You might be surprised at the top reasons homebuyers won’t offer on a home. The scariest part is sometimes before they’ve even stepped inside!

A recent Leger survey asked over 1,500 Canadian buyers and sellers what would make them pass on a property. The results reveal dealbreakers that could cost London home sellers showings, offers, and ultimately, their sale price.

Nine Buyer Turn-Offs: Reasons Home Buyers Won’t Offer

• Neighbouring homes in poor condition — 51% said this would kill a deal instantly.

• Lack of curb appeal — 41% won’t even get out of the car.

• Room sizes are smaller than in photos — 40% feel misled.

• Too much competition — 36% get discouraged and walk away.

• Proximity to bars, restaurants, or stores — 28% see this as a negative.

• Cluttered or untidy during showings — 27% can’t picture themselves living there.

• Unhelpful real estate agents — 18% leave with a sour taste.

• Sellers present during showings — 11% feel uncomfortable.

The Silent Killer: Unfinished Projects
Nothing screams “neglect” like half-painted walls, uninstalled trim, or incomplete flooring. Buyers don’t just see the unfinished work — they see future headaches and extra costs. Before you list, wrap up every project, even the small ones.

 Homebuyers have many things on their minds, whether it's financing or finding the right place. Anything else that frustrates homebuyers will not help you sell. They do not need more reasons not to make an offer.

Why This Matters for Sellers
In today’s competitive London, Ontario real estate market, buyers have options. If your property raises even one red flag, they’ll move on to the next home. But with the proper preparation and marketing, you can position your home as the one they want.

Now, If None of The Above Are The Reason, Then Why No Offers?

The Brutal Truth? Price!

Price is not a dirty five-letter word; sold is one of the best four-letter words in the realm of real estate.

 London and Area Home Sellers: You Only Have 3 Pricing Strategies — Which One Are You Choosing?

What’s the #1 thing that makes buyers walk away from a London home?
(Hint: it may not be price.)

Let’s make sure YOUR home isn’t guilty.

When considering selling a condo in London, Ontario, in addition to the price and the Realtor you select to represent you, contact your condo corporation before listing it on the MLS.

99% of the time, when you and the buyer agree on the price, there will be a conditional clause that states that the buyer’s lawyer will have 7-10 days to review the status certificate provided by the condo management company.

The buyer’s lawyer is reviewing the corporation's financial status to determine whether there are any unpaid condo fees or assessments from you, and whether there are any infractions, such as a missing screen or an unauthorized addition, such as a deck, satellite dish, etc.

What is a status certificate?

You would be surprised at the number of hasty remedies and discussions that occur if a lawyer finds out some things that you were not aware of. To ensure a smooth sale, take the time and effort to identify any potential issues that could impact the final sale of your condo, whether it’s an apartment, townhouse, or other property in London, Ontario.

Be proactive, you may be glad you did!

To ensure a smoother process, we do this every day and have systems in place to prevent unforeseen issues.

Find out what a buyer would pay for your condo in this market

Here’s an informative London home seller’s guide to help you increase your home’s value and avoid costly repair scams when getting estimates and quotes, or doing some of the touch-ups yourself!

Each year, hundreds of homeowners unnecessarily lose thousands of dollars when selling their homes in London, Ontario, and the surrounding area.  But they don’t lose the money for reasons you might think. They lose money because they unknowingly left it on the table for the buyer to pocket by failing to recognize their home’s hidden profit potential.

Discover the untapped potential of your home’s value. Unbeknownst to many homeowners, minor, affordable repairs to their existing homes can yield significant returns, often exceeding their initial cost.  However, not all repairs are equal; some can incur substantial costs. Understanding which repairs and improvements are worth your investment is key.

Those hidden profits exist in two areas. 

First, some homeowners may not realize that even minor, inexpensive repairs to their existing home can generate many times their cost in additional home value.  However, other repairs and improvements can be costly.  Knowing which repairs and improvements to invest in and which ones to leave alone is critical.

Second, when many savvy homeowners decide to make profitable repairs before selling, they expose themselves to potentially deceptive contractor practices, which can drive up repair costs.

It’s easy to see how you might become overwhelmed by the entire process, from not knowing which repairs will maximize profit to navigating the world of contractor schemes.  But don’t despair.

That’s Why I Created This Helpful Report

Below, I will reveal precisely what areas make sense to fix and what areas to leave alone, and not use “uninformed opinions” but real-world facts.  Then, I will give you a “behind-the-scenes tour” of the games some contractors play when fixing your home (by the way, not all contractors are sinister – I know many with stellar reputations).

This way, you’ll be armed to the teeth with knowledge and strategies to stay one step ahead of the game and maximize the value of your home when you sell.

How to Select Home Improvements That Pay Dividends

Generally speaking, there are two primary approaches to home improvements.  You’ll either splurge on your home because it’s your palace and you want a beautiful place to live, or you’ll take a more logical, pragmatic approach designed to increase your home’s value.

