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I have never understood that attitude from listing agents; you would think it was their property!  Very unprofessional and counterproductive.  I'd like to know how many potential deals have been thwarted by these very agents.

Jim, to your header....like that is a big surprise. Every industry has people that do not get it and there is a one to one coorelation between that are their lack of knowledge or education or experience or all three. As for the emotions....understand your job description, do it and understand the number of it. The rest takes care fo itself. It also removes the desperation

Bo

I do not want to take a listing that is overpriced.  I think that some agents are afraid to tell their sellers the truth. 

I agree and disagree...the listing agent knows the seller best...if the buyer is playing "let's make a deal" and is totally unrealistic about what the "deal" is...(we price to sell, not to sit...and don't buy listings at prices that would never appraise) ...you can't always get the seller to "take the emotion out of it"...and when it is priced  right  you have less of a chance...a discussion with the selling agent prior to getting the offer has closed quite a few transactions this year....and saved our sellers some stress....happy new year !

Thank you...I really hate it when an agent gets nasty about an offer..first they know we are merely the messengers of our clients...so don't shoot us :)

Luckily, this isn't happening too much in our current market.  I experienced a "posturing" agent earlier this year......in the end, this house ended up staying on the market another 6 months and it's final selling price was substantially less than the "insulting" offer I wrote half a year earlier!  I'd say this agent cost her seller 4x as much as her commission - not counting 6 months of carrying costs!

I am with you we need to present all offers and let the sellers decide it it their property not ours.  Thanks for reminding us all of our parts.

I like your post.  I hope it has a positive impact in helping agents do their job without the negatives.  Which is to professional present the offers and explain ALL the options (with pros and cons) and focus the options that are in the best interest of the client. 

I encourage my buyers to make any offer to get the ball rolling all the time informing them of the current market value and conditions. Nothing gets me more frustrated than an agent that speaks for his clients, let the buyers and seller make their own informed decisions.

Rue#1: Don`t play Realtor advocate....

It`s truly amazing what we hear fromother Realtors who want to "Break a deal before it`s off the ground,rataher than make it work"..... 

Susan Haughton Alexandria, VA REALTOR® (Long & Foster REALTORS® Old Town Alexandria)  None wiht me.  I would threaten them with the thought of losing their license.

Hi Jim

Great post that's right on target, listing overprice listing have no value.

Good luck and success

Lou Ludwig

Jim, my worst nightmare is working with a listing agent who postures and puts their emotions into the transaction. We are always appreciative of receiving an offer on our listings regardless of what that offer is. Bringing parties together takes a lot of work by both agents, especially in this market, but that's our job. Some agents simply want to take only great offers to their sellers and make an easy sale. The point a lot of agents miss is that is doesn't matter where a buyer starts, it just matters if they finish high enough to bring both parties together but some agents don't allow that process to happen. 

Bo Hussung/ National Title Agent (Cogent Closing Associates)  In tis market some agents sitting back and wonder why they aren't doing any deals.  They may not have to look further than themselves.

Carol Swain, Realtor -www.swainsells.com- Bucks County, Pa (Keller Williams Real Estate)  Those agents need to leave the business.  They will only starve to death in the coming market.

When I am the listing agent, I advise my seller to ALWAYS counter or accept... leave it to the buyer to decide to stop.  Even if the counter is the same as the last, or even list... send something back to them.  We also do an in-depth review of the comps as we prepare for a counter. 

Sally & David Hanson Realtors WI Residential-Commercial-Short Sale (First Weber Group)  I could not disagree with you more.  It is the sellers money, and property!  Agents need to stop playing God and present all legitimate offers.  In most states that would be the law under which we are licensed.  The ultimate decision is always the sellers choice.  How would you know what would be accepted, and what would be rejected.  I look at it as a dry run.  Even if I know it is going nowhere.  It is a time to learn more about the seller, their motivation, and bottom line.  If not "Next!"  I've been doing this since 1979.

Konnie MAC, Northern Virginia Real Estate (Konnie McKee )  They need to just present the offer.

