roger D. Mucci, Lets shake things up at your home today! (Shaken...with a Twist 216.633.2092) almost 8 years ago

Congrats on the feature Sharon! Great words and very great points! Not your enemy for sure!!

Posted by Shar Sitter, Home Staging and Redesign Minneapolis/ St. Paul, M (Rooms With Style) almost 8 years ago

Sharon I have to figure out a way to share this with my local market.  Reposted to fb and may be contacting your with a private message.  GREAT!!!

Posted by Ginger Foust, Home Stager Oakhurst CA, Dream Interior Redesign & Staging (Certified Staging Professional) almost 8 years ago

Sharon - Well done! Those that have the right attitude are usually the ones that reach their goal - SOLD! Loved the "one last thing." :)

Posted by Judy Jennings, Broker - The Lanterns at Warren Woods - Ashland MA (The Green Company) almost 8 years ago

 Congrats on the feature Sharon! Well said! So often I run into sellers with a lot of gold or brass accents in their home. I'm working with an older couple now with brass switch and plug covers and brass fixtures etc. It just doesn't speak to today's buyer.

Posted by Janice Ankrett, Staging Professional (Janice Ankrett Home Staging) almost 8 years ago

Sharon, you are soooooo good.  You need a real estate license, girl.

Posted by Lloyd Binen, Silicon Valley Realtor since 1976; 408-373-4411 (Certified Realty Services) almost 8 years ago

Sharon, great blog....love your attitude!

Posted by Ellen Caruso (Daniel Gale Sotheby's International Realty) almost 8 years ago

Sharon,

True. True. True. But why is it that every seller resists the truisms embodied in your post?

Posted by John Juarez, ePRO, SRES, GRI, PMN (The Medford Real Estate Team) almost 8 years ago
Great stuff that's why I use a stagger to give the owner a list of what they need to do.
Posted by Jack O'Neal (HomeSmart Elite Group) almost 8 years ago

Sharon - It's so true that the sellers see the home differently from a different perspective than the agent, the stager and especially the buyer.

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) almost 8 years ago

Sharon, great post as always! Getting past a sellers emotions is sometimes the hardest thing, after getting them to understand staging is an investment...

Posted by Peg Barcelo, The FlufftasticStager from Summerland, BC (Fluff My House! Home Staging Inc. 250.486.6369) almost 8 years ago

Hi Sharon--great post and congratulations on the feature.  You wrote that perfectly, too.  Today's buyers needs to deal with today's reality, not like how it was, or how it might ever be again.  The sooner they understand that the faster they get to sell and move on with their lives. 

Posted by Janet Jones, Home Staging, Interior Redesign Kihei, Maui, Hawaii (Just Your Style Interiors, LLC) almost 8 years ago

Great post and great photo!  I've met THAT guy - he sure gets around, doesn't he?  This isn't what sellers want to hear but it is what sellers need to hear.  Well done!  

Posted by Karen Bernetti almost 8 years ago

I heard an agent pitch a FSBO before by saying "you've participated in 2 or 3 real estate transactions in your entire life while I have been involved in more than 500 and there was a lesson to be learned in every one."   

Posted by Kate Akerly, Manhattan Beach Residential Sales (Kaminsky Group) almost 8 years ago

Oh so true.  As an agent I can do a great job on pricing, but a stager's eye is very helpful.  

Posted by Gene Riemenschneider, Turning Houses into Homes (Home Point Real Estate) almost 8 years ago

Good morning Sharon. This is a wonderful post and I love the picture. You write well and this is targeted and and poignant. Congratulations on the feature, it is well deserved.

Posted by Sheila Anderson, The Real Estate Whisperer Who Listens 732-715-1133 (Referral Group Incorporated) almost 8 years ago

Sharon,  Right to the point on this one.  It is the message to our sellers over and over.  Take emotion out of it....it is a business transaction, a means to get from point A to point B.  I can't make the house worth more than what the comps suggest.  It is what it is.  Thanks for allowing me to reblog

Posted by Mary M. Kandell (Russell Real Estate Services) almost 8 years ago

It's not only the sellers, but agents, as part of the selling team, should realize what the market wants.  I have seen some horrible MLS photos, that makes me wonder if the REA might need some eye glass adjustments.  :-)

 

Posted by Liz Murray almost 8 years ago

Sharon, I love this post.  It's all been said befroe but you've said it better than many!  It' straight talk and every word is true!  Thank you and I'll be reblogging this one!

