Nathan Gesner, Broker / Property Manager (American West Realty and Management)

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Rainmaker
5,571,077
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

the less said is better.... you don't know what they want.... they don't and won't know what they want until they see it....and it may very well be something they never wanted to see.... 

hence, the old adage of "buyers are liars"....they're not liars...they're just confused and don't know what they're looking for...but when they see it, you'll know.

Mar 04, 2017 07:56 AM
Rainmaker
563,329
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

I would say to the buyer "This home doesn't have a very large kitchen but it does have the open floor plan you're looking for as well as the french doors leading out to the deck -  would you like me to schedule a showing?"
I like to have this discussion Beforehand so a buyer knows I've listened carefully to what's important to them - and I am trying to accommodate their wishes based on the inventory available.

Mar 04, 2017 05:40 AM
Ambassador
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Kathleen Daniels, Probate & Trust Specialist
KD Realty - 408.972.1822 - San Jose, CA
Probate Real Estate

My clients will discover on their own. I generally engage in a discussion like "how does the size of this home feel to you?"  Or "will this work for your needs?"  Asking questions stimulates thought. 

Mar 04, 2017 07:47 AM
Ambassador
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Bob Crane
Woodland Management Service / Woodland Real Estate, EXP - Stevens Point, WI
Forestland Experts! 715-204-9671

Several times my agent showed me homes that did not meet the specs for my investment properties, and many of these I purchased anyway.

I am living in one of those right now.

 

Mar 04, 2017 06:06 AM
Rainmaker
882,836
Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

I'm going to ask them what they think. They may experience a lightbulb moment. Requirements and tastes will change over time, sometimes very quickly.

Mar 04, 2017 05:49 AM
Rainmaker
1,632,842
Sandy Padula and Norm Padula, JD, GRI
HomeSmart Realty West & Lend Smart Mortgage, Llc. - Carlsbad, CA
Presence, Persistence & Perseverance

I let my buyer prospects form their own opinions.

Mar 04, 2017 06:27 AM
Rainmaker
1,027,335
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

Priorities can change the moment a prospective buyer walks in to a house.  It happened to me a few years ago - the house we fell in love with had everything on othe list I said I didn't want and nothing I said I did.  The location and land hit buttons we didn't know we had and boom, we HAD to have it.  Anything inside the house we knew we would change, even if it meant taking down walls, etc.  (And we have!) LOL  Just let 'em look but solicit feedback, of course, so you know what is or isn't pushing their buttons.

Mar 04, 2017 05:56 AM
Rainmaker
1,707,397
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

Their idea of size is more vlaid than yours.

Mar 04, 2017 05:50 AM
Rainmaker
4,163,455
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

I like Maria Sapio comment.

Mar 04, 2017 10:40 AM
Rainmaker
4,018,875
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

If it's that much smaller no need to point it out. They'll see it. And if a large kitchen is a critical item on their list, I wouldn't show them a home with small kitchens in the first place unless there truly were no other homes available to show.

Mar 04, 2017 10:37 AM
Ambassador
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Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
The right Charlotte REALTOR!

Exactly what Maria Sapio said - and as Bob Crane said, many buyers fall in love with homes that don't have every one of their previously set criteria!

Mar 04, 2017 09:58 AM
Rainmaker
609,166
Eve Alexander
Buyers Broker of Florida - Orlando, FL
Exclusively Representing ONLY Orlando Home Buyers

OMGosh...Stop the selling! 

If the buyer has eyes they can see for themselves.

Eve

Mar 04, 2017 09:25 AM
Rainmaker
4,038,530
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Real estate, like life, involves compromise.  I present options.  I ask questions and I listen.   Buyers make the decision.  Size like sighs matter(s).   

Mar 04, 2017 06:13 AM
Rainmaker
144,616
Julie Larson Realtor® Sarasota FL 941-882-0322
PalmerHouse Properties Florida - 941-882-0322 | Serving Sarasota, Manatee & Charlotte Counties - Sarasota, FL
When you're thinking of moving...ThinkSuncoast.com

I try not to state the obvious. Most buyers (not investors) seem to know as soon as they walk in the home whether it's "the one" or not.

