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Jeff Lubetkin

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Why a house brings in a lot of lookers but no offers?

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John C, "jsciii"

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I have done a ton of advertising and have been monitoring the results. I have my own webpage ( www.lakemaryjanehome.com ) and ads on several sites that offer hit counters and I am getting a lot of hits but no followups. I have a very extensive flyer in front of the house and at least one a day goes missing but I haven't gotten any phone calls.

At first I attributed the lack of followup to the vast quantity of information I give in my flyers and in my ads. My theory has always been to give lots of information up front so that those who do call will be serious.

Unfortunately, there hasn't been a good hit\call ratio.

Price? I feel I'm priced competitively
Pictures? I give a bunch but are they poor pictures
Writeup? I fill the flyer with a list of upgrades to the home, the web site has oodles of pages describing every aspect of the house and community.

I'm at a loss as to why I am getting plenty of activity but no followup.

Sure hope it's not the price....
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December 03 2007 - US
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lucydjacobs

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John C,

You have a nice home. I checked your photos. Your house will sell to a person at the right stage of life to enjoy the amenities of your home. If I were a buyer, the one thing that would give me pause if I had young kids - or if I were a retired - is tile. That's just me, not sure about your market if it's a factor.

I would think an empty-nest couple or youngish end of retirees would be your market. They have to be old enough to boat, to be active and manage stairs easily. That is a large segment of buyers in your market, so be optimistic. The foreclosure/mortgage crisis is killing Sunbelt states, so that might be your bigger problem. I didn't check the HOA fees to know if that's holding them back.

Tile is great in beach/boat areas. Families with kids worry about a running toddler splitting his or her head or knees on tile. Older folks worry about slips and falls on slippery spots - hip fractures.

As for a staging tip, reduce the number of chairs at the bar to two. Makes the room seem less crowded. Put a white or taupe spread/coverlet on your bed in the master bedroom - make it up with the spread/coverlet tucked under pillows, not over it - and fold the redish spread at the bottom of the bed as an accent color, add matching redish accent pillows. You can't imagine how classy this looks - it's how they do the beds on the HGTV show "Design To Sell" and the similar show on TLC. It makes the bed seem less large, which makes a room appear even larger!

My guess it's just the market. I didn't check your comparables. The only "comps" that really count is answering the question buyers ask themselves, which is "can I get more house/better location for lower price?" If that answer is no, you're good. If that answer is yes, then you have to go lower to be competitive.

Buyers are savvy today. They no longer take an agent's word at a home value. They can research comps, they know what you paid for the home. Good luck!
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December 03 2007
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klarek the realist

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I was wondering the same thing when I was trying to sell my place a few months back. There were a LOT of people that came by, but no offers (until the end). I have a few guesses as to why:

- Inventory is really high. That means a buyer is busy looking at a lot of houses during that time, with new listings every day, some at "decent" prices. Not only does this make the buyer slightly hesitant (and wisely so in my opinion), but it also scatters this buying pool across to large of an inventory.

- Lending is returning to more sane standards than before. A buyer may intend on making an offer, and then finds out he or she isn't qualified.

- Most buyers aren't stupid. I don't believe this really, otherwise they wouldn't even bother looking right now considering what's to come, but they have to have heard somewhere that this Titanic of a market is sinking and don't want to rush it. Time is on their side and they're just toying with the idea of buying. Like batting practice.
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December 03 2007
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rockinblu

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Lucy stated, "My guess it's just the market" and she's no doubt right, but houses are still being bought and sold, albeit at a snail's pace. That being said, I think you could do better with your pictures by not showing the stairs so prominently. They appear in the photos to be long and quite narrow.
It would be obvious to anyone that since it is a two story, it would have stairs. They can more fairly judge seeing them in person. Just getting the showing is the first thing, and IMHO those stair shots don't help. We have a spiral and that has been a very, very tough issue. I would almost like to take it out of our photos, and I just might. Someone may come that otherwise wouldn't have and fall in love with the other many amenities, and overlook our stair issue as well.
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December 03 2007
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jimmy57

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John, it seems like a very nice home and I agree with the earlier comments.

