Real Estate Concerns: “We wanted another bedroom.”

Real estate agent with coupleWhat do you say when you hear this one? “The home is very nice, but we  really wanted another bedroom.”

When they say this, what does it really tell you? They don’t need that extra room. They were really hoping for it, but the odds are good, since you did a good job of qualifying that both you and they know they can’t afford a home with that extra bedroom.

Your job now is one of asking questions to help them gain a more realistic view of their situation. Try these words, “John and Mary, I know when we first talked you were hoping to find a home in this neighborhood where you could possibly have an extra bedroom. Knowing inventory the way I do, I’m afraid there just isn’t one available in your price range. If you’re open to considering a different neighborhood, or school district for the children, I might be able to find a nice home with the extra bedroom. I would be happy to research that for you, but have to ask, what will you base your final decision on: having that extra bedroom or having your children attend the schools you (and they) prefer?”

In most cases, the quality of the children’s education will far outweigh having that extra room that they were “hoping” for. Of course, if you work in an area with an open enrollment, perhaps the parents would be happy to drive their children to the better schools and live a little farther away in order to have that extra room.

The point here is that you don’t know and can’t make that decision for them. Your job is to keep asking questions until they make a decision so you can then do your job.

Another potential answer to that concern might be to reference their financial situation. “John and Mary, the homes in this neighborhood with more bedrooms are more expensive than what you told me you’re comfortable with as a monthly investment. If you have some room in your budget to handle a slightly higher investment, I might be able to find that special home you’re seeking with that extra bedroom. However, if you’re firm on the amount you can comfortably afford, it would be wrong of me to suggest any properties above the amount we’ve discussed. Has something changed since that conversation that impacts your choice of homes?”

Your job, when you hear any objection or concern is to ask more questions to clarify how important that objection is to the purchase of a property and act accordingly.

Copyright Tom Hopkins International, Inc. For reprint permission, contact Judy Slack (judys@tomhopkins.com).

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