Mar 04, 2017 05:54 AM
Rainmaker
3,315,849
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of the Manchester NH's area Leading Agents

I let the buyer check out, wander and decide in person. Many a buyer have fallen in love with something they thought they did not want

Mar 04, 2017 05:50 AM
Rainmaker
3,069,934
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Barbara Todaro nailed this one!

Mar 05, 2017 04:13 AM
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Fred Griffin Florida Real Estate
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

Maria Sapio makes an interesting point.

     I might prep the Buyer before going into the house, "this doesn't have as large a kitchen as you said you wanted, but let's see the house anyway because..." 

  Otherwise, they may walk into the galley kitchen and ask, "why we are in this house with a tiny kitchen?".

Mar 04, 2017 05:29 PM
Rainmaker
2,630,919
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

I implement discussion....

Mar 04, 2017 07:47 AM
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Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

I would not make a big deal out of it but ask for the feedback. There may be other tradeoffs

Mar 04, 2017 07:32 AM
Rainmaker
543,818
Lynnea Miller
Bend Premier Real Estate - Bend, OR
Premier Real Estate Service in Central Oregon

I would ask them if they think the kitchen would meet their needs. In that way you are not saying the kitchen may be too small, but rather does it work for them.

Mar 04, 2017 06:59 AM
Rainmaker
758,376
Brenda Mayette
Miranda Real Estate Group, Inc. - Glenville, NY
Getting results w/ knowledge & know-how!

I try to refrain from stating the obvious.  Sometimes other property characteristics will cause edits to their "must have" ;)

Mar 04, 2017 06:51 AM
Rainmaker
1,206,044
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
& Host of Postcards From Success Podcast

I point out the repair concerns and health and safety concerns.

The floor plan is obvious enough for them to decide. However, if they've told me no homes with _______X_______. I don't contradict that typically.

Mar 04, 2017 06:50 AM
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Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Nathan Gesner - I usually want them to say that - my question is 'What's missing?'

I have been surprised many times - to see the buyer like the home that did not have their 'must have' features!

Mar 04, 2017 10:17 PM
Rainmaker
1,375,982
Ryan Huggins - Thousand Oaks, CA
https://HugginsHomes.com - Thousand Oaks, CA
Residential Real Estate and Investment Properties

Always highlight the positives.  They may "see" it, but not "see" it.

Mar 04, 2017 09:30 PM
Rainmaker
872,541
Troy Erickson AZ Realtor (602) 295-6807
Good Company Real Estate - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Nathan - Two things about this. One, I have sold a lot of homes to clients who had specific requirements, only to have them buy a home that did not have those requirements. Things like the number of bedrooms, whether the home was a single or two story, even the size of the home, or requiring certain upgrades. I guess the point is, you never really know what the buyer wants until they see it, and sometimes they don't even know. Secondly, I always ask for feedback on any home I show my clients. That way, it helps them figure out what they want in a home, and I can get a better understanding of the type of home that may fit their needs.

Mar 04, 2017 06:48 PM
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Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

I had buyers look at a house last week and the kitchen was smaller than they wanted but I let them continue to talk about all the other wonderful amenities the home had and then soon said they could live with the small kitchen as it wasn't so small.

Mar 04, 2017 06:48 PM
Rainmaker
3,985,831
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

 

I ask the client what they want  do

 

 

Mar 04, 2017 03:53 PM
Rainmaker
1,711,747
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg Real Estate

I'm sure they will figure it out when you get there. Many times they don't pay attention to the actual room sizes in the MLS which will exactly tell them. Oh well .... 

Mar 04, 2017 02:26 PM
Rainmaker
864,258
Les & Sarah Oswald
Realty One Group - Eastvale, CA
Broker, Realtor and Investor

Find out what their primary need is and then work on their wants. We have worked in this business long enough to find out that buyers typically don't really know what they want. 

