Tell Them What They Want to Hear!

I will usually start my listing presentation by letting clients know that as a professional my job is to give them my professional opinion.  Sometimes that means that what they hear from me may not be what they want to hear.  I let her know that I focus on Cedar Rapids IA Homes and am very comfortable with the market.

So, I go on a listing presentation on a home that has expired twice.  I show my comparables and my numbers are quite a bit lower than the listed price.  I ask how many groups have come through the home and she tells me about 25.  Yipes!  And it hasn't sold yet.

So I complete my presentation and her son is digging everything I have to say.  He even asks my opinion on some of the challenges with this listing so I share some things like it's outdated, kitchen cabinets are metal, location, etc.

The bottom line is I get a call today from her and she tells me that I didn't get the listing.  I asked her why and she says to me that her son had no doubts that I could sell the home but she did not like my price and that she felt I didn't like her home.

I thought I would be more disappointed but I was actually relieved as I knew this would not only be a challenging listing but a difficult client as well.

Have you ever felt this way before?