Creekside View – February 24, 2025 – "Emotion is Like Salt, A Little is Okay While Too Much Can Spoil the Meal"

Coming into this career in 2003 I was unprepared for the amount of emotion there is contained in many real estate transactions.

I had just finished over 23 years working in health care where there was always one debate or another about needs versus available dollars.

Where decisions are made daily about who gets served first, or how extensively, with quality of life possibly hanging in the balance.

As a Realtor, you expect some tears when selling a home on behalf of a long-time owner or an estate; after all it may be the last remaining artifact of a loved one’s existence.

But feelings can also be buried deep in farmland, business, and especially recreation property.

In fact, in my opinion, the two hardest listings to represent are the home quarter or the family cabin at the lake.

Both get wrapped up in memories and, to some extent, guilt, by the seller for being the one who is responsible for taking this final action.

The resistance brought on by siblings or family members who have likely never contributed to the property can damage family relationships forever.

Sellers will often deny it, but their decision making can be clouded by the mists of time.

As a result, they want to be compensated for the pain being felt.

Frankly, buyers don’t care; their perspective is based on whether it meets their needs and is it reasonably priced?

Given a chance, they hope to make their own memories while using the property.

I have found simply telling a seller that current fair market value is below their expectations can make you uncaring in their eyes.

Or in the case of a divorcing couple, being asked by one to represent a property for sale on behalf of both owners makes you an undesirable agent to the other because it is assumed you will listen more closely to one than the other.

That is why when I am called upon to comment on property value by lawyers supporting negotiations in a relationship breakdown I will only do so if both parties agree to at least consider my opinion as unbiased before I even start.

I sell real estate not history.?

Motivation is also a key aspect of negotiation.

If a buyer detects distress or an overt willingness by an owner to sell, all but the most principled will attempt to take advantage.

Farmland tenants and neighbours are probably the worst to play this game, in their desire to secure more land.

“Your dad always told me I would be offered the property first.”

Or “Your husband and I went to school together; he would want me to the one to continue farming it.”

Self-employed business owners can struggle with letting go as well.

One hand, they are tired and deep down know it is time.

On the other hand, they want to control the business from the grave after all it is their legacy.

Usually, it will take a health issue or an ultimatum from a significant other, to initiate marketing.

Even a good reason for a move can create opportunity for buyers.

I had one couple who had just returned from vacationing in another province and were “over the moon” about relocating there.

In their excitement, they expressed their eagerness to families and friends, even putting comments on Facebook about their desire to make the move quickly.

A savvy buyer read the messages on social media and saw an opportunity to buy their home.

He got a very good deal.

Two years later the couple were back as the streets of the new community hadn’t been paved with gold as first anticipated.

They now regretted giving away hard earned equity but admitted to me they had learned a valuable lesson.

So, my friends be like a duck on a pond, move ahead smoothly and serenely while paddling like crazy underneath.

Vern McClelland is an associate broker with RE/MAX of Lloydminster, founder of ProgressiveTender.com, and an active partner in his family’s livestock operation.? Comments on this article are welcome either by emailing [email protected]? or calling (306) 821-0611.

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