“What do you bring to the table?”
“What do you bring to the table?” That’s precisely the question I was asked this week by someone who received one of my letters in the mail in Delray Beach, FL. He said to me that the house in question was owned by his parents and now that they’ve passed away, he was wondering what to do with it. I’m not that familiar with the neighborhood, but while we were on the phone I took a look some of the other homes for sale on that street and the first thing I noticed was that they were all built within the last ten years.
I told the man on the phone that without seeing the condition of any house I can’t really give an accurate estimate, but seeing that it’s only ten years old, it’s probably in pretty good shape. He said “It’s certainly not an ugly house by any means, and I don’t want to sell it for less than market value.” I agreed with him, he shouldn’t sell it for less than market value.
He said “So what do you bring to the table?” That’s one of my favorite questions, and I answered it like this: “You can sell it quickly and easily with no repairs or you can sell it for top dollar. Typically if a house is more than fifteen years old, it will need some cosmetic updating, if it’s older than that, it could even need a roof in addition to that. If it’s less than fifteen years old, like your house, I’d be willing to buy it quickly and easily, but not for top dollar. The reason is that I can’t add value when the house is in excellent shape. What I bring to the table is a pain free solution for people who don’t want to deal with the trouble of listing with an agent, making repairs, and going back and forth with unpredictable buyers and their lenders. For houses that are older than fifteen years, it’s likely that I’ll be able to add tremendous value, but in your situation, I’d be happy to list it for sale as your agent, but I likely wouldn’t be able to give you what you’d like for it if I bought it from you with cash.”
As you might expect, I declined to buy the house from him, but offered my services as a real estate agent in Delray Beach, FL if he decided to sell. Even as an agent, I have a team of people who can make minor repairs to satisfy the most nit-picky buyers. I’ll let you know what ends up happening!