If I were to quibble, I would say that was a little put-off by the title of your web page: "Welcome to Our Home" seems to little too personal, and might imply that you're a little too emotionally attached to make to deal (forgive me, I've had a career in advertising).

Best of luck to you!
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December 03 2007
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From Gig Harbor

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How about just putting "Welcome Home".
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December 03 2007
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LinusK

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Those are some fantastic pictures. You feel like you don't even need a tour, after seeing them. It's amazing how good a job folks do when they do it themselves.

Really the only factors are the distance from Orlando, and the price. Check out what builders are doing, and if they're selling - that's your competition. There's so much empty land, it's going to be hard to price much above the cost of constructing it new.
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December 03 2007
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LinusK

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John, from just a very quick search, it looks like you can buy a comparable house, new, for about the same price as yours. In fact, it looks like they're still building in your neighborhood.
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December 03 2007
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CORONA NICK

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I would suspect the price, but in this market, buyers like myself are waiting for things to settle down. I like the pics and you have a great house, but it almost looks like CA prices... Good luck
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December 03 2007
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rockinblu

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John

Your eazyad is showing up all the way in my zip code 62034. Is that one you actually chose. We are in the St. Louis metro area.
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December 03 2007
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Marci Reinheimer

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rock, when you look at someone's house, you start seeing ads in that area.
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December 03 2007
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chuckdog24

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As others have said, nice looking home!
Your thread title & closing sentence had me convinced that it was going to be a price issue but it appears to be a good value. I'd love to have a home like yours in CT for $100k more than you're asking! That price gets an older shack lake home up here.
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December 03 2007
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John C, "jsciii"

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Thanks all for the excellent advice! Seems like a mix of things with a general consensus that market and price are the main factors.

How to overcome those two obstacles?

I fanatically monitor my zip code for current/recent sales. Though I'm not the best deal in the area (foreclosures lead the way), I am competitively priced. And, due to a variety of amenities (private park, boat ramp, lake, large lot) I feel like I AM the best deal around.

Yes, there's a lot of new construction and though I haven't checked what bonuses are being offered I am convinced I'm still the better deal. They build on postage stamp lots and every house looks the same, cookie cutter.

My webpage/ad hits seem to indicate there's some market. I'm seeing a lot of hits but rarely is there a followup phone call/showing.

There's definitely some underlying current. Buyers waiting for the bottom, Banks making it harder to loan money, cheap foreclosures, glut of houses, not to mention the Illuminati.

I'll definitely implement the changes everyone offers (hadn't considered "our house"). Something will click I'm sure....
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December 04 2007
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moorebuilders

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More than likely your home needs to be marketed by a realtor in your area. I'm not saying for sale by owners are not sucessful, but this market commands the best. Have a realtor take a look at the most recent sales in your area. You don't have to hire them. If you do make sure they do LOTS of marketing. Have you had an open house?? We do many!!Pricing may be another problem. To be competitive in this market pricing and condition of the property are key. Don't get discouraged, just move on, and look at all the options.....Best of luck!!!
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December 04 2007
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Peter Racheotes

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Would you hire a professional football player to set up your retirement investments?? Of course not, so why are you attempting to handle such a huge investment if it is not your profession? Your concern is with the commission, the problem here is that all Buyers dealing with a For Sale By Owner know that you are not paying a commission and will most likely make an offer much lower than market value. My advice, higher a real estate professional who will market the property correctly, expose you to all local co-brokers, negotiate without any emotional ties on your behalf and walk you through the process. Statistic show that realtors attain a higher sale price than For Sale by Owners (FSBOs) and FSBOs are less likely to sell than properties being sold by a realtor. When my foot hurts, I don't go to the dentist, I research and higher a professional in that field of business. Interview local agents and higher a rain maker!
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December 04 2007
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John Schmitt

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-Currently there are over 40,000 homes for sale in your area. That is a 4-5 year supply and that does not include all the FSBO, foreclosures, bank owned, builders and others. Home prices are continuing to fall and it is not going to get better for a number of years.