In Real Estate, like many businesses there are good and bad agents. Unfortunately pricing a home properly is an art that a large percentage have not mastered well. Of course there are those unprofessional agents that can ONLY get business by telling the seller what they want to hear.

Great advice Jim. To sum up " Negotiate "

Over the years I have often thought that many of the transactions I have been involved with have had way to much agent involvement. Statements like " We " or " I " from the other agent.

That is not our job. Negotiate in behalf of your client's needs. That is our job ( or at the very least an important element of it ).

Hope Goss Ventura Real Estate (Ventura Property Shoppe) It is sick isn't it?  A friend of ours were relocating a few years ago and they had to interview several agents.  The agent that the relocation company gave them told the seller that after the listing papers were signed, she would see them at when the final signatures were needed on a contract.  When my seller asked "Won't you contact us when we get an offer?"  The agent told them "No, I will do all the negotiations for you!"  My friends threw her out of the home, and informed the relocation company!  It is their money!

Pat Champion (Coldwell Banker Camelot Realty)  I think this is a no brainer in this market.  Just present the offer.

Mark Watterson (Principle Realty Group, Inc)  Thanks.  Everyone loves real estate as a career and a job, so why do they fear a low offer?  Do they feel it is a bad reflection of their abilities?  Many friends of mine can demonstrate in a CMA the home is way over priced and the listing agents go nutz!  That is because it is reaffirming that they do not understand the basics.

Coco Plum Realtors: Florida Keys Real Estate  Smart advice!

Florida List For Less Realty, Inc. Broker/Owner  True but it still happens everyday in this business!

Lou Ludwig CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO, (Ludwig & Associates)  Thanks Lou!

Dan and Amy Schuman,e-Pro,ASP (Keller Williams Realty Greater Cleveland)  We need to have those agents leave the business.

Lane Bailey - REALTOR & Car Guy (Diamond Dwellings Realty)  Hey Lane. We do the same thing here.  Sometimes wiht my wife, will handle it.  Working as a couple, sometimes it is easy to play good cop / bad cop!  Get er done!'

Bill Gassett Metrowest Massachusetts Real Estate (RE/MAX Executive Realty)  If an agent balks at an offer I make, I hold their feet to the fire until it is presented.  I also have a clause in contract that all counteroffers are to be in writing.

too many brokers these days cannot stay objective. They don't focus on the outcome (happy buyer and seller)

These days if you get an offer, work it! It might be the only one you get for 6 months!!

Downtown Portland Real Estate Broker~Herb Hamilton (RE/MAX Preferred Inc. Realtors)  Herb, you are a true professional.  That is really what it is all about.

Lake Norman NC Real Estate REALTOR(R) ~ Sandy Aichner (RE/MAX Executive Realty)Exactly!  I have a background in negotiations.  I used to be the head of a Government Union - I was on the executive board for 5 years.  Arbitration's, negotiations...there is a formula to making things work out.  There is a process to seeing the light at the end of the tunnel.  Most agents do not get it!

Bravo Jim - I wish that we could get some folks to check their emotions at the door...  Professionals shouldn't be emotional - there is no place for it.

Jim,

Always ready with good advice!!! Thanks,   Fran

Am I the only one who has had a seller that was 'playing' me with statements of what they would take, even prior to getting an  offer?  This was a substantial property and I was nervous at presenting an offer $200,000 UNDER the askiing.  The buyers agent constantly harassing me.  My seller holding his cards close to his chest finally accepted at $100,000 under asking - at the price I originally wanted to list it!

No posturing...That is sometimes my problem. Yikes! I will have to write that in my business plan!

I present all offers, even "verbal" ones... and some agents won't acknowledge they even exist. Now I preface it with "this is not in writing--it's just a verbal which means NOTHING, but it's a starting point and let's see if we can get the agent to put it in writing. But I communicate ALL offers, all feedback, everything back to the seller so he is completely in the know.

Too many agents--both buyers and sellers agents--make decisions for their clients and don't pass on info to their client because they judge it for themselves.