Posted by Beverly Femia, Broker Realtor Stager - Greater Wilmington, NC Are (BlueCoast Realty Corporation) almost 8 years ago

 

IF you are serious about "SELLING" your property you also need to have an OPEN mind and work with your realtor to HELP make your property as marketable as possible.

Posted by Bobi almost 8 years ago

Sharon,

Words of wisdom, indeed.  Thanks for sharing!

Posted by Cookie Hooper, Real Estate Sales & Property Management (True Blue Realty) almost 8 years ago

You hit the nail on the head with this post.  Love the part about price.   How many times have we all heard "but I need "x" for my house" or my personal favorite--"I refuse to GIVE it away". 

Posted by Judi Monday, CRS-Green Valley AZ Expert, Green Valley Arizona R (RE/MAX Valley Properties) almost 8 years ago

Morgan:  It's also possible that only someone looking to flip the property will be interested, and their offer will be low.

Gerry:  Thank you!

Nancy:  Funny how the seller doesn't want to put in the time and money to fix it up, but somehow thinks that buyers will jump at the opportunity to have a home improvement project on their new home....how does that make sense?

Roger:  Oh really?  Who are "they"?  I want names!

Shar:  Thanks!  I'm sure you've had your share of clients who were untrusting and saw you as someone trying to take advantage of them...in the best case scenerios we can turn them around, but not always.

Ginger:  What about a reblog with a change of title and post it to five groups of your choice.  I'm happy you find it share worthy!

Judy:  One more thing...Thanks!

 

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Bravo, Sharon! Very well stated and accurate. Congrats on your feature.

Posted by Michelle Minch, Home Staging Los Angeles and Pasadena, CA (Moving Mountains Design Home Staging, Pasadena, CA) almost 8 years ago

Perfect timing! I'm talking with this client today.  She was a Realtor in New Hampshire 30 years ago.  Still can't understand why I'm not advertising her condo (that will appeal to 20 something first time home buyers) in the local paper.  Hmmm...  I heard something in a class that was very helpful.  After you show the seller the comps and they still want to set the price for what they need, what they paid, so they're not giving it away, etc. ask, "So you've seen the comps. As a buyer, would you pay that price for your house in this market?"  So logical.

Posted by Diane Peterson (Premiere Property Group, LLC) almost 8 years ago

Janice:  I can usually get them to change out the plate covers, but bathroom fixtures is more difficult of a sell.  I've convinced sellers, but I've had my share of doubters too.

Lloyd:  Oh I don't think so, but thank you!

Ellen:  Thank you! If it's one thing I have, it's attitude!

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Hi Sharon ~ Great way to put it!  Sellers need to get real, and work with a smart agent and a great home stager!  To do anything else is just financial suicide, in this market.

Posted by Maureen Bray Portland OR Home Stager ~ Room Solutions Staging, "Staging that Sells Portland Homes" (Room Solutions Staging, Portland OR) almost 8 years ago

Excellent points, yet most sellers are reluctant to heed the advice of their Realtor and then wonder why their property doesn't sell in a timely manner.

Posted by Kimo Jarrett, Pro Lifestyle Solutions (WikiWiki Realty) almost 8 years ago

John:  And that is the question.

Jack:  Good for you!  and good for your clients too!

Christine:  So much better when they all come from the same perspective.

Peg:  That's why it's such a great treat when we find those sellers who really do understand.

Janet:  You would think that moving on with their life would be more of a motivator.

Valerie:  It takes some longer to accept the truth than others.  Sometimes they have to go through a couple agents before they accept the reality.

Karen:  He does get around, and we have ALL met him at one time or another.

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Akerly:  That's a great response!

Gene:  Having a professional stager on your team can make your job so much easier!

Sheila:  So nice, thank you!

Mary:  You sum it up beautifully!  Glad you found the post worthy of a reblog, thanks!

Liz:  Very good point!  I have to wonder what some of those agents are thinking when they list with such horrible pictures.  Hard to take them seriously or believe they have a clue about marketing.

Beverly:  I appreciate that, thank you!

Bobi:  Some say they are "serious" but their attitude says otherwise!

Cookie:  Every once in awhile a little wisdom does slip out!  Thanks!

