Why Didn’t My Home Sell?

“Why didn’t my home sell?” This is the ten million dollar question, and one that needs to be answered.

Is it my house? Is it me? Is it my REALTOR®?

Ok, let’s not blame the home or the homeowner, and let’s surely not blame the economy any more either (sure it’s in the outhouse at the moment, but I’m never one to use excuses or point the finger). Ultimately, it’s my responsibility as your REALTOR® to sell your home, and if it doesn’t, I have to figure out where I went wrong.

I work extensively with expired listings, which means I sell homes that other agents couldn’t (or wouldn’t) sell. Here are a few reasons that I have found for a home hasn’t sold yet:

1. The home doesn’t show well. –It is the agent’s responsibility to educate the seller on the importance of a clean, painted home with curb appeal. It takes some TLC, but not a lot of money, to make a home show well.
2. Lack of Marketing. –It is the agent’s responsibility to market the home with modern methods that work in today’s market, not the 1980s. This means using the internet, text messaging, and voice capture systems.
3. The home is overpriced. –It is the agent’s responsibility to educate the owner as to the reality of the market price. Homeowners often look at their own needs, not at what the market is telling them the price should be. Instead of being the expert, the agent allows the homeowner to override their professional market analysis. This is mostly done by needy agents who do not know how to be kind and assertive at the same time. The longer the home is listed for and sitting on the market, the more money that is being lost over time, it’s best to price it right the first time, and to sell it within 30 days. I ask my homeowners, “would you rather list your home and watch it sit, or would you rather sell your home fast and for the most money?” They prefer the latter.

So you see, it is the agent’s responsibility to sell the home, not the homeowner’s. The REALTOR® is hired to sell it, not just secure a listing, and in today’s market, it can still sell fast if the agent is sharp. There is no need to blame or offer excuses, but there is a need to sell the home fast and for the most money.

Leslie
The Martin Success Team
Your Home Sold in 90 Days or Less, Guaranteed!