Tom Kelly: Does the seller really get in the way?

My wife would be a terrific salesperson. She presents
in a logical, intelligent manner and typically arrives at
a satisfactory compromise long before others even know one
is needed.

It’s simply not in her makeup to knowingly make a false
statement and she has an uncanny way of making complete
strangers feel instantly comfortable.

So, when I saw a real estate agent’s checklist to make
sure “the seller is not around” when a potential buyer
came to tour our home, it made me stop and wonder.

Never?

“We always say that every house has only one owner,”
said Elinor Smith, associate broker for Coldwell Banker
Bain. “When the owner is home, the buyer can’t really come
and take it all in as an owner would. At some point in the
process, the new buyers should absolutely be in the home
by themselves.”

Smith said when the sellers are home and happen to be
gathered in a room (perhaps a sleepy collegian home for
the weekend) buyers tend to forget, or discount, that
specific space and move on to the next room in the home.
The “complete” tour is often curtailed simply by the
owner’s presence, a situation that can be easily remedied
with better preparation and flexibility.

However, Smith said it’s often best to have the seller
meet the buyer, especially if the agent knows a face-to-
face experience will be a plus all around. Depending upon
personalities, an in-person meeting can make for a less,
“us versus them” adversarial relationship.

“A few years ago during a hectic market, I had one of
five offers on a home,” Smith said. “My customers had two
little girls and were moving here from out of state. I
made a point to show the house when the owners were home
and the little girls would be visiting.

“When the owners saw the girls playing in the yard on
the toys their grandchildren used, it made a difference.
Three of the offers were from investors, but the sellers
wanted to sell to a family. They asked about my offer
first, knowing I was the agent with the clients who had
the girls.”

A long-time RE/MAX broker said buyers like to be able
to open kitchen cabinets and drawers without having to
worry about a seller’s watchful eye. However, when it
comes to specific issues, it’s often best to have both
sides sitting down at the table.

“Some agents may not agree with me because of a
potential for loss of control, but it’s often beneficial
to get them together so that they can focus on the right
pieces,” the RE/Max broker said. “Agents can get stuck,
too, and sometimes it’s not about numbers. When people see
real people, it often can change things for the
better.”

“Real” people can often answer questions that agents
cannot.

For example, we came home from work to a find a very
interested couple was still considering our home. We (my
wife) were able to quickly answer the buyers’ questions,
saving valuable time for everybody involved.

The “real” people idea was repeated by a few agents,
but the notion that many sellers simply stay too close for
comfort surfaced more. It’s not really the physical
presence of the seller, it’s more of a lingering
perception of not being able to thoroughly look. There’s a
sort of responsible freedom that surfaces when a seller is
not around.

A veteran from Windermere Real Estate, one of the
Northwest’s largest residential companies, said time is
usually tight on her initial tour and prefers the seller
not be at home for the first go-round.

“The first time out, I’m operating on a schedule and
don’t have a lot of time in between houses, since it takes
about four hours to see five or six houses,” the
Windermere agent said. “When the seller is there, two
things happen. First, the buyers tend not to really ‘look’
at the house as they are somewhat intimidated. And second,
the agent ends up visiting with the sellers, trying to be
nice. . .”

While some agents say that sellers should never be around
for the second showing (revealing the buyer’s genuine
interest), others say one private visit – regardless of
timing, is imperative.

“But the seller should never sit around or stand
around,” the Windermere agent said. “I like it when the
seller greets the buyer at the front door for
introductions and offers to answer questions. I suggest
to the seller that they say, ‘You caught me just walking
out the door for my walk or to run to the store . .
.”’

The Windermere agent said there are sellers who
constantly hover, pointing out inane things like lazy-
susan drawers in the kitchen.

“Buyers know right away whether they like a house and
showing someone how nice the hinges are won’t make them
buy the house,” she said. “Later, we get a call from the
seller saying, ‘Oh you should have shown them my work
bench . . . ‘

“Buying a house is so personal. People like to be
alone.”

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