How To Overcome “Reluctant Seller Syndrome"
Here are the 3 primary reasons downsizers become reluctant, or downright stuck, and what you can do to help them move forward:
1) Overwhelmed with too much stuff. Sellers with growing families can quickly put extra items into storage temporarily, knowing that when they move, they’ll have the space to unpack and take their time to sort through what to keep and what to let go of. People moving to a smaller home or apartment don’t feel they have that luxury. Confusion about where and how to begin the sorting process, what to do with everything they don’t want to move, and fear of making the wrong sorting decisions can make them decide to wait.
2) Conflicting emotions about letting go of the family home. This roadblock most often involves older seniors who are moving to a Senior community. Their home can represent their ability to feel independent. Sometimes it’s not the owner of the home but their adult children who are resistant to the idea of mom and dad selling the family home.
3) Affordability Concerns. For many older adults, their home is their biggest financial asset. They can be skeptical about how long the proceeds from the sale of their home will last with the anticipated expense of leasing an apartment or buying into a senior community.
THE FIRST STEP TO OVERCOMING THE CONCERNS THAT KEEP DOWNSIZING SELLERS STUCK IS TO FLUSH THEM OUT!
During your listing appointment, explore with prospective clients the following 2 question areas:
1. What are your concerns about selling your home? Keep probing for more details. Phrases like “tell me more”, “what else” and “who else shares these concerns” can reveal the heart of their reluctance. It will also create a strong rapport when these future clients know that you care enough to want to know their fears. When you’re done collecting concerns, have them rank each from “Most” to “Least” concerned.
2. What are your most compelling reasons for making a downsize move? It’s important to know all the reasons why they’re planning to downsize – what do they anticipate as the benefits of making this move? Ask for as many reasons as possible, and have them rank each by importance.
Next, ask them to list all the things that could happen, both positive and negative, if they wait to sell their home. Then ask them to list all the things that could happen if they sell now - the upside and the downside.
Summarize what they told you, and ask them if their reasons for moving forward now outweigh the reasons for waiting. If it’s yes, you will have a committed seller who is motivated to move forward! If no, then you have not wasted any more time trying to convince them. You can stay in touch, knowing how to address their fears and gaining their trust and commitment when the time is right.
JOIN MY FACEBOOK GROUP, Downsizing Specialists in Real Estate FOR MORE TIPS ON HOW TO GROW YOUR BUSINESS WITH THE MATURE HOME OWNER MARKET!
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Kim Stanley, REALTOR, Coach kim@kimstanley.com 512-296-3598