The problem is, you’ll never achieve both.   Many homeowners expose themselves to the problems they try to avoid in home fix-ups.

Take Carol and Tom Jenkins, who purchased a home for $690,000 a few years ago. Since then, they’ve spent over $70,000 fixing it up and making it the “perfect” place to live. A few months ago, they listed the home for sale at $835,000. The best offer they received was only $799,000.

Their mistake?  Spending money on amenities and features that were ancillary to the home’s value.

Just because you spend x on fixing up your home doesn’t mean you’ll recoup it when you sell.  It doesn’t automatically increase your home’s worth by x amount.  That’s precisely why you need to know which fix-ups pay off big and which ones will potentially cost you thousands of dollars.

Let’s review the most common areas of renovation.

Painting Your Home

Painting 90% of the time is a good investment

Time and again, painting is one of the most basic yet profitable home fix-ups.  There’s virtually nothing a coat of paint won’t fix, especially if you plan to sell your home within a few years.

On average, professionally painting the home’s exterior costs $8,250 and recovers nearly 100% of the cost.  But that’s not the good part of the painting.

Studies also show that painting significantly reduces the time to sell.  Reducing time to market means saving thousands in interest, taxes, and other overhead costs associated with maintaining your home and mortgage during the “for sale” period.

Rather than spending money on your home’s less visible “infrastructure” issues, you’re frequently better off fixing the cracked front steps and painting the entry and front door.

Kitchen Fix-Ups

Here’s an area that can mean serious profit when selling your home.  Even minor, fundamental improvements to your kitchen can pay big dividends.  For most buyers, the kitchen is the heart of the house.  And that means it has the most significant profit potential.  Here are a few suggestions for improving your kitchen without investing tens of thousands in remodelling costs.

In the short term, consider changing floors, cabinets, and fixtures.  Consider sanding, staining, or painting dingy-looking cabinets to give them a fresh look.  Replacing old cabinet hardware (a low-cost improvement) can make a massive difference in appearance.

Examine your countertops and other visually appealing surface areas.  Also, look at the kitchen sink and fixtures.  Replacing them with contemporary fixtures and a new sink can improve aesthetics and reduce hard-dollar costs if they’re old and worn. In some cases, spending $6,000 on a cosmetically outdated kitchen can add as much as $15,000 in extra value to the home.

Adding New Space

Generally, improvements that increase the home’s functional space are good profit centers.  For example, one homeowner had a storage area accessed outside and bordered by the laundry room.  The homeowner removed the laundry room wall to the storage area, eliminated the exterior door to the storage area, and added more than 100 square feet of storage and usable space, now accessible from the inside rather than the outside.

The repair, which cost only about $3,000, increased the home value an estimated four times the cost to perform.

Converting an attic into a bedroom suite can instantly transform your four-bedroom home into a five-bedroom home and significantly increase its value.  Waterproofing and improving a basement for additional storage (a job that costs about $5,000) can recoup well over its cost once the house goes on the market.

Look around your home for areas that can be easily expanded, refurbished, or functionally added to increase the number of bedrooms, bathrooms, or usable square footage. You’ve found a significant profit center.

Enclosed are Decks and Patios

Most exterior improvements don’t deliver strong returns, but here’s a great way to increase your home's overall square footage and value.  Consider installing a deck or enclosed patio.

This not only enhances your home's aesthetics but also its usability.

Decks and patios can range in cost between $6,000 and over $15,000, and, in most cases, recoup at least 90% of their price in extra home value – especially if you’ll be living in the home for a few years.

Adding an Extra Bathroom

According to Remodelling Magazine, adding an extra bathroom will typically pay for itself.  The average cost of a bathroom addition is approximately $26,000, including all the trimmings – a marble vanity top, sink, ceramic bathtub and commode, and a custom tiled shower.

Here’s another profit pointer: a second bath adds more value to a home than a third bath.  When adding baths, consider using skylights, windows, and other methods to bring in natural light.

Here are a few areas to avoid.

Replacing Windows and Doors

Even replacing windows and doors with energy-efficient models is generally a bad idea.  Investments in windows and doors typically return only 36% to 53% of their cost, while $1,280 in caulking and insulation can yield over 71%.

However, if your windows are old and leaking, you should replace them.  Consider using standard-size windows rather than custom-cut models.  The savings on your utility bill might cover them alone.  The minute you get into customizing windows with fancy shapes, bays and bows you can’t see from the street, you’re throwing your money down the drain.

Swimming Pools

Swimming pools have different value levels depending on the region where they’re located.  Warmer climates tend to prioritize pools because they can be used more days per year.

However, in either case, there is generally little resale value.  Pools turn off more buyers than they attract because they require expensive, time-consuming upkeep.  Running a close second is the fear of liability from having a pool.  Pool accidents can quickly lead to a negligence lawsuit.

