You’ve seen that movie: There’s a horrible crisis and a character is obsessing about some silly, irrelevant and possibly symbolic detail?
Scarlett O’Hara’s dad, for example. In Gone With The Wind. Scarlett has just come home to Tara after delivering Melanie’s baby and escaping Atlanta on fire and hiding from marauding Yankees only to learn that her mother has died. The mansion needs some serious cleaning and renovation, but her grief-stricken dad just stares at his deceased wife’s sewing box and mutters to himself.
What I mean to say is it’s normal to pay attention to the “wrong” things in the midst of a real estate transaction. For example, I’ve witnessed:
- The market debut of a $4 million home delayed for crucial weeks by seller’s wish for Salvation Army to accept an antique sideboard for donation.
- A closing delayed by a dispute over whether or not a countertop microwave is included in the sale.
- An offer failing because a buyer wants a one-day inspection clause on a developer-warranted all-new house
Smart sellers and buyers need to ask their agents “Is there anything I’m doing or choosing to focus on that is sabotaging my chances for success?” Clever clients should insist their agents muster the courage to be brutally frank. That’s because, sometimes – in the name of pleasing the client and choosing battles wisely – an agent is reluctant to speak up.
This arises most often in the midst of clearing out a house in preparation for market. Longtime owners get mired in the marsh of socks, scarves, old Christmas cards, tchotchkes and – most insidious of all – books. Meanwhile, the market for a $2 million condo is slipping away as seller deliberates over whether Zen and the Art of Motorcycle Maintenance should be given to a grandson, sold at Green Apple Books or donated.
Here’s where the smart and caring agent shows up with resources and tips to liberate the seller from the swamp of stuff – both literal and psychological. In my years as a Realtor, I have collected many proverbial ropes and winches to free clients from the muck. One of these days I’ll share some here.
In the meantime, contact me if you’d like some new purging, cleaning and decluttering tips.