No Urgency

A husband and wife are on vacation, the husband says to the wife, “Hey, what do you think about maybe making an on offer on that home we saw three months ago?” The wife says, “Yeah, I kinda liked it. Let’s call our realtor and take another look when we get back home.”

The nice couple gets back home, takes another look at the home for sale and decides to wait until spring before they make a move and buy a new home.

This scenario is being played out day after day, all over the country, and all over Colorado. I call it “people who decided not to decide.” You see in today’s environment that there are people who want to buy and can buy, but they are paralyzed by indecision and fear. Mostly, fear of the unknown. “Did they buy too soon, did they pay too much, did they get a good deal, was there a better home for less money on the market, and will the value of the home drop after they buy it?” Sometimes, when buyers get out of my car and get into their car, you can almost hear the sigh of relief. It’s as if the husband looks at the wife and she leans over to say, “Thank god we didn’t have to make a decision today.” This begs the question, “Why are they looking in the first place if they don’t want to make a decision?” The answer circles back around to fear. They’re afraid that they’ll miss out, miss the bottom of the market, and miss out on an opportunity.

As a realtor, I understand their strategy of not making a decision. In most cases, their reasoning is sound. Let’s use the luxury market as an example. There is a lot of inventory on the market, they looked at that home three months ago and it’s still on the market. Chances are, next spring that home will continue to be on the market so in their world, there is absolutely no reason to rush, to be in a hurry, and make an offer. In other words, there is no reason for urgency.

NO REASON FOR URGENCY. Those four words sum up the majority of the housing problems. How do you create urgency in a market that has no urgency? My business partners and I are working on a few different business models to solve just this problem, but rest assured that until you solve it, we’ll keep reliving the same story of the nice couple who want to wait for another day to buy a home.

Dan Polimino is a Realtor with Fuller Sotheby’s International Realty. He can be reached at DPolimino@fullerproperties.com and www.coloradodreamhouse.com/denverpost