Excellent advice Jim. These rules should be taught as part of the Real Estate Practices Class. I never understood how some agents take low offers on their listings so personal that they will hold a grudge with the selling agent long after the transaction has successfully closed.

Sandy

This is a great post. Thanks for reminding us of our roles in a real estate transaction. It always should be the goal to come to a win/win in any given market. It's up to us to keep the emotion out of negotiations and not loose sight of the seller's goal. It's so easy to let anger cloud sellers judgment. The agents bringing us the offers are trying (most of them anyway) and are the messengers from the buyers. In today's market it's up to the listing agents to expend their greatest efforts on "Making it happen!"

Debbie Summers - Move To Lake Mary! (RE/MAX Central - Florida)  I know it makes everyone's job more difficult!

Fran 'The Title Man' Gaspari Title Insurance-PA & NJ (Patriot Land Transfer, Inc.)  Let's just do a deal!  Check the egos at the door.

Joan Snodgrass Tri-Lakes Realtors, Shell Knob, MO (Tri- Lakes REALTORS)  Here is what I always do...Even if the offer is way below list.  I tell the seller, by law I have to present it.  Let's treat it as an opportunity...a dry run of sorts.  If you want to counter back that is your choice.   (Then we choose some parameters based on the market) and strategize.  If the seller wants to do an out right rejection of the offer.  I have them write on the Main Page of the Contract  "REJECTED"  then I have  the seller date and initial it, and I fax back a copy of that rejection, and keep the sheet for my files.  No one can ever say I have not presented their offer.

Tina Maraj Shah Fullerton Realtor (RE/MAX North Orange County)  I think this is something most of us can be guilty of at one time or another, but we are going into times where a seller may sue an agent for not acting in their best interests.  Submit all offers without comments.

Erica Ramus - Realty Executives - 570-622-6006  No, I will not do verbals.  Put it in writing, and give me a copy of the earnest money check...then I will present.

Sandy Nelson Realtor® Olympia Real Estate (Riley Jackson Real Estate Inc.)  Because it is a direct attack on the agents credentials.    Is it really a low offer or did the listing agent just grossly overprice it or buy the listing?

Dorie Dillard: Canyon Creek & NW Austin Living (Coldwell Banker United)  If we think of it this way...the seller wants to sell, the buyer wants to buy, the listing agent, and buyers agent want a closing so they can get paid... why should one person heavy hand the deal by throwing a tantrum?

Jim,

Even listings I have that were priced right still need to be lowered because they can't catch up to the market but starting too high at first is just wasting even more market time.

Answering your first lead question - why yes!  Some just don't seem to get it.  Some agents don't even look at their marketplace and know what percentage of homes are going under contract every month!  That would be too professional!  Like Neal says above, were on the downslide, the slippery slope, how low can you go on that real estate ice?  You just keep going until you get a contract!

Jim - Sometimes I think the real estate agents need to just get out of the way.  

Jim,

The problem as I see it some listing agents feed into their clients hopes and tell them "sure we can sell it for $XXXX.  They tell them what they want to hear just to get them under an exclusive listing contract.

The days of "trying it at the high end for awhile" are way past!  Do that and it is the kiss of death and the property will sit there for ages! 

You have a point. I think we can all name that agnet in our market-Dinah Lee

All offers must be presented objectively.  Referring to an offer as an insult is obviously not an objective presentation.

Jim, "clap clap clap".  You deserve an applause for this one!  I JUST turned down a listing in my own neighborhood...they wanted (and did) to overprice their home by $15 per square foot...over $35,000 HIGH.  You can't argue with comparables, period.  I hated turning it down, but would have hated to have an expired on my record, let alone in my own neighborhood!  The best part is, she called with a last ditch offer: they wanted me to cut my commission to ONE percent on the listing side and IF I sold it in less than 30 days, they would pay me 2 percent...LOL...told her the house would get no showings at her price, let alone an offer, so I'd pass!

I look forward to them calling me when it expires. 

As for agents that get an attitude when we hand them an offer, I don't understand that at all. Let's all get along, and just try to work it out...if not, next!  Some agents don't get it and never will....aren't you glad we're perfect, LOL.