Mar 04, 2017 08:37 AM
Rainmaker
808,797
Kasey & John Boles
Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com - Boise, ID
Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties

I wouldn't straight up say, "you said you don't want a small kitchen, this house has a small kitchen" but I would ask them what they thought of the kitchen and if it would be satisfactory for them, possibly even remind them that this was an important feature for them and make sure that they wouldn't regret buying it (I'd only go that far if they showed interest in the house and wanted to make an offer).  People buy homes that don't meet the criteria they said they needed to have all the time.  We used to be surprised when it happened, but it's actually pretty common.  The harder thing to overcome is sending them exactly what they ask for and then they go online and find a bunch of houses that are nothing what they told you and ask why you didn't send them (because they dont fit your criteria!) and then they buy one of those. -Kasey

Mar 04, 2017 07:48 AM
Rainmaker
5,488,913
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Nathan,

Always point it out.  

Mar 04, 2017 07:30 AM
Rainmaker
1,145,570
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

A tiny kitchen house is selling for 950K

A larg kitchen newer house is selling for 1.2-1.6M

Let their budget dictate their heart.... No $, no kitchen. Perhaps show them a shack?

Mar 04, 2017 07:21 AM
Rainmaker
4,433,583
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Others have given good answers.

Mar 04, 2017 07:08 AM
Rainmaker
1,453,927
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Nathan Gesner I like Maria Sapio 's answer.

Mar 04, 2017 06:58 AM
Rainmaker
878,451
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

"Would it not be great to have everything  you want

without having to pay for it."

That reality compels buyers to 'adjust' their everything, to the reality in which they live.

They will eventually ask, "Will the sofa fit here and allow viewing of the 75 incher over there?" "We may need to get a smaller display." Now you know they know.

 

Mar 04, 2017 06:43 AM
Ambassador
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Debbie Laity
Cedaredge Land Company - Cedaredge, CO
Your Real Estate Resource for Delta County, CO

I would probably say something like this...have you seen the kitchen? What do you think of it?

Mar 07, 2017 06:39 PM
Rainmaker
4,849,555
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

I have had buyers compromise on these specifics if the rest of the home fits the bill.  I would show it, and see what they think.

Mar 07, 2017 10:05 AM
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John McCormack, CRS
Albuquerque Homes Realty - Albuquerque, NM
Honesty, Integrity, Results, Experienced. HIRE Me!

I show it to them and let them decide.  Priorities are always changing.

Mar 06, 2017 05:58 AM
Rainer
318,413
Melissa Jackson
Century 21 Alliance Properties - Azle, TX
Helping You Make The Right Move

Buyers will point out what they like and dislike. They don't always stick with their wants - likes.  Maybe there is a feature they prefer over another.  

We wanted a wooded lot last time we bought. But my layout and views are awesome! We choose the hilltop over the wooded lot.  They will know when they find what works. 

Mar 05, 2017 08:37 PM
Rainmaker
528,533
Kathryn Acciari
Arc Home LLC - Shrewsbury, MA
Relationship Manager/Mortgage Loan Originator

If a home does not have a certain feature that my buyer wants, but inventory is limited, then I simply say that it may not have that dream kitchen/fireplace/master bath, but perhaps dreams can come true here anyway.

 

Mar 05, 2017 04:57 PM
Rainmaker
3,944,413
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

I preview most homes and would not show it and tell them why

 

Mar 05, 2017 10:29 AM
Rainmaker
913,723
Jennifer Mackay
Counts Real Estate Group, Inc. - Panama City, FL
Your Bay County Florida Realtor 850.774.6582

How would they miss it if it was so important to them?

I must be missing something

Mar 05, 2017 09:57 AM
Ambassador
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Harry F. D'Elia III
RentVest - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

let the buyer look at the home

Mar 05, 2017 06:17 AM
Rainmaker
4,799,481
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

I believe in full disclosure and then let them make up their own minds.

Mar 05, 2017 05:43 AM
Rainmaker
6,500,654
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Let the prospects make their own observations. 

Mar 05, 2017 05:31 AM
Rainmaker
814,732
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Soometimes during showings silence is golden. Buyers have eyes.

Mar 05, 2017 05:25 AM