-Mortgage issues- that area is a mess due to the sub prime market- no quick fix here as greed led the way and it will take time for it to get resolved.

-Domino effect- First time home buyers are sitting on the sidelines due to the bad press and fear. Home prices are continuing to drop and so are interest rates! Would you buy in today?s market or wait? So that limits the number of buyers in the price range of your home. (Second time buyers.)

-Homes are selling if it is marketed correctly. You have a great website, lots of info, pictures, flyers and community news, so why isn?t it selling?

-Recent numbers show that more than 80% of the homes sold are through a Realtor. As a FSBO, you have possible eliminated 80% of the buyers! Is that a good marketing plan? And yes, I know that if a Realtor brings you a buyer you will pay a commission. Well, that is not a win/win situation.

So the question is, do you want to have your home for sale, or do you want to sell your home? It is a different time in the real estate market and different times require a different approach.

I provide a menu of services to meet the needs of my clients. Call me if you have any questions or if I can provide any addition information.

Regards,



John Schmitt

Broker / Owner

Schmitt Realty, PLLC

407-312-3051

SCHMITTREALTYPLLC.COM
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December 04 2007
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AKRAKR

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What classy r/e agents! trolling a zillow board for worn out FSBO's!
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December 04 2007
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John C, "jsciii"

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Interesting that a RE would compare himself to a Doctor. I was thinking more an Auto mechanic or a Gardener, and yes, I work on my own car and mow my own lawn.

Would a RE put out nearly 200 bandit signs?
Create a website just for my home ( www.lakemaryjanehome.com )?
Create an elaborate flyer?
Check recent sales in my zip code often?
Compare every house for sale in my zip code?
Place ads on all the free websites (craiglist, zillow, military)?
Buy ad space on Zillow?

I have done that and more.

Can someone please explain to me how Realtors came up with their magical "80% of the homes are sold by realtors"? For the life of me I can't figure out how they came up with that number. Also, how someone can say that since they sell that number I am missing out on 80% of the buyers is way beyond my abilities to understand.

I'll admit I should go with Flat fee listing to increase my exposure and I probably will before the end of the year. But, convince me a realtor can do more for me to sell my home, I seriously doubt it.
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December 04 2007
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Carol-Lynne Mittelbusher, "Carol Lynne"

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Akrakr, he asked why his house is not selling. In this market, exposure is key, and most FSBO's don't get the exposure they need to compete.

John, you want your buyers to take emotional ownership of the house; "Welcome to Your New Home" sends this message better than what you have. I agree with the poster who said the stair shots are not great; they really overemphasize the climb. Your photos would benefit from more light, any way you can get it. Look at your rooms, and reshoot them at the optimal lighting time for each. Take one shot at just after twilight, with the driveway wet and all the lights on - it gives a "coming home" feel that really helps.

Choose the best aspects of your home and really play it up! What do you like best? What feature persuaded you to buy? That's what you should advertise - and take new photos to emphasize that feature!
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December 04 2007
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realistdreamar

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It's simple and yet it's complicated. In marketing, there's something called the marketing funnel. Look it up. Essentially you start with "Awareness", which begins with your advertising. Then comes "consideration." Here is where buyers "consider" your property among a small subset they are looking at seriously. Here is where the problem is. With so much inventory, serious buyers are not looking for an acceptable property, but the perfect property or the perfect terms. If they sense you can't offer either or both, they move on.

After consideration comes "trial". In real estate, this is probably the offer. You have to be the best of the subset to get this.

I think your problem is in the consideration stage. Play up unique special perks (not the standard granite countertops). Play up the flexibility on terms if you really are flexible. Anyone who is buying now either has to move or is looking for a bargain.
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December 04 2007
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Vannak Chhay, "vannak"

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Hey Jon,

Let me just say that you have done a lot on your own to advertise and it sounds like the agents in your area don't quite do as much. I'll skip too much nonsense and go right to your questions:

-You seem to be advertising but not to the right demographic. Who would you house most appeal to and how would you best reach that target audience?

