By James Hoffman
Selling a home is a significant financial transaction that requires careful communication. The wrong words can deter buyers or reduce your home’s value. Knowing what not to say can help you avoid turning off potential buyers before they even step inside.
After 35 years as a Greenwich broker, I’ve seen how certain phrases can cost sellers a sale or lower their home’s price. Here are key phrases to avoid when listing or discussing your home with buyers.
“We’re Flexible on the Price”
Telling buyers you’re flexible on price can backfire. It signals desperation and encourages low offers. Buyers may assume there’s significant room for negotiation, leading to prolonged discussions and less favorable terms.
What to say instead: “We are considering all reasonable offers.”
Set a fair price based on market conditions and recent comparable sales. Your broker should handle all pricing discussions strategically.
“The Neighborhood is Okay”
This implies the neighborhood is less than desirable. Buyers consider the community as much as the home itself, and a lukewarm description can raise doubts.
What to highlight instead: Mention local amenities such as Tod’s Point, Binney Park, Bruce Park, Cos Cob Park, top-rated schools, and community events like the Old Greenwich Memorial Day Parade. Emphasizing positives helps sell your home faster.
“We’re in a Hurry to Sell”
Expressing urgency weakens your negotiation position. Buyers may assume you’re desperate and make lower offers.
Frankly, in today’s market, homes in Riverside and Greenwich are selling quickly at strong prices due to low inventory. Interest rates could shift this dynamic, but for now, urgency isn’t necessary to convey. Best practice: Keep personal motivations—such as a job transfer or divorce—private. Buyers should focus on the home itself, not your circumstances.
Avoid Personal Stories
While sharing memories might seem like a way to connect, it can make buyers feel like intruders rather than future homeowners. They need to envision their own life in the space, not step into someone else’s past.
A successful sale depends on creating a comfortable, professional relationship between buyer and seller. Both share the same goal—a smooth and successful transaction. By keeping discussions focused on the home’s strengths and value, you’ll attract serious buyers and maximize your sale price.
JB Hoffman is the Managing Broker for Greenwich Connecticut Properties and is Licensed in CT, NY, FL He may be reached at 203-273-1759 or jbhoffman48@gmail.com.
