NO - the most powerful word in real estate

Yes, I confess--even though I have been selling homes for over 20 years, there are still times when I have an opportunity to sell a home to one of my buyers and I can't close the deal. All the buying signals are there--the home meets many of their criteria, they can see themselves living there and they start to talk about writing an offer... and then their "salesman" (me) turns around and says “NO, this isn't the right home for you.”


I also confess that, sometimes, it's fun to see the expression on their faces when I say "No, we need to keep looking". They don't expect a salesperson to try to talk them out of buying and, in fact, they often have their defenses up to repel any potential hard sell closing techniques that may cause them to buy the wrong home. So while a lot of "good" salesmen might go for the close, I as their professional real estate advisor remind them of the issues that were so important to them when we started the buying process and that this property doesn't address (good pun!).


Several years ago, I actually was fired by my own buyers because I wouldn't sell them a condo in a particular hi-rise in downtown Vancouver. This building had all the signs of being a leaky condo. I tried to convince them that we weren't able to get it at a low enough price to justify the risk and potential special assessments that would be levied within a year or two. Although I had been highly-recommended to them by another client, they ignored my professional judgment and honesty. They were very upset that I would not prepare their offer and informed me that they had a family friend who would happily sell it to them. I had no other professional choice than to wish them well. I don't know if they ever did proceed with that purchase but I do know that, only 18 months later, that downtown concrete hi-rise was covered in blue tarps!!


My style has always been to work a little harder to find my buyers the right home as opposed to what a lot of salespeople are taught--work hard at learning good closing  techniques to sell them one that is good enough so you can move on to the next customer! I have learned that when I say “No” enough times, when we do finally find the right home, my “YES” carries a lot more weight. When the home is right for them, I don't need to close them on the sale. When you are buying your next home, would you rather work with a professional real estate advisor--or end up buying with a salesperson who has really honed their closing techniques?


Dan Morrison

December, 2011





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