How to motivate a homeowner to make changes: Verbiage

A major task for you the listing agent is to get the appearance of a home in marketable shape.

This can be a challenge if you and the homeowner have different ideas about what "marketable" means...

"Neutral and minimal" are two words that bring joy to you when presenting a home to buyers.

You know that both attributes are aesthetically pleasing to buyers.

So when you take on a listing that has a really red color palate...overflowing with bulky red furniture and clutter...

You start to sweat.

How can you respectfully say: "we need to change...everything"?

Hopefully you don't have to change everything.

And realistically, you should advise a homeowner that changes need to occur for nearly every home that it is listed.

That way they are not totally blindsided, and you are not stuck representing a homeowner who will not even consider the concept.

…But back to the "how to".

Keep this one point in your mind...

You MUST make the homeowner feel like they are not working FOR the potential buyer.

Every time a conversation about "change" occurs you must make it about "what's in it for them"

WIFM- "what's in it for me"- the homeowner.

Yes, they will have to make some changes to appeal to buyers but it isn't for the buyer.

Never for a buyers benefit.

Change for a means to an end, yes.

But change so it personally pleases someone else isn't something a homeowner may not be excited about.

You need the change to occur to get the homeowner the best price, or to get them into their new home.

Or whatever it is that is motivating them to sell THAT is why the change has to happen.

Sometimes as the listing agent you are so focused on pleasing the buyers because they are the $$$ source, that you speak to their point of view as motivation for your seller.

Stay away from using buyers as motivation.

At least in the sense that you can not make an argument with that being your main motivation story that will speak to a homeowner.

You have to understand the homeowner is changing the decor to appeal to buyers but not because you or she should care more about the buyers than her own interest.

Think about it....

The homeowner likes their decor.

And even if they are tired of it and will change the look for their new home, it is still THEIRS.

So any attempt to change what is currently theirs for someone else i.e the buyer...

Defenses will go up, and they may even refuse the change to make a point....

Sometimes purely out of pride.

So yes, you have to talk from a buyers perspective but don't confuse that with what should be used as motivation for your seller.

Motivation for the seller is "them" ... Always them.

Here is a scenario:

You are the listing agent for Ms Redding. Beautiful $350,000 home. But the living room has red walls, red carpet, deep red couches, with red clutter and red drapes. The homeowner loves red. She has a red car, red outfits... You get my point. You know this needs change because the room is dark and to full and just... all red. The homeowner needs to sell the home ASAP so they can finalize the closing of the next home before school starts.

Here is how making about her motivation will help you gain her agreement to change the room.

Ms. Redding: "I don't want to change my home for other people. If someone wants to by the house they can change the decorating when they own it. I want you to find buyers who understand that so I can move to my new home. We don't have time to change things anyway. I need to move."

Agent: "Ms. Redding, I agree with you. This is your home and you have every right to do what you want so long as it is your home. I want to be clear. I don't care about the future buyers taste in decor either. I like your home how you have it very much. I love that your favorite color is red and that you incorporated that in the home.  I want you to know what I do care about. I care about you moving to your next home because I know that is what you want most. Yes, changing the decor is to draw in buyers but it doesn't mean we are saying they have better taste than you. If anything we are saying most people can't visualize themselves in another persons home unless it is more of a blank canvas. When we get you moved I hope you plan to make your new home as much a part of you as you did this one. Don't change it for the buyers benefit, let's change it because that's what we need to do to get this done quickly. The time we spend making changes now will save us time in the end. Please let me get this home sold for you."

Help the homeowner think about what you are asking them to do as it benefits them.

Show them it is about them for you.