Mark Handlovitch, CRS

I would definitely think it would be fear of not getting the price they have in mind beforehand. However, if they have a great agent who will show them the research done on the CMA report and will take the time (the agent) to educate the seller on current market conditions and trends in sales, this will go a long way in relieving the seller's fears. Seller may not like the information they receive but it will give them the realistic picture. If a seller is anxious there is nothing we can do but educate them UP FRONT and when they settle in to understanding the facts don't forget to tell them they need to expect to see a CMA or equivalent data every 3-4 weeks in this market because price drops are important if they get no activity. they don't want to hear that either but I've found it's best to give this type of news up front as well. Tell them what to expect and ask if they can handle that type of honesty. We as professionals are there to getthe house sold on behalf of our clients, not to make them "feel" like they'll get their price. Honesty isn't always easy to swallow. I have had to tell sellers they are hiring me to tell them the truth. That includes the Bad News (and to shatter any dream world they might have been trapped in). - Wed Apr 16 2008, 10:16