"Your buyers will have to understand....."

I'm headed out to show some properties to a set of first time buyer clients tonight. We've been looking for quite some time, and although we have found some nice properties, we haven't found "the one" yet.

As of this morning at 11:34, there are 55 listings that meet the criteria of my buyers. This will be important as you read and process this post.

Of the five we are viewing, four are HUD properties (very smooth, reasonably easy process for agents to work with). The final is a short sale. Short sales are difficult. The last short sale I helped buyers purchase took us nearly 5 months.

When properties are occupied (as many short sales are), we as agents call to set a showing time. We also leave our business card in the property so that the occupants know that someone has been there.

Today as I spoke with the owner of the one short sale property we will view, I was reminded of something all sellers need to be aware of.

As I asked this person if a showing between 5:30 and 6 would be workable for her, she said "sure, your buyers will just have to understand that the house is a mess and I haven't finished getting it ready to show yet."

This is where the 55 listings thing comes in to play. What I would have shared with the seller had she been my client, is that in fact she needs to understand that there are 54 other properties she is competing with. These buyers have a lot of choices at this time. There really is no excuse to not have your property ready to sell when it is listed as active in the MLS.

So the lesson for the day is, when you are trying to sell your property, you already have one strike against you (you have a short sale listing), you are trying to get the most money for your property as possible in a down market, and there are 54 other properties you are competing with - you must work extremely hard to eliminate all the objections the buyer may raise when it comes to your property.

Although short sales are an unfortunate process, sellers need to remember that the bank is trying (in theory!) to help you avoid foreclosure - something that will present turbulence for you for many years to come. Although the process is irritating and cumbersome, it is better than having a foreclosure on your credit history.

Know someone that could use sound professional advice in order to be successful in today's market? Please, don't keep me a secret!