Hi Jim~ I have found myself saying many times as the listing agent or selling agent, "It is not my house, you can't offend ME ...  just make an offer you are comfortable with!"  I think you are right, sometimes we act like these are our homes! 

There is no such thing as an insult in this market. I can't believe that the buyers are not making more offers?

Every offer should be accepted or countered.  The listing agent's responsibility is to make sure that their client is educated about the market so that the client can make the proper decision.  Presenting the offer in a non-neutral manner is a disservice to your client.

Personal opinions have no place in these situations. Counter, or decline to counter, no problem. If the property is not appropriately priced, you will know eventually. Ultimatums are a death wish. Give them and lose a potential transaction...

Jim:

As you know, selling is a process. Like cooking, if your ad good ingredients you will get a great meal. Sometimes listing agents don't understand their role, it is to assist to get the property sold. They should add value to their presents not deter.

If they have important information to present, for or against, it should be done in a professional manner.

I find the better listing agents understand the buyer's agent, is not the buyer. They know to assist the buyers agent. This promotes more showings and offers. Their seller is going to gage their performance by the offers they procure and ultimately the sale.

Richard

Language use can make a big difference.  As stated willingness to negotiate is so important, making a counter so final in this market is certainly not a great idea,

"Do they even have an accountability from their peers or on a broker review of listed homes in inventory?"  We submit a CMA along with every listing we take to our office manager - it has to be priced within the range of the CMA to be considered for certain advertising. I personally will not take any overepriced listing, even the ones that are priced right are difficult to sell in our market (Poconos, PA)

Simply put: It is unethical, knowingly, to over-price a listing. Go back to the basics of agency, that is, ask what's in your client's best interest. Jim, if our industry would simply demand a higher level of education, professionalism and licensing requirements, the number of incompetents would shrink. Another point: if the seller won't listen to the agent's (reasonable) pricing advice, time to find a new client. What's so hard about that?

Posturing is a problem in our profession, period. I don't care if it is listing agents or buyer's agents. I work along side my clients and make it a team job.

My job is to get them the best possible deal. Whether that being most money or best house for the best price. It all works out in the end.

I recently had a verbal offer about 65% of asking price on a listing. Seller and I talked and he decided it wasn't worth his time to pursue the deal. But the nuances of the offer got us thinking in a different direction. And added a revitalization to the efforts we had lost in the previous 3 months.

Offers are what make deals --- not showings, not CMAs, not any of that other stuff. The money is in an offer.

I have absolutely no concern with writing a low-ball offer. Sorry, in today's world, they might get accepted. Sold a house with a 54% offer and NO COUNTERS last summer. Was it a good deal? Sure. It was a win-win for both sides.

Some agents do business this way: they get an overpriced listing for inventory and then try to reduce it.

Jim -

You have to watch it here!

Need to defend the seller's stated price point - telling the buyer's agent that the seller is "flexible" might actually induce a lower offer.

The true solution - don't take an overpriced listing to begin with, no matter the temptation to build inventory.  And make sure the seller reduces the price as necessary to keep up with the current market.

The right price for the market of the moment will spur demand, and encourage multiple offers, even in today's market.

If the seller refuses to embrace reality, and prefers the old school, "I will only reduce my price when I receive an offer - not before!" - it might be time to part company with the seller.

Saying this, however, ALL offers must be presented to the seller as a lister - unvarnished.  But you need to explain the possible consequences directly to your client should he reject or highball counter anything.  But they have to make the decision.

Always remember who you work for!

My two cents, anyway!

DEAN & DEAN'S TEAM CHICAGO

Jim these are wonderful points.  Great reminders.  Some agents I know do take things way to personal.  I always take a deep breath when I have to work with these folks.  It is such a pleasure to work with a professional!

Great points Jim, as always!  The very first post I wrote on AR was about agent egos.  In this case it is more that ego it is a complete lack of understanding of the market and is truly a disservice to the sellers!

Great post -- the saying "it's not personal only business" is so applicable to our business -- thanks for sharing!  JE

My policies are as follows:  I don't accept listings that are priced too high.  I present every offer, but only if it is in writing with an appropriate escrow check.

