Hearing Footsteps

I certainly didn’t intend to do my preview at the same time that the prospective Buyer and their inspector were in the home.

But that’s how it worked out.

Judging by the Buyers’ nervous reaction to my (brief) presence, their inclination to aggressively negotiate any inspection issues is now lessened, if only a little bit.

Buyer Psychology

Why’s that?

As Realtors active in today’s market know only too well, one of the biggest obstacles to consummating deals is Buyers who feel no sense of urgency.

Psychologically, knowing that other Buyers are waiting in the wings, should they decide not to go forward, certainly helps cement a Buyer’s commitment to the deal.

P.S.:  On MLS, homes that are “Sold, Subject to Inspection” (SSIL) are typically still available to show or preview, provided that that status is clearly disclosed.

A “preview” is when a Realtor goes through a home without their client to determine if it’s a good candidate for them.

And no, the home I previewed wasn’t a good fit:  too much updating required.

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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