What Not to Say When Selling a House
Published by
Click here to browse our Real Estate Agent Directory and contact top-rated agents in your area!
Selling a house is a significant financial transaction that requires careful communication. The wrong words can deter potential buyers or reduce your home’s value. It’s essential to learn what not to say when selling a house, or you could turn off a potential buyer before they even walk in your home.
It’s critical to avoid these phrases in your written listing description and also when your real estate agent is showing your home. Read over you listing description carefully and discuss with your agent how your home will be described to potential buyers.
Saying the wrong thing can cost you a sale or lower your home’s price. As a real estate agent with 40 years of experience, I’ve learned what not to say when selling a house, and I will share these secrets with you today. You’ll discover:
- Key phrases to avoid when selling a house.
- Reasons why these statements can be harmful.
- Effective alternatives and expert advice for better communication.
The information will be especially beneficial if you are a first-time home seller.
Read on to find out how to present your home in the best light.
Phrases to Avoid and Their Detrimental Effects
1. “The house is in as-is condition.”
Why to Avoid: This statement implies there are hidden issues. Buyers might assume the worst and offer less. I always recommend my clients avoid marketing in this fashion.
Explanation: When you tell buyers a house is being sold “as-is,” it can raise a red flag. This term suggests problems with the property that you’re not willing to fix or disclose. It raises concerns about potential hidden costs for repairs and maintenance.
From experience, it makes the buyer wary and possibly leads them to lower their offer to compensate for anticipated expenses.
What to Say Instead: Highlight any recent upgrades or well-maintained aspects. For example, “The roof was replaced five years ago, and the plumbing is in excellent condition.”
Expert Advice: Focus on positive features that reassure buyers about the property’s condition. You are better off saying nothing than the home is sold as-is.
2. “We haven’t had any offers yet.”
Why to Avoid: This suggests that others have found faults or that the house is overpriced.
Explanation: Volunteering when no offers have been made can create doubt in potential buyers’ minds. They may wonder why others are not interested and assume there are underlying issues with the property or that it is priced too high. This can make them hesitant to make an offer or encourage them to offer significantly less.
What to Say Instead: Emphasize interest levels or recent showings. For example, “We’ve had several viewings and a lot of interest.”
Expert Advice: Share positive feedback from previous viewers to build confidence in the property’s value. Of course, you should be honest but never give unnecessary information. Otherwise, buyers will use it against you when writing an offer.
3. “We’re flexible on the price.”
Why to Avoid: This indicates desperation and might lead to lowball offers.
Explanation: Telling buyers you’re flexible on the price can backfire. It signals that you might be desperate to sell, which could encourage buyers to make lower offers than they might otherwise. They may perceive that there is room to negotiate down significantly. This can lead to prolonged negotiations and possibly less favorable terms for you.
What to Say Instead: Use phrases like, “We are considering all reasonable offers.”
Expert Advice: Set a fair price and be prepared to justify it with recent comparable sales in the area. With your permission, your real estate agent should communicate this information to the buyer’s agent.
4. “The neighborhood is okay.”
Why to Avoid: This implies that the neighborhood is less than desirable.
Explanation: Describing the neighborhood as “okay” can diminish the property’s overall appeal. Buyers often consider the community and surroundings as much as the house itself. A lukewarm description can make them second-guess the desirability and potential of living in the area.
What to Say Instead: Highlight the area’s positive aspects. For example, “It’s a quiet neighborhood with a great community feel.”
Expert Advice: When showcasing a neighborhood’s benefits, I recommend emphasizing local amenities, schools, parks, and community events. Always emphasize the positives to help your home sell faster.
5. “We’re in a hurry to sell.”
Why to Avoid: Buyers might sense urgency and exploit it by offering less. This is one of the worst things you can say to a potential buyer.