Jim, great post.  You are right, too many egos and personal emotions often get in the way of a successful transaction.  Keep up the good work.

Jim, here's an opinion from someone NOT on the selling side of our industry.  I would say that as a Realtor it is your job to offer advice and guidance.  If a seller refuses to accept reality then yes, you should still list their home since that is what they hired you to do.  As long as you explain the realities and consequences.

Great points to remember and I agree. We must also remember that not everyone is having to sell out of desperation or being near foreclosure. It amazes me that even when a property is "right priced" the buyer agents are still presenting low-ball offers assuming that the seller is desperate to get rid of the property. But I still thank them for the offer, present it and in alot of cases the buyer agent is shocked that the offer is rejected or countered. Sometimes they even refuse to present the counter. So the advice goes both ways.

Also remember that when the seller doesn't budge much, don't come back to the buyer and tell them that the seller is crazy and thinks that it's 2005.  Not all sellers are desperate.  Not all buyers are demanding huge deals.  Most buyers still just want a nice home that fits their needs and their budget.

Jim -  "Personal" should never be part of it; after all it's business.  We need to approach all phases of a deal in a professional manner which translates presenting all offers to clients regardless of our personal views.  The seller is responsible for making the final decision regarding accepting, rejecting or countering any offer.  An agent failing to submit all offers to his/her client is in violation of the law (in many states). 

Neal Bloom-Realtor ® Assoc.-CRS-Weston FL (RE/MAX Premier Associates)  Neal I totally agree.

Lyn Sims - Northwest Suburban Chicago Homes (RE/MAX Suburban)  It is funny when you mention statistics most agents do not have a clue of what is taking place in their market.  The never look at statistics, they don't even know how to interpret them.  Very sad!

Margaret Woda, Maryland Real Estate (Long & Foster REALTORS, Crofton Office)  Exactly!

Larry Story Real Estate Greensboro, NC Triad (Coldwell Banker Triad of Greensboro)  That is the sellers own fault...they hired them, but for the agent - it is highly unethical not to tell the truth.

Pat Tasker Realtor Milwaukee Metro Area WI (Shorewest Realtors)  I agree.  If a seller asked me "Let's try this number for a few weeks"  I would tell them to try it with another agent.

Dinah Lee Griffey Allyn and Belfair real estate Agent (Windermere Peninsula Properties)  We have quite a few in our market place.  Unfortunately a lot of them are older agents.

Richard Dolbeare (RA), ABR, CRS, BS/MS - Engineering Hawaii Dreams Today (Century 21 All Islands)   Just present the offer.  The other thing about a bad offer...it sobers up the sellers to the reality of the market.

Huntsville, Alabama Real Estate Agent Elizabeth Ramsey Cooper-Golden (Remax Huntsville/Madison)  You are very smart to have done so.  I also do not like to be in a position of persons asking me to cut commissions.  I am the one that can sell it, and if there is no sale, they owe me nothing.

Owensboro KY Real Estate Specialist Vickie McCartney Broker,ASP,ABR (Home Realty GMAC Real Estate Owensboro Kentucky)  They are not our homes.  Sometimes I can see where you are trying to act in the best interests of the seller because you feel for them.  However, it is my experience that once you lose objectivity and become emotionally involved you can no longer help anyone.

Overland Park Homes & Real Estate:: Michael Russell (Overland Park KS Realty Executives )  Some agents are taking this market personal.

Erik Hitzelberger, --Louisville-Bullitt County Real Estate (RE/MAX Alliance)  I totally agree.  I like my clients to be reading on the same page.  They need to know what is taking place in the current market.

Get Us A Home Realty - Frank & Jodi Real Estate Brokers  It is unfortunate that many agents and their clients draw that final line in the sand...it is the kiss of death!

Richard Stabile Bergen County New Homes Builder Realtor (REMAX real estate associates)  I agree, but some sellers may never really get it that their agent is acting like a sentinel and keeping any offers from reaching them.