Judi:  It's sad actually.  What they need to understand is that they will be getting another house for less than that other seller thought they should get for their house too.  It balances out, providing you are also buying.

Michelle:  Thank you!

Diane:  Great question!  If nothing else, it should make them think a bit.

Maureen:  There's a lot of that financial suicide going around!

Kimo:  That's why having a stager on your team can come in handy.  Usually a seller will be more open to suggestions from a stager.  They often trust the agent less because of the commission factor.

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Hi Sharon,  Excellent post.  I agree.  But price trumps all!  Any house will sell at the right price.

Posted by Bob Miller, The Ocala Dream Team (Keller Williams Cornerstone Realty) almost 8 years ago

Bob:  Thanks!  Sometimes sellers must price much lower because they aren't willing to put the effort into presentation.  You are right, once they lower down to a low enough price they will find a buyer.

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Sharon,

Excellent post.  And one I wish more sellers would think about, whether in New Hampshire or here in California.  The same concept applies across the country!

Posted by DeeDee Riley, Realtor - El Dorado Hills & the Surrounding Areas (Lyon Real Estate - El Dorado Hills CA) almost 8 years ago

BINGO! If ever a post nailed it .... you certainly just did my friend.  Awesome post!

Posted by John McCormack, CRS, Honesty, Integrity, Results, Experienced. HIRE Me! (Albuquerque Homes Realty) almost 8 years ago

Sharon,

You are spot on; the market will decide. We've even ignored an appraisal before, but it worked. The home was sold.

Presenting well does make a diffference,

Steve

Posted by Steve, Joel & Steve A. Chain (Chain Real Estate Investments & Mortgage, Steve & Joel Chain) almost 8 years ago

Thank you that was a refreshing blog.  It is not from the agent but one who assists the agent.

Posted by Tim Lorenz, 949 874-2247 (TIM LORENZ - Elite Home Sales Team) almost 8 years ago

DeeDee:  Maybe if we keep spreading the word, it will catch on!

John:  Thank you for that enthusiastic response!  

Steve:  I appreciate it, thank you!

Tim:  Thank you!  I do my best to assist agents and sometimes it makes their job much easier!

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Sharon, I came back to reblog this one. Love that grumpy old man and you are telling it straight! Thank you for the great post!

Posted by Beverly Femia, Broker Realtor Stager - Greater Wilmington, NC Are (BlueCoast Realty Corporation) almost 8 years ago

Beverly:  Thank you!  So glad you want to share it!

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Great tips and wow, I wish everyone was listening too as it is a tough market right now

Posted by Tina Gleisner, Home Tips for Women (Home Tips for Women) almost 8 years ago

Tina:  Thank you!

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

HI Sharon,

Choose them wisely

Take their advice seriously

Work with them cooperatively

Now there are words to have created on a sign and to hang in the office. Brilliant.

Posted by Michelle Finnamore, Preparing your property for sale (Toronto GTA, Alliston, Newmarket) almost 8 years ago

Michelle:  Thank you so much!

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

As I read your post I think of the new brass overhead light fixtures a future client has hanging in EVERY room.  They were kind enough to point them out to me.  Oh lordy!

Posted by Ross Therrien, Realtor, Broker Associate (Prudential Verani Realty, Londonderry,New Hampshire) almost 8 years ago

Ross:  Nice!  I'm sure they are very proud.  Too bad they didn't consult with someone before purchasing them.

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Sharon,

I love your post and your graphic! It's amazing how when someone lives in a house for many years that they cannot "see" the clutter or how dated their house may be. Thanks!

Posted by Donna Quinlan, Keller Williams Real Estate Agent Career Consultan (Keller Williams Realty) almost 8 years ago

Donna:  It happens to the best of us!  It's really difficult to see past your "living" life in order to sell.

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Sharon, you've obviously touched a soft spot across the country. Great educational blog and I'm happy you've been featured for it!

Posted by Kim Gaston, Colorado Springs REALTOR®, CNE (719)661-6987 (RE/MAX Advantage Realty) almost 8 years ago

Kim:  Thank you!  I appreciate that!

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) almost 8 years ago

Great summary!! It's up to us to educate Sellers on what it takes to sell in this market, even if it's not what they want to hear, our job is to be honest and current with the market. 

Posted by Sylvie Stuart, Home Buying, Home Selling and Investment - Flagsta (Realty One Group Mountain Desert 928-600-2765) over 7 years ago

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