Remember what people say about something that sounds too good to be true.
We all want to make a good impression. That’s normal. But push it too far, and it starts working against you.
Think about it: whenever you meet someone who seems a little too polished, too smooth, or too good at talking, it sets off alarms. You might not know why, but something feels off.
Same thing happens with salespeople. Picture test-driving a car.
The salesman’s in the passenger seat pointing out every “amazing” feature. No matter what the car does or doesn’t have, he claims it’s exactly what everyone wants.
He won’t mention any downsides—and if he does, he’ll spin them into “hidden benefits.”
It doesn’t work. You know he’s lying. Even if you’ve done zero research, you can feel it.
When it comes to dealing with people, you usually get the best results when you let the other person feel like the more important one. A little more “okay.” Where they feel like they measure up, like you’re not looking down on them.
Same idea applies when you’re selling land. No matter how perfect you think your property is, there’s always a little “hair” somewhere. Something minor at least.
It doesn’t pay to work with someone who hides those things or glosses them over. If your buyer—or their agent—has any sophistication at all, they’re going to find whatever’s there during due diligence.
And when they do, even if it isn’t a deal-breaker, you’ve planted doubt. Now they’re wondering what else you’ve hidden, and that doubt can cost you the sale.
And that’s the best-case scenario.
Worst case, they don’t catch it before closing. Later, they find out. And if it’s something you should have disclosed, you’ve opened yourself up to a lawsuit. Maybe it never comes up. But you’ll always be worried it could.
That’s no way to live.
Much better to just be honest. That doesn’t mean you lead with every single flaw or put the baggage on the table first thing. Sometimes that’s the right move, but most of the time it just means doing things the right way and being transparent.
I’m not perfect. I don’t drive an expensive car or wear designer clothes. If we meet, you’ll see that right away. But you’ll also see that I do my best, I’m real, and I tell you the truth. I expect the same from you. And I listen—even if your answer’s “no.”
Actually, no is better most of the time.
I try to be the kind of person I’d want to work with. I think you’ll like that approach too.
There’s never a perfect time to act in real estate, but is there ever a bad time to understand what’s really happening in the market?
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