Jennifer Fivelsdal, Rhinebeck NY (Keller Williams Realty)  I recently had an agent tell us that a foreclosure they have listed in my area had 5 contracts, do not bother with writing an offer.  (This is a home I would have purchased for myself - cash)  It is still on the market 3-4 months later.  I am sure the sellers have no idea the agents are turning away real business, and a quick close.  It is ther loss, I will not go back.

Jason Feinman, Realtor, e-PRO (Weichert, Realtors - Acclaim)  That is a great policy!  I love that idea.  Brokers can no longer be sitting on the sidelines waiting to collect commission fees form their agents, they need to be be very pro-active!

James LuporiWhen I take a listing, I advise the seller they can fire us at anytime with written notice, and we can fire them.  Agency is a two way street.  I have an obligation to advise my client, and then follow their instructions.  That is what agency is.

Jim: You make a great point here.. To many Realtors take presenting an offer or listing the home to personal. They need to remember it is the clients decision. Now as for the listing. The Realtor needs to be honest with the home owner up front.

Toby Boyce, MBA, Delaware Ohio (Keller Williams Consultants Realty)  I'm sorry but I will not even entertain any verbal offers.  They are not legal.  I am either a professional or I am just playing wiht being a real estate agent.

Olena Osipov - Maple Ridge Real Estate (-www.olenaosipov.com)  I know.  It is the wrong market for that.

Dean Moss - Dean's Team Chicago Real Estate Team (Dean's Team - Keller Williams Lincoln Square Chicago)  I like to think I am representing adults.  If the seller advises me not to...then I take it from there.  There are no defined price points in this market anyway. I've seen sellers take 20 -45K to the table in this market.  I just present the offer, I explain the merits, and try to find common ground.  Then I advise and ask my client "What do you want to do with this?"  Then I act as they wish.

Lynchburg & Roanoke Area Nannette Saunders ASSOCIATE BROKER (RE/MAX 1st Olympic)  It is always a pleasure to work with another professional!

Lake Norman Real Estate ~ Diane Aurit (RE/MAX at the Lake)  I agree.  Egos must be left at the door.

Jason Ellis (Legends Real Estate)  Anytime!

Robert Bishopric (EWM Realtors)  Smart policy.  I do that myself.  I do not mind presenting low offers, I need a copy of the earnest money chack, a letter from your lender, and their phone number to chack and make sure they are legit.

Brian Griffis (Realty Choice)  Thanks, glad you enjoyed.

Kris Kombrink (Real Estate Marketing) (The Kombrink Team at RE/MAX Excels)  If the seller si not realistic after I've explained the market, I will not list them at any costs.  It is a total waste of time and it ruins your reputation.

Joe Scaperotta  I agree.  Every offer will not work out, but nothign ventured nothing gained.

Tim Maitski "Secret Agent Guy" (HomeAtlanta.com)  Some buyers are very reasonable.  The Atlanta market has one added feature...so much of the deals in the past were 100% no money down.  It is clouding the minds of the sellers that their home is worth it, and it cannot sell for less.  That is not true.  The most recent stats from FMLS bear this out.

Jon Wnoroski, Summit County Realtor (Geneva Chervenic Realty, Inc.) I totally agree.

Roland Woodworth "Clarksville-Fort Campbell Area Realtor" (Exit Realty Clarksville)  I agree...it really starts and ends with the listing agent.

"My policies are as follows: I don't accept listings that are priced too high. I present every offer, but only if it is in writing with an appropriate escrow check."

Robert you have to be careful. In the state of Ohio, EVERY offer has to be presented. Including verbal ones, they are not legally binding in a court of law, but with the Real Estate Commission it could cost me my license.

Jim in the state of Ohio a verbal offer is not legally binding, but failure to present can cost me my license. Different state have different statutes.

As a listing agent I am required by the Ohio Real Estate Commission to present ALL offers.

