Agents have biases…and sometimes think they know everything. But if you sweeten the deal a bit, sometimes an agent can get out of their own way and show a property that is perfectly ideal for their buyer client if the agent would just stop thinking they always know best or know with 100% certainty if a property is going to work for their client or not.
Now, if the buyer says “NO TOWNHOMES” then fine, maybe don’t show them a townhome (although I always said no to condos and townhomes and then somehow bought a condominiumized townhome 5 years ago – which is why I have the attitude I do about this whole issue). But I actually had someone show one of my other listings yesterday that for the same price was a ground floor view condo with attached garage and the agent’s feedback was “They’re looking for a townhome…” You can bet that I sent her info and this video, stat!
So how does a two prong approach work? A price change is obvious – and the buyer saves money. But the additional strategy was to be sure to offer “Full Commission” (a % that many companies have an internal policy to sign listing agreements at), THEN offer even more if the agent could bring an acceptable offer by a certain date. This particular property? Currently the Selling Office Commission is $6,508.50. The typical agent is only getting a portion of that, depending on the company and what they negotiated when they joined the office. If it were I selling this home I would be getting a check close to $5,000 after the company’s portion plus some incidental expenses and insurance was deducted. The bonus? The property owner here has agreed to pay an additional $2,000 straight to the buyer’s agent at closing, and that’s not anything to shake a stick at. Suddenly my almost $5k went to almost $7k, and that’s going to pay my bills for a couple months.
If you have a tired listing, think about blending your approach and splitting the seller’s sacrifice between the buyer and the buyer’s agent. It’s a win-win-win, for the buyer, the seller, AND the agent. Who might not have ever looked at or shown the property if that $2,000 carrot wasn’t dangled out there in the first place.