Explanation: Indicating urgency to sell can weaken your negotiation position. Buyers may try to take advantage of the situation by making lower offers, assuming you are more likely to accept them due to your need for a quick sale. This can reduce the overall sale price and limit your ability to negotiate effectively.
What to Say Instead: Keep the urgency private and focus on the home’s strengths. For example, “The home is priced to sell quickly.”
Expert Advice: I always recommend that my clients ensure their competitive pricing strategy without disclosing their motivations for selling. For example, you would not want to volunteer if you were getting a divorce.
6. “This home was where we raised our kids.”
Why to Avoid: Personal stories can make buyers feel like intruders rather than future homeowners.
Explanation: While sharing personal stories can create a connection, it can also make potential buyers feel like they are intruding on someone else’s cherished memories. This can make it harder for them to envision the house as their future home. Buyers need to imagine their life in the space, not feel like they’re stepping into someone else’s past.
What to Say Instead: Focus on features that appeal to all buyers. For example, “The spacious backyard is perfect for outdoor activities.”
Expert Advice: Highlight versatile features of the home that can cater to various lifestyles and preferences.
Real-Life Examples and Expert Advice
Example 1: The Over-Sharer
Situation: A seller mentioned they had multiple repairs pending.
Outcome: Buyers hesitated and requested a lower price to cover potential repairs.
Expert Advice: “I Always recommend focusing on the positive aspects. If asked about repairs, be honest but concise. Say, ‘The roof was inspected recently and is in good shape.'”
Explanation: Over-sharing about necessary repairs can scare off potential buyers. Instead, emphasize any completed maintenance or improvements while being honest if directly asked about issues.
Example 2: The Underseller
Situation: A homeowner selling their house by owner downplayed the value of their property by saying it was “nothing special.”
Outcome: Buyers offered lower prices, seeing the home as less valuable.
Expert Advice: “Every home has unique selling points. Highlight features like natural light, new appliances, or a prime location.”
Explanation: Downplaying your home can lead buyers to undervalue it. Instead, highlight unique or desirable aspects to attract more interest and better offers.
Additional Tips for Effective Communication
Highlight Unique Features
Explanation: Emphasize unique aspects like custom kitchen cabinets, energy-efficient windows, or a beautifully landscaped garden. These features can set your home apart from others on the market.
Example: Instead of saying, “It’s just a nice house,” say, “The kitchen has custom cabinets, and the backyard is beautifully landscaped.”
Expert Advice: “Buyers love homes with standout features. Make sure to highlight what makes your home special.”
Use Positive Language
Explanation: The words you choose can shape a buyer’s perception. Replace phrases like “small” with “cozy” or “fixer-upper” with “opportunity for customization” to create a more positive image.
Example: Instead of “The rooms are small,” say, “The rooms are cozy and intimate.”
Expert Advice: “Positive language can make a big difference in how buyers perceive your property.”
Be Honest, but Strategic
Explanation: Honesty is crucial, but how you frame it matters. If there are issues, acknowledge them briefly and then steer the conversation to positives.
Example: If asked about the roof, say, “It’s older, but there haven’t been any leaks, and it was inspected last year.”
Expert Advice: “Transparency builds trust, but always balance it with highlighting positives.”
Consult with a Real Estate Professional
Explanation: A top local real estate agent can help you craft the perfect description and highlight your home’s best features. They have the experience to present your property in the best light.
Example: Instead of navigating the process alone, work with an agent who can provide expert guidance and marketing strategies.
Expert Advice: “An experienced real estate agent can make a huge difference in your home sale.”
Final Thoughts
Selling a house requires careful and strategic communication to highlight its value. Your desire to sell your home could be sabotaged by the language that you use. Therefore it’s essential to learn what not to say when selling a house.
Avoid phrases like “as-is condition,” “flexible on price,” and “okay neighborhood.” Instead, focus on recent upgrades, community positives, and reasonable offers.
By choosing your words wisely, you can attract serious buyers and secure a better price for your home.
Published by