I find that some agents out there are incompetent or lazy so they don't even do a market analysis on the home and list it at the price the seller tells them to. Others know the market but list it at the high price thinking they can educate the sellers down the road or they will use the seller's overpriced homes to attract buyers to sell other homes to. When an offer comes in I always counsel the seller that ANY offer is an opportunity to get to where you need to be. During the summer, I submitted a good faith offer on another agent's listing and he acted like complete jackass. He never countered and told me that the "ball was in my client's court." Well, my clients then made a similar offer on their second choice which was immediatley and graciously accepted. Last I checked, Mr. Arrogant Jackass Realtor's listing had expired. Hah!

Oh Jim, all so true. I hate it when listing agents get an attitude it serves NO ONE . I have had listings agents tell me at the time, I am going to encourage them to work with your offer, as the other agent is terrible to work with. Your reputation matters.

Toby Boyce, MBA, Delaware Ohio (Keller Williams Consultants Realty) The law varies from state to state.  YOu must comply with your state license law.  Unless I had a check or verbiage in the contract that said it "will be deposited..."  We do not have a contract or an offer in GA.

Lee Morof, Associate Broker/Attorney (RE/MAX Showcase Homes)  The sad thing with that...Did the selelr even know about it?  How do you know the agent even presented it?

Missy Caulk-Ann Arbor- Realtor(R)- Ann Arbor Real Estate (Keller Williams-Ann Arbor)  Some listing agents are very self serving, and  it is we that are naive!  They simply want to double dip without a co-op deal!

Jim, so true !  Every offer is an opportunity to close a deal.  You are right in the fact that sometimes agents get in the way of a deal !  How nutty is that ?  Your points and tips are excellent advice and reminders for any listing agent receiving an offer.  Even in the beginning a seller may mention that they are not going to be that flexible but a few months later things can change !  I like what you say "shut up and present the offer !" .  LOL, so simple but so important !  ~ Chris Somers

This should be posted and read before making any response to an offer.

Christopher and Stephanie Somers - Realtors - Philadelphia Real Estate (RE/MAX Affiliates)   We have had many listings over the years where a really bad offer in my opinion came in, and the selelr negotiated ti to a close.  Perhaps the selelr had other priorities in life than sitting on a home for years.  Sometimes it is all about getting from "Point A" in Life to "Point B."

Norma Toering Rolling Hills & Palos Verdes Property (REMAX Palos Verdes Realty Lic# 01147470)  Thanks!

Yes, some listing agents do not get it.  Mostly, sellers do not get it.  Also, many buyers do not get it, and neither do their agents.

Jim, as usual our professional decorum and ethics should dictate and this should be common sense and taught by our mentors to the newbies...BUT, that went by the wayside a few years ago.  Along with hiring mortgage brokers by the dozen for refi's ( and they didn't get much training as it was so lucrative they just made money hand over fist), new realtors have not been properly trained either for similar reasons. Time to go back to basics and professionalism.  This doesn't even touch the ethics issues.  Thanks for the refresher for those who need it. 

Coeur d'Alene Real Estate - Janna Rankin Scharf, GRI, CSP, CLHMS, CNS (Keller Williams Coeur d'Alene)   Well said!

Terrylynn Fisher, Realtor CRS, CSP Staging Advocate, LGLS CP, SRES (Diablo Realty-www.StagersLIST.com) Thaks. I agree wiht you . A lot of what we are experience is due to a lack of training from brokers.  They were on a 5 year sabbatical and just came into cash their checks.

HI Jim,

Lots to read in the comments to your post. I agree with verbal offers being a bad idea becuase Sellers may react differently when a paper offer is in front of them. I accepted one once because the agent was in another state, but, as a rule, I do not accept them.

I also like the idea of stamping "rejected' on an offer that the Seller has rejected and having them initial next to the stamp. It's always smart to "CYA".

And, yes, they do teach this in real estate classes. No, you do not interject your personal beliefs or thoughts into the presentation of an offer.

Thanks for the reminder to us all.

Frances Sanderson, Franklin, NH  REALTOR®, Certified EcoBroker^®

Frances Sanderson (RE/MAX Intentions  Thanks Frances.  The "REJECTED" on the first page of the contract has been a very smart idea.  It realy does send the right message to the other agent that the offer was presented, and it is great for a CYA