After spending years in real estate, I have learned that selling a home can cause otherwise reasonable people to suddenly view their own home as not only special but also exempt from current market conditions. Listen, I get it. A home is personal. It may be a place where you raised the kids, hosted holidays, celebrated milestones, painted bedrooms, replaced appliances, and spent alarming amounts of money on a variety of repairs and upgrades that no one can even see. I live in one that may be close to fitting that very description, and by gum, if I spent $90,000 in upgrades over the course of the last 15 years, it better be worth $90,000 more than mere market value.

The hard, and unnegotiable truth, however, is that it is not. Of course, you want every possible dollar you can get for your home when you sell but wanting top dollar and insisting the market give you a number your home “deserves” are not the same thing.

It rarely fails, and again, I am no exception, that when it comes to selling, the house that has been the source of many complaints over the past couple of decades, suddenly becomes an irreplaceable piece of real estate history. The kitchen that was to be remodeled someday, becomes “retro” and “timeless”. That frayed and discolored carpet, currently worn to nearly threadbare, is instantly in great shape and just needs a good cleaning. And the view of the neighbor’s trampoline from behind the privacy fence, which has clearly retired from its original job description, quickly becomes an “outdoor recreational amenity.”

Unfortunately, over the years, when it comes time for the pricing conversation, I have heard a number of phrases that, if followed, can almost certainly be followed by longer market times, price reductions, failed negotiations, and the tell-tale question, “Why isn’t my house selling?”

The following phrases are the Seven Things You Can’t Say If You Want to Successfully Sell:

1. “Those houses don’t compare to mine.”

Yes, they do. Perhaps you remodeled the kitchen, finished the basement and replaced the roof and a couple of windows, but when we, as Realtors, prepare a comparative market analysis, rest assured we didn’t just close our eyes and point at a map. We are looking at what else a buyer can purchase with the same amount of money. The market doesn’t give dollar for dollar what you spent on improvements. “My house is better,” is not a pricing strategy. Trust us.

2. “Let’s price high so we have some wiggle room.”

These words are like nails scraping on a chalkboard for me. The only thing this does is prevent buyers from even looking at the home because it is out of their price range. Then, when the price does drop, buyers think there is something wrong with it and will likely offer even lower, if they even bother to see it at all.

3. “We plan to sell it as-is.”

Yes, yes, you are, friend. However, keep in mind that “as-is” is not a magical phrase that makes the home inspection disappear. The buyer will likely still inspect the property, and the inspector will likely find issues. The buyer can still ask questions. They can also still decide the home is not the right fit and walk away. Refusing to discuss an issue that comes up during inspections, will likely not work out as you hoped.

4. “I’ll wait for a better offer.”

Good luck. As you wait, your listing gets older, the showings slow down, new homes come on the market and your next offer, which comes months later, is lower and needs more concessions and has enough contingencies to require a passing out of antacids for all.

5. “I’m not reducing the price.”

Your choice. However, the market does not respond well to ultimatums. If you are getting showings but buyers are finding something they like better, every time, it may need a small adjustment. Reducing the price $5000 at the beginning is better than waiting several months and getting $30,000 less.

6. “They can take it or leave it.”

Ugh. Another ultimatum. Drawing a hard line doesn’t force buyers to accept the terms. More likely, it will sway them to leave it. That doesn’t mean you should cave to everything they ask, it just means both parties may have to budge a little. Make it a win/win.

7. “I don’t need to sell.”

Then why are we? If we are simply testing the market, at least take the feedback and learn from it. The feedback is generally consistent. Is there a smell? Is the price too high for the condition? Even if you decide to take the home off the market and wait, those same issues will haunt you the next time around. Fix them.

That’s it. Every seller wants the most money possible. As a Realtor, I want that for you as well. It is my job. However, we also have the inside scoop to what buyers are thinking as well. It helps to know so we can properly advise. Perhaps the FCC caved, but the real estate industry will not.

Jen Fischer is an associate broker and Realtor. She can be reached at 801-645-2134 or jen@jen-fischer.com.