-This is indeed a buyer's market like many have already suggested. Therefore, you should cut down on information that you offer and force them to ask you for more information. Buyers just want information so they can eliminate your house from their choices.

-You get a lot of views and no offers because buyers that view FSBO have a certain mindset. They are usually the spendthrift and bargain hunters.

-Statistics given are usually in percentages which are easily manipulated. Although I have not looked into the numbers and calculated any summary data myself, it would make sense that more homes are sold by realtors than by owners because there are fewer fsbo on the market than nonfsbo.

-I am not a doctor, mechanic, nor gardener but I do have a B.S. in Management Engineering and foundations in actuarial mathematics, finance and marketing.

Did you have a laugh with the last answer, Jon. ^_* I hope I answered your questions and feel free to contact me.
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December 05 2007
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John,

The "lookers" you are getting are probably exactly that - lookers. If I lived in your area, I might be one of them. I go to open houses every once in a while, just to get to know different neighborhoods, house styles etc. This knowledge will be handy when I am ready to buy. It is a great market for a future buyer! ;-)
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December 08 2007
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Angelique01

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It's a very nice house, John. Good luck to you!
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December 08 2007
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Robert Huntsinger, "huntsirj"

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You get more with less, put together one exterior picture and one of a great feature of the home and then talk to the emotion in the marketing, i.e. park like back yard will make those BBQ's special.

They have to walk in your home to fall in love with it, if you give them everything on-line or in words what else is there for them to see.

Good luck, take care!

RJH
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December 08 2007
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lucydjacobs

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Robert,

I'm not sure about the market he's going after - young retirees - but I know that the younger buyers won't go inside a home that is marketed using only exterior photos. They assume the inside is outdated and trashed, and it's why the agent was fearful of showing the shots. John's home isn't outdated or trashed.

The only serious lookers that we had, before selling, came from agent showings. But I will say that the interior photos of our home on the MLS(hardwood floors, remodeled bathrooms and large kitchen footprint, unusual for the price in the great-school district part of town) led our buyer to our home. He was from out of state, and to save time during his two days to look before returning home, he and his agent narrowed down the homes to see or not to see through the Internet.

I have noticed that older buyers (over 60) who called us or saw our home don't bother to look in the Internet to see any computer listings even if they know there is a Web site listed to see interior shots - they would murmur something about not having their grandson around to call it up for them. So it won't turn off older buyers to have interior photos on the Internet for younger buyers.
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December 09 2007
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lucydjacobs

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John,

If you're still around and posting here ... concentrate less on the loft in the pix. The photos of the house would then seem to leave the impression from the photos to be a 1 bedroom, 1 loft home. It isn't, so reduce the number of pix of the loft and show more photos of the other rooms. The loft is sort of an "extra" to the things buyers really wish to see, and not the main course, so to speak.
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December 09 2007
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enapa

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Here's a novel thought. LOWER THE PRICE!!!
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December 09 2007
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pinksandbaby

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enapa, unfortunately that doesn't always do it.
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December 09 2007
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CarmenB

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I don't know, we also had a lot of lookers. All positive remarks. Lots of we love it but we just started looking. We were almost always the lowest priced house in the neighborhood. We dropped the price by 50000 and got two offers in 3 days. We close in a few days and are still getting people trying to see the house.
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December 09 2007
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John C, "jsciii"

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Well, I updated my website and lowered the price. Should be interesting to see the affect.
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December 10 2007
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KD in Texas

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I just went through the looking process of buying a house. Only the first few houses that we looked at were ones we found on our own. After that, we looked at houses that our Realtor looked at after scouring 100's of MLS listings once she knew what features we were looking for. The first list that she gave us had the home that we are now purchasing. She found exactly what we wanted.

So many homes are out there that a Buyer gets overwhelmed. If they are using a Realtor, chances are that they'll never look at your property. I'm not a Realtor myself nor am I married to one. I'm just relaying my current purchasing experience where we heavily relied on our Realtor to find our new home.

If you aren't in a bind or in a hurry to sell, it's a chance you can afford to take.
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December 10 2007

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