Your client is shocked by the appraisal value. How do you bridge the gap between their estimate and reality?
When a client's valuation expectations clash with an appraisal, it's crucial to manage the situation with care and clear strategy. To bridge this gap effectively:
- Educate your client about market conditions and how they influence appraisals.
- Provide comparable sales data to support the appraisal value.
- Explore options such as renegotiating or seeking a second opinion if the gap is significant.
How do you handle appraisal surprises? Share your strategies.
Your client is shocked by the appraisal value. How do you bridge the gap between their estimate and reality?
When a client's valuation expectations clash with an appraisal, it's crucial to manage the situation with care and clear strategy. To bridge this gap effectively:
- Educate your client about market conditions and how they influence appraisals.
- Provide comparable sales data to support the appraisal value.
- Explore options such as renegotiating or seeking a second opinion if the gap is significant.
How do you handle appraisal surprises? Share your strategies.
-
To bridge the gap between your client's estimate and the appraisal value, explain how appraisers assess value using factors like market comparables, property condition, and location. Show what specifically influenced the appraisal, such as recent sales, property condition, or neighborhood trends. Highlight key elements like upgrades, amenities, or potential issues that may have affected the value, and suggest strategies such as making improvements or adjusting expectations for a quicker sale. This helps manage expectations and provides actionable next steps.
-
1. Empatia e Validação - Reconheça as preocupações do cliente com frases como: "Entendo que esse valor pode ter sido uma surpresa, e agradeço por compartilhar sua preocupação." Mostre que você está disposto a ouvir e entender a perspectiva deles.
-
I think it’s important to be honest at the beginning if you think their expectations are too high. I’ve found to always be candid and not be afraid of the tough conversations.