Dear Home Seller,
As one of the younger and more sophisticated Real Estate professionals in Upstate New York, I've found that the more direct I am with my clients, the better our working relationship tends to be. I recently took a 60+ year old Realtor on a listing appointment with me. She is new in the business and asked me if she could accompany me on a listing presentation to see what I say to sellers. We walked into the house and the first thing she said to the owner was "you have a lovely home". I almost cringed, as the house was absolutely awful. It reeked of pet urine and there were 5 dogs living in the kitchen. The floors were beyond repair and the general decor was not tasteful at all unless you like bright red and black on old plaster walls. The house was previously listed with another agent for 7 months. It needed a huge price reduction. As I walked through this handyman special, the lady I brought with me kept praising the house and I wanted to pinch her. I finally had to ask her to not say anything else. After 7 minutes or so of walking around, I went outside to discover the leaky roof with moss growing on it and stained aluminum siding that was showing signs of rust. I told the seller that I could not sell her house for more than 124,000. It was previously listed with the other agent for 180,000 and there was no way she was going to see a penny more than 124k. I had to be honest with her and tell her all the defects, faults, and concerns. My partner looked at me in disbelief. She couldn't believe I was so straight forward. I told both the seller and Realtor in training that I was being as honest as possible. The seller referred to me as a little too "blunt" for her taste. The point of this story is, I am not going to tell anyone what they want to hear. Reality is reality and the market is what the market is. I never took the Realtor in training with me again. She told me my style is not for her and that she likes to coddle people. That is not my style nor will it ever be. If I like your house, I'll tell you, and if there are issues that will hinder the sale, I'm going to tell you that as well. Please read the below article I recently read to help understand the position I take when pricing residential Real Estate.
Anthony M. Gucciardo
Gucciardo Real Estate Group LLC
The Value of being Candid
"All faults may be forgiven of him who has perfect candor.” – Walt Whitman
“I can’t believe you just said that”…
“I wish he/she would just say what is on their mind and not dance around it …”
“I know what he/she said – but do they mean it – really mean it …?”
I sure you have heard this many a time in your life – I most certainly have. We could all save time, break down barriers and get things done if people would just state what is on their mind, with tact and diplomacy. Candor is critical in business, career and life. Hiding behind crafted words that diffuse what you think or mean isn’t being honest – it isn’t being a leader.
The best leaders are candid – always. They say what needs to be said, and they do not mince words. They motivate by their directness and candor – and their team knows what is expected of them. Oftentimes those on the receiving end don’t like what they are saying – but they believe in their leader and know it is the truth.
When communication breaks down in a job, a company or a relationship once it is often the absence of candor caused by the fear of hurting someone and making them upset in some manner. Communicating without candor does just the opposite – it causes fear, lack of trust and is even more upsetting.
How you communicate in life and career is part of this …A few tips:
- When faced with having to communicate difficult news – in business, to a loved one or a colleague, be candid, direct and to the point. Your position will be known, and from this point you may move forward.
- Not happy where you are in your career – be candid – with yourself and others – and start the move forward with no surprises.
- Is your mate not being candid – explain how this can hurt – ask for directness (resolves huge problems too!).
- Demand candor from others. Listen carefully to what people say and how they say it. Those who do not speak with candor or are mincing words show it in their voice and in their eyes. If faced with this, with tact and diplomacy, ask pointed questions – politely and always with a smile. The person will get the message – you can be sure.
You can never be faulted for being honest, and candor is the means to the end of better communication and success in career and life,
And thank you for reading this,
President & Founder