Three ways to decrease stress when selling your home

Updated: Jun 4, 2020

Real estate can be stressful! Tanner Vivian gives us three simple tips for keeping your stress at minimum throughout the process of selling your home.




Josh:

Hey everybody, welcome back to another episode. Man, I am super pumped. Tan Man, Tanner Vivian, you guys, agent with Coldwell Banker, the legacy group, Tanner, it so good to have you on the podcast brother. How you doing?


Tanner Vivian:

I'm good. Thanks for having me. Yeah, I'm pretty excited.


Josh:

Yeah, dude, I got you in the podcast room. I know we did a video with you and that was awesome. But now I've got you with the headphones on in front of a microphone so dude, welcome to the show, brother.


Tanner Vivian:

Yeah, thanks. I appreciate it. I'm a little nervous. Like you said, it might be my first one but it'll be good.


Josh:

Hey, the first of many, man. We're just going to break you in right here. Hey, dude, the reason why, honestly I will tell you this, the honest truth, the reason why you're on this show is because out of everybody that we thought of, there's nobody that I can think of that make the buying and selling of property less stressful. You just have this zen, I don't know what it is, dude, you just naturally are so good at this. I want to talk really about three ways that you can decrease the stress while selling a home. And it's funny because I don't think selling is stressful at all, right?


Tanner Vivian:

Yeah, sure.


Josh:

Yeah, sure, yeah. Even when I say it's stressful, Tanner is like, "No, bro. It's not. I totally got this under control." All right, so it is stressful as crap. We know this. But you have a way to avoid that with people. Tell us what is your first one? The thing that you said is, "Dude, you've got to find the right agent. The one that you trust." Why is that important, bro?


Tanner Vivian:

Yeah. Just like you said, I mean, it is one of the biggest purchases of someone's life and when they go to sell that, it's probably the biggest sale and they're going to buy another. So when you're choosing that agent, do you connect? I mean, that's probably one of the biggest parts is a relationship from the beginning because you're going to be spending a lot of time with this person and they might get sick of you and you're doing probably one, maybe two, three touches with them a day unless it's with your text, email. Again-


Josh:

At least you're hoping for, right? You're hoping that your agent on the other end is communicating with you a lot so you better like them, is that what you're trying to say?


Tanner Vivian:

Absolutely, yeah. They might hear from you for 90 days potentially. So it could be a lot.


Josh:

What else when it comes to somebody that you trust? How do you decipher that, I guess? Because trust is kind of nebulous word where you're like, "Well, yeah I trust a lot of people but do I trust them to sell one of my largest assets?"


Tanner Vivian:

Sure. And the one thing for me is, in the beginning I'm building this relationship, building the trust, I always try to find out what's their goals. I think that's the biggest thing is when I went to a listing appointment once and asked them, "What's your guy's goal?" "Well we don't know." So that became a thing that I build trust in a relationship as when are you looking to move, where are you looking to move, your timeframes, just so you can build a better connection and hopefully get their goals met.


Josh:

One of these that I like about, even right now, you can hear I'm already getting excited, you're just really calm, dude. I swear if you weren't selling real estate, you could be a heart surgeon, man. You're just so calm throughout this whole thing which leads me to the next one is like you have to remove the emotion when it comes to choosing and agent that you want to represent you.


Tanner Vivian:

Yeah, absolutely. And I think that's a hard one for a lot of people because you do get wrapped up in emotion, your house. You might have had your first couple kids at your house, you raised your family in your house. But getting someone to take the emotions out of it, it can be difficult sometimes. Everyone's got to remember it is a business deal. I'm going to relate this a lot to the commercial market is when you're working with the commercial guys, either the numbers work or they don't work. They're not going to overpay for something because they can see their company in that building the same as I don't think someone's going to overpay for your house because they can see that their kids were playing in the back yard or their family in that house. So trying to keep it as a business deal as possible and just taking the emotion out of the whole thing.


Josh:

Right. Yeah, and I think, once again, if you can... hopefully you're interviewing multiple people. Everybody knows somebody in real estate, right? And more than likely, they're an aunt or an uncle or a cousin or a friend. And so one of the things I think you said is I think it's so important to take that emotion out of it because just because you happen to know them doesn't mean they're the best person for you, right? And so I think what you're just adding in there is like, "Listen, you have to make sure that you're getting the best person for you. Not you for the best person."


Tanner Vivian:

Absolutely. And you've got to remember also, they can't take it personal. You're going to see low ball offers, you're going to see some inspection requests that you're not going to like but you can't take it personally. When it comes down to it, it is a deal.


Josh:

I love it, man. Hey so the last one here is decreasing the stress. One of the things you can do is the art and understanding the art of negotiating. Seriously, we know that there's classes upon classes, books upon books, talking about the art of negotiation. That was a key point for you. Let's dive into that a little bit more. Tell me why that was so important for you?


Tanner Vivian:

Yeah, I think when it comes to negotiation, you're going to get negotiation from both sides. You deal with a lot of people on the selling side that they're going to want their price that you list that. And negotiating with your seller at that point, saying "Of course we're going to try to get your list price. But with us, there's a 98% list to sell ratio. So you've got to be willing to negotiate at least that little bit knowing the stats there."


Tanner Vivian:

Also when it comes with the buyer when they're bringing the offer, it's not going to be maybe the best offer right away. And that's where negotiation has to be that two way street to make both parties seem like they're winning.


Josh:

Yeah. And I think right there too is an example of why you actually don't have the emotions in it because how many times has that happened, right? The buyer presents an offer to you and you're representing the seller, it's a low ball offer, let's say. And the seller is pissed off and they're like, "Just reject it." And you're like, "Whoa, no. They put pen to paper. Let's negotiate through this." You can't do that if you're emotional.


Tanner Vivian:

Absolutely. That's where you can't take it personal, you've got to get the emotions out of it and try to make it as a business deal, make the numbers work for yourself.


Josh:

Right. Well I think one of the things you do so well, Tanner, honestly, is you help take the emotion out of it. I can't tell you, you guys that are listening, how many times Tanner has been in negotiations where you've got two very volatile people, buyers and sellers on both sides, both of them really drawing the line in the sand and both of the really wanting to make a point, especially when it comes to like in commercial you can get those, right? You get a lot of egos involved in it that just want to prove that they're right. And you do a fantastic job of really bringing them together so that both parties, at the end of the day, feel like they still won.


Tanner Vivian:

And that's the biggest part is making your client feel like they are winning. I'm going to go back to exactly it, if the numbers work, they're going to work. And it's going to be hard to sometimes get those people if they don't like that number and they don't want to work a little bit, it's hard.


Josh:

Yes, that's exactly right. Well guys, hey listen, I know this is kind of quick and to the point but that's kind of how Tanner rolls. And I'm not going to lie to you guys. Listen, honestly, if you're just listening to this man, I really hope if you're interviewing people, understand that these are the questions you should be asking their agent if they haven't brought this up to you. And as always, if you guys are looking for somebody that's going to negotiate for you, that's going to care for you, that's going to take the emotion out of it and do what's best for you, give Tanner a call here at Coldwell Banker. I mean, this guy is a rockstar within our company here and he has served and he's helped so many people. Hats off to you, buddy. Thanks so much for dropping some truth here today. We really appreciate all you're doing and I know that the people that are listening to this, they walked away with some great value, buddy.


Tanner Vivian:

Yes, thanks so much. Thanks for having me.






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