I recently met with a homeowner in Hastings-on-Hudson, New York who had his single-family home on the market for 168 days without selling it.

His home was in a great location with excellent schools, so he was confused as to why it just didn’t sell.

He felt very frustrated and disappointed and was wondering if it would ever sell in this market even though he had already worked with another real estate agent.

He confessed, “I’m a retired computer analyst, I don’t know much about real estate or selling.”

He was so open and honest with me, it was only right to be honest and direct with him.

The other homes nearby were selling for much higher prices, above a million $.

I didn’t think his price was that off, but his home did have some issues.

The kitchen and bathroom were older.

All the rooms in the home were dark.

There were smoke stains on the ceiling of his basement, and a damp odor down there.

I was able to explain these things to the owner without getting him upset.

I’ve learned, it’s not only what you say but how you say things that matter if you want someone to listen to you.

In an instant, you can either win a new client or lose them by offending them.

We spoke about what could be done to improve the showing condition of his house.

He agreed with me and told me what he was comfortable doing.

He’s adding good lighting to every room, having the basement repainted and installing a dehumidifier.

Along with cleaning and organizing a bit more, the home will be ready for sale in a few weeks.

Most people are not going to fully renovate before selling their home, but a lot can be done in preparation for a sale.

So I do my best to to improve the condition of the home at the level the owner feels comfortable.

I know some people will do more than others.

We are getting ready to put the home on the market soon!

I keep reminding myself that how I deliver a message has a huge impact on whether I’m actually going to be heard.