Real Estate Tips from Bob Rich-Become Invisible

The best thing to do when your Realtor arrives to show your home is become the “invisible” person. I’ve had sellers meet me at the door and lead us (me and my prospects) through the house. The buyers’ immediate response is to tense up. The subtle signs which I watch and listen for disappear. These people cease to be buyers and become “uninvited quests” peering into private corners of the home. They are reacting to the host rather than the house.

You see, where you live is an intimate part of your life. If the owner is around when the prospect arrives, he becomes a quest in your home. The key word here is YOUR. Our objective is to make him feel that it is HIS home. The owner’s presence makes that difficult.

He can’t comment about things he doesn’t like. That would be rude. Yet, a sure sign of interest is petty fault-finding --- even with a perfect property. The Realtor will then help weigh the pros and the cons. This can’t come about with the owner as part of the group.