Why I Showed Them a House I Knew They’d Never Buy

 

 

I recognized the address right away. I had been there before. The foundation was in deplorable condition. 

I knew they would not buy it. 

But, I booked the appointments anyway. We saw five houses on a beautiful Saturday afternoon.

Once they saw the house with the crumbling foundation they exclaimed they would never invest in a house like this.

“I know,” I said. “I knew about the foundation, and I knew you would never ever buy it.”

They looked confused. “Why did you take the time to show it to us then?”

“Because I respect your need to make your own decision. I will not filter the choices based on my opinion, but on yours.”

They nodded and seemed to appreciate that.

It had only been our second time shopping. They did not know me well, and this was a perfect way to demonstrate that they can trust me. I knew that if I tried to prevent them from seeing a home they wanted to see, they may question whether I had my own agenda.

Eniko and I don’t choose to show only homes that offer the highest commission.

We don’t limit the buyers shopping to only listings through the brokerage we work for. (Even though we have a lot of inventory to choose from). We respect our buyers’ decision to choose and furnish them with all the options they request.

Once buyers get to know us though, something changes.

Suddenly we’ll get texts asking, “What do you know about this property? Have you shown it?”

Once we have developed a trust relationship and we get asked these questions, we can avoid unnecessary showings.

It’s at this point in the shopping experience we tell the buyer, “The house is beautifully redone and has a lot of character, however, the basement is built on blocks and is horizontally caving in. There is constant water in the basement as a result of the shifting of the east wall of the basement.

We all save time when that happens. But saving time is always secondary to integrity.

By the way, that home with the theoretical basement on blocks that’s caving in? We may not recommend it to one buyer, but we might just call the concrete worker we know who said he was looking for homes where he could raise the house and redo the foundation.

There is a buyer for every house at the right price.

Tina Plett, Sutton Group-Kilkenny Real Estate

 

ACCREDITED BUYER REPRESENTATIVE

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