When we’re on the listing side of a transaction, we find that we end up fielding a lot of complaints about our client’s property, no matter how seemingly perfect it may be. After all, there’s always something a potential buyer isn’t going to like, and often they (or their agent) will try to get our selling clients to make changes that they may not be comfortable with or see the value in!
And while it’s just the nature of the beast, the constant criticism you hear when your home is on the market can get frustrating.
Our advice? Take each comment or complaint with a grain of salt. Some buyer issues are important and should be taken seriously, but here’s how we suggest approaching them:
Understand that a correctly priced home should result in some complaints.
This is important to keep in mind: If there is zero criticism coming from the people viewing your house, it’s probably not priced correctly.
Why?
Complaints or negative feedback are often the result of expectations being at odds with reality. If your home is overpriced, the criticism is going to come flooding in like a tsunami, as buyers are approaching with lofty expectations that just won’t be matched by what the home offers. On the other hand, if your home is underpriced, you might not receive any criticism. Buyers were expecting less and are pleasantly surprised by the value at the price presented.
So you should be on the lookout for that happy medium. Aside from specific, concrete issues buyers have (if your roof is leaking, you should still get that fixed!) some moderate dissatisfaction among buyers is actually a good thing. And approaching your selling experience with that mindset will keep you a little bit more stress free as the process progresses.
Be observant.
Your realtor should be fielding all feedback (it’s our job to take the brunt of those buyer comments!), but when opinions on your home come back your way, keep track of them. If complaints and criticism are random and inconsistent, you can probably chalk it up to individual preferences and needs, but if you’re hearing the same thing over and over, maybe it’s something that needs to be addressed.
Ignore tone and focus on content.
Comments regarding your home can feel personal, but they are always a reflection of a buyer’s own needs, price point, desires, and preferences, which of course won’t always match yours as the seller.
In cases where criticism is poorly delivered, try not to take offense. Instead, think about what they’re saying and, as mentioned above, take note. You may disagree with their opinion and the way the message was delivered, but it’s still important information to keep in mind.
Assess the criticism based on the critic.
Imagine this scenario: Two buyers are currently interested in your home, which is a four bedroom home on two acres of land out in the country. Buyer A just moved in from D.C. and has seen 3 additional properties, including a two bedroom condo in Shockoe Bottom, a 3 bedroom home in the Museum District, and a waterfront property along the James. Buyer B is a Richmond native who has seen 5 other houses, all in your neighborhood, with a similar layout and size as yours.
Whose criticism is more important to you? If you ask us, Buyer A might not understand the market yet or even what they’re looking for, whereas Buyer B clearly has a strong basis for comparison of your home against others that are very similar. Buyer B’s criticism is more reflective of your actual competition. And while they both may have a valuable outlook, it would be silly to get worked up over Buyer A without at least thinking carefully about whether the opinion is reflective of actual market expectations at your price point, your size, and your neighborhood.
Ultimately…
It all feels personal.
Particularly when you’ve lived somewhere for a long time or put a lot of work into a home, criticism can feel like a punch in the face. Again, we’ll aim to shield you from as much negativity as we can, but some of it will come back to you, particularly if we feel changes to the home or its pricing need to be made. When that happens, run through this checklist and ask yourself: Who is making this complaint and does it matter? Sometimes the answer is yes, but often it’s not.
Be as objective as possible and listen closely. Comments can be helpful and even insightful if you remove your emotions from the equation.
