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Selling Advice

When It’s Time to Take a Hike!

Pictured home: 15-1974 4th Ave, Keaau

The standard provisions of our listing agreement obligate the seller to help sell the property not only in a general sense, but specifically by preparing the home for showings, allowing access for required inspections, securing belongings, and allowing the installation of a lockbox. While we encourage seller assistance and cooperation, it is often counterproductive for sellers to actually walk potential buyers through the property. Here’s why.

We Know Our Buyers

I spend a good amount of time with buyers prior to showings. Discovering their preferences is a large part of my preparation. While a house with a steep driveway may be a problem for one buyer, it may excite another with a teen-aged skateboarder.

Buyers see features differently. An astute agent will be able to direct the buyer’s focus to the features that interest them. It’s understandably difficult for sellers to stand-by and let the agent direct the showing especially if the agent has never visited the property.

Avoiding Awkwardness

Remember, a buyer probably does not need to initially consider every feature of the house. They only need to get a general sense of the property. Of all the reasons a seller may wish to leave the property during showings, none is more important than avoiding what could be the basis for an awkward relationship later on. Often an innocent inquiry escalates into negotiations or worse; it opens the door to a casual friendship that may easily be side-tracked.

What If…

Here’s a classic example. Buyer stops by occasionally. Eventually, Buyer asks Seller’s permission to start making repairs to a vacant home. Closing is delayed. Buyer continues working, each day more vigorously. Repairs are now major. Just before closing, the lender re-verifies employment and discovers the buyer no longer has a job, hence, no longer qualifies for a loan! Get the picture?

It’s tough for a seller who has become friendly with the buyer to refuse their requests. This situation would likely never have developed had Seller not been around during the initial showing.

So, while I dearly love all my Sellers, this is one situation where I need to kindly ask them nicely to “take a hike”!

About the Author

Denise Nakanishi

Denise Nakanishi is a REALTOR Broker with Hawai'i Life. Denise Nakanishi is one of Hilo's most acclaimed real estate agents. She reached the rank of Major in the US Army and is now known by many as "Major Mom." The nickname fits–not only does Denise bring the discipline and mission-oriented attitude you'd expect, she's also caring and compassionate, always looking out for her clients like they're her own family. Having made the Big Island her home since 1987, Denise combines her extensive knowledge of the area with a sharp focus on customer service and the results speak for themselves. She's the recent recipient of the Best East Hawai`i, Best of Zillow, Chairman's Circle Award, President's Circle, Top Producing Agent since 2001, and Realtor of the Year awards. Denise stays ahead of the curve because she's passionate about education–she served as Education Chair for Hawaii Island REALTORS® for many years. She's one of Big Island's best real estate resources, known for her weekly article in the Hawaii Tribune Herald. Denise leads Team Nakanishi for Hawai`i Life, who is committed to their family, work, and community. In her little time away from work, Denise is a committed runner and Grandy. She also devotes many hours to various Veterans' Organizations, the East Hawaii Cultural Center, and the Hawaii Island REALTORS®. You can email me at denise@hawaiilife.com or via phone at (808) 936-5100.

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