The Emotional “Side Effects” of Selling Your Home

Posted on Aug 16, 2016

Selling your home can be emotional. Here are some strategies we suggest to help get through it.

Kevin and I created Houwzer with a mission to change real estate brokerage from the ground up, beginning with a 100% focus on customer needs. We understand that a home is most people’s largest asset, and the price received for this asset can have a significant bearing on the future, including the ability to purchase the next dream home.

We introduced Houwzer as the the industry’s first full-service brokerage with free listing commission to help lessen the financial burden of selling a home. We also recognize the attachment people have with their home and the emotional impact of going through the selling process. What we’ve found is if we don’t help manage the stress and emotional side of selling a home, it can have a very real and negative impact on achieving the bottom line financial result.

When we begin any new listing agent engagement at Houwzer, the first thing we discuss is the potential emotional toll involved with selling a home. It’s critically important that we help clients detach emotionally, and most helpful if they allow us to shelter them from the stress involved with the process.

Why do we address this right up front? First, our goal is to create a positive experience for our clients. Second, emotions can cause “side effects” that are deleterious to our ability to efficiently sell their home. Optimizing financial return is central to our business model. We’ve made a commitment to forgo the listing commission and seek the right customer fit with individuals who not only appreciate this tremendous value, but also make a commitment to allow us to do our job on their behalf.

We are the front line of offense and defense when representing our clients and and we have their best interest at heart every step of the way. Here are some of the strategies and topics we discuss with clients and that helps them (and will help you) get in the right frame of mind for selling your home.

Start the process early

You need time to shift your perspective from a “home owner” to a “home seller.” This means you have to take on a more objective viewpoint and understand that you are selling a product. A great way to do this is to read articles like this one and talk to others who have sold their home to learn from their mistakes and glean from their perspective. We recommend that you start this process at least three months before engaging our listing services.

Focus emotional energies on your next dream home

As a full service broker, our goal is to represent you as buying agent as well as listing agent. But even if we don’t, we will coach you on focusing your emotional energies on finding your next dream home and the excitement of this next chapter. If you get too involved with all the nagging details of selling your home, it will likely distract us and prolong the process.

Price your home according to the market

The market will determine the appropriate pricing for your home, not the price you paid for it or the return you wish to achieve. We provide our clients with a comprehensive analysis and pricing strategy that reflects comparable homes, market trends, and the timeline in which you need or wish to sell your home. Every home receives the most attention in the first three weeks and we want to ensure that your home is market ready to quickly engage the maximum number of potential buyers.

Fix the little nagging things

First impressions matter, especially in the entrance way. If a prospective buyer notices little things like loose door knobs, broken screen doors, and faulty drains, they will assume that disrepair carries over to larger items as well. Don’t brush over these nagging little problems, your buyers certainly won’t.

Think like a hotelier

It’s trite but true. You need to “stage” your home for a performance that will win over buyers. Think like a hotelier and visualize the the room decor–tasteful, clean, and neutral. You want buyers to begin picturing themselves and their furnishings in the space. Remove personal items, reduce clutter (collectibles) and apply fresh paint in neutral colors.

Get out of the house

Nothing personal but we want you out of the house when it’s being shown, either during open house appointment or buying agent appointments. Again, we want prospective buyers to feel as comfortable as possible exploring the home, speaking openly and beginning to make it their own.

Be prepared for lowball offers

Any offer is a good offer because it shows interest vs. other homes on the market and allows us to have a meaningful discussion about the value of your home with other buying agents. Generating offers early in the process is the name of the game and pricing based on market data will effectively draw multiple prospects and bids at the right price.

A Final Sports Analogy

I played competitive soccer all my life so I can’t help but end with a sports analogy. You are the team owner and Houwzer is the coach. We will put together a gameplan to win your best price and in the your time frame, but we need your commitment and buy-in with the program. If you let us do our job, which includes getting you in the right mental framework and focusing your emotional energy on finding your next dream home, you’ll experience much less stress and hopefully find joy in the entire process. Not to mention saving the entire 3% listing commission!

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