This goes out to all you circling birds. You don’t mind if I call you circling birds do you? Ok. It might help if I told you what circling birds are…You can decide for yourself if the flight pattern fits.
Whenever I sit down with Sellers thinking about putting their home on the market, the conversation inevitably turns to a kind of “active imagining” of who the buyer for their place might be.
Everyone wonders. What does the profile look like? That mysterious Buyer X who is going to emerge from the shadows of the great undefined “marketplace” – made up of a constantly shifting mix of people. All different ages, demographics, life circumstances, future goals, agendas, motivations, desires, needs.
Sometime, somehow, someone is going to decide on this one right place, out of all the other possible places lined up like addresses on the lottery board. A buyer that’s going to pull it together. Summon up courage, and resources. Proactively take the steps necessary to make it home.
My answer to most Sellers is that the person most likely to step up sooner rather than later isn’t someone who just started looking or is just getting around to thinking about looking for a home.
Rather, it’s most likely going to be one of those circling birds out there. And by that I mean one of those anxiously active, very frustrated buyers who has already been flying around for months – without arriving at their destination.
Yep. Circling birds have been at it for a while. Applying themselves. Doing their homework. Making the rounds. Trying to define what they want as they go.
Circling birds are tracking the market. They are hooked up to an intravenous fiber optic line that’s feeding them search engine e mails and a steady dose of new listings and price reductions hourly, daily and weekly.
They are remarkably knowledgeable about what has sold. What’s gone into escrow. What prices used to be. They know their own little market niche better than most Agents because that’s all they are looking at. They see the tree. Not the forest.
Circling birds have tromped through those atrocious bank-owned properties that give us all the creeps. And other tired old places that could only be classified as “the dregs” of the market. Some have already made offers awhile back on a short sale or two. Exhausted their patience while waiting for a response. A few have lost out in multiple offer bids for a really great place. Felt bitter pangs of disappointment. Dragged their hearts up and gone back into the trenches to look.
Each of these experiences and every house hones their focus and desire. Brings them closer to home. Narrows the parameters surrounding their future landing pad. They’ve looked high and low. At everything on the radar. Good, bad and ugly. They’ve grown more sure of what they want – through the process of elimination.
And that’s the whole thing Sellers. Circling birds are ready to go. And the inventory is exhausted. There’s nothing else to look at except that next best thing that comes on the market – your place!
When your house goes on, all those ready, willing and able buyers are going to sit up and take notice. They are going to bug their Agents to show it to them. They’ll be doing virtual drive-bys on google earth on their lunch hour. They’ll be doing drive-bys coming home from work. If it looks right and priced right, they’ll swoop in on the first day or for that first open house.
Make sense? So…what’s the big take away? The $64,000 answer to the $64,000 question? Ponder this: What happens when you put your house up for sale in this kind of market and nothing happens? Birds descend but they don’t stick around to roost? You accumulate enough weeks on market without an offer that you begin to feel like road kill that even the buzzards won’t touch?
What was that old Real Estate Mantra again? At the right price everything sells. At the right price all objections disappear. Hmmm. Might be that extra $64,000 you tried to add on to your $640,000 list price…. Just sayin’ Sellers…