On Seriousness
There is an inverse relationship between a buyer's represented urgency and their seriousness. There are exceptions, but this is true enough as a general rule.
Regarding viewings and inspections, there is a direct correlation between a seller's willingness to be accommodating and their seriousness. There are exceptions, but this is true enough as a general rule.
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So you’re selling your house and let’s say showings have been slow, but you need it sold. You get a call from the showing service: Hey Mr. Seller, we have a buyer who would like to see your house. When? You ask. Well they are sitting outside in the car with their broker. But you are expecting guests for a dinner party any minute. Right? What to do?
So you say, I’m very sorry, but could you ask the buyer to schedule an appointment to see the place tomorrow. Anytime will be fine. And the response is: No they can’t; they are flying out first thing in the morning. Right? What to do?
I urge you to enjoy your dinner party. Because in my experience the people who need to act right now, in this moment, turn out to be time wasters all the way around. It is fine if their impulsive desires do not involve you. But as in this example, so often they do. So interrupt your plans if you feel you must. But just don’t be surprised if, at some point, and for some reason, it doesn’t work out.
I refer to this as represented urgency because so often their actual urgency is something less than as represented. Maybe even less than serious. Yes there are exceptions, but this is generally how it works out.
But okay, what if you are the buyer? And you are in town for a couple of days, looking for something to buy. And you’ve been out all afternoon with your broker, but nothing has really clicked for you. Right? So it’s late and you are about to go back to your hotel because you are the one flying out first thing in the morning. But your broker says, hey let’s swing by this one last house on the way. And you do and low-and-behold, it looks perfect. The broker calls to see if you can view it immediately. But the seller spouts some nonsense about a dinner party. Right? What to do?
Well there’s not much you can do. But clearly, dinner party or not, the seller does not need to sell as much as you need to buy. That’s a shame.
But wait: The seller is calling back. He says: Look, we like to sleep in Sunday morning, but if the buyer wants to come by on his way to the airport, we’ll make that work. What time’s his flight? Nine, fine, we’ll be out of here by seven, and we’ll leave the coffee on for you.
Well now, what does that tell you?
Now I know, these two examples are extremes. But you can tell quite a bit about the other side based on how accommodating they try to be. Serious buyers will be respectful of the seller, the seller’s family and plans, and the seller’s needs, and cognizant of the fact that the seller, you know, lives there. The serious buyer will do everything they can to work with the seller and around his schedule. Serious sellers will do likewise with potential buyers.
Both sides should be aware that buying and selling a home is a hassle, for themselves and for the other side. Obviously this is most true for occupied homes. But I have seen sellers decline potential showings for vacant property for no good reason. And I have seen buyers who are just unreasonable with their viewing expectations.
So as best you can, work with the other side. And if they seem unreasonable, well you know what? They probably are.