The verdict?  Be very careful before you go spending money on a new pool.

Gardens, Walls, and Fences

Fancy gardens and extensive landscaping are generally among the biggest losers.  The same applies to large walls and elaborate fences.  Homeowners can spend tens of thousands on beautifying their home's grounds but rarely recoup their investment.  Why?

Unless you’ve a horticultural buyer looking at your home, most buyers consider the time and money required to maintain lavish landscaping.  However, that’s not to say that your home shouldn’t have lovely grounds.  The same situation can work against you if your home is perceived as the “weak link” of the neighbourhood because of its landscaping.

The key is to design your landscaping in harmony with the surrounding homes.  If that requires spending a little money, so be it.  But don’t expect to get it out at the sale price.

Functional and Structural Improvements

Here’s a sad paradox: Many of the improvements that offer the most outstanding value to you as a homeowner often deliver the lowest resale value.  And usually, those improvements are functional or structural.

For example, installing a new plumbing system will make your home more comfortable. Still, they’ll fail to recoup their costs in added home value unless you live there for some time.

Unfortunately, when certain functional items fail, you have no choice but to fix them.  This includes water heaters, HVAC systems, plumbing, and foundation issues.  However, be cautious about where you spend your hard-earned dollars.  As the saying goes, “If it ain’t broke, don’t fix it.”

How to Avoid Home Repair Rip-Offs

By now, you’ve probably identified several areas you could improve in your home and start reaping extra dollars in value.  But there’s still another hurdle to overcome.  And it’s an important one.

Thousands of consumers report home repair scams to the Better Business Bureau each year.  Home repairs are second only to car repairs on the “rip-off” list.

Here’s the inside story on the most common games played, plus several tips to help you avoid becoming another contractor victim.

Selecting Painters

The key to a great paint job isn’t necessarily in the painting but in the prep work.  And this is the area where you will either get “taken” or get a great job.  If you own a two- or three-story home, it isn’t easy to ensure every inch has been adequately scraped, sanded, patched, and primed when climbing up a ladder.

However, taking the time and effort may pay off with big dividends.   Here are a few tips to make sure you’re getting your money’s worth out of your painter:

1. Verify that all priming and preparation have been done. Ask your painter to use a primer paint colour that differs from the current or finish paint colour.  For example, if your existing colour is white, ask them to use a light-gray primer.

2. Get a detailed on-site estimate to avoid unpleasant surprises. You don’t need to go through three estimates for the same job.  Just get two estimates if they’re in the same ballpark.  But ensure they’re detailed so you know what you’re paying for.

3. Don’t scrimp on paint. Use high-quality paint, even if you can only afford a single coat. But don’t buy the top-of-the-line, either.  Your best bet?  Select a colour that’s one step down from the top-of-the-line premium paint.

4. Remember that painters do better on paint prices than you will. Frequently referred to as a “contractor price,” your painter can, for example, buy paint at $62 a gallon and resell it to you for $75.  Even with the markup, it’s still a better deal than buying it at the $85 retail price.   Make sure to ask your painter how their paint pricing works.

5. When evaluating exterior painters, ask for addresses of homes they painted about five years ago. Then look at them.  A good paint job should last about seven years.  At five years, you’ll see just the beginning of paint wear around the eaves and gutters.

6. Remember, no matter how much you haggle with potential contractors to lower their bids, they still need to make a living. You can push too hard.  If you pressure painters to accept lower prices, it only means they have to find cheaper labour to do the job.  And affordable labour means a shoddy job.  Either way, you generally get what you pay for.

Selecting Plumbers

Here’s the “inside scoop” on plumbers: you won’t pay much for the “parts” they use; they make their money on labour and “mobilization charges.”  Frequently, plumbers charge a minimum of one hour, regardless of the actual time spent on the work.

If you’re paying a plumber a minimum fee to show up anyway, why not ask them to handle other plumbing work, such as fixing disposals, pool or lawn sprinklers, leaky faucets, or washers that need replacing?  Use up the minimum he will charge you for fix-up projects.

Plumbing problems are challenging to estimate.  To help you in the process, here are several tips to consider:

1. Explain your job or problem over the phone, then ask how they will address it, what the cost will be, and when the work will start and be completed. And here’s an important tip: if you live in an affluent neighbourhood, do not give your phone number or address until after you’ve been quoted a price.  Some plumbers pay 50% more when they learn you live in an affluent neighbourhood.

2. If a highly recommended plumber has no idea of the job’s cost, negotiate a flat rate to inspect the issue and provide a quality bid.

3. When dealing with tradespeople who charge by the hour, ask if travel time is also included on the clock.

4. Check for shoddy work or tactics your plumber may use to boost their profit margins at your expense. For example, some use a ½-inch pipe instead of a ¾-inch pipe, which may prevent your toilet from flushing correctly in bathrooms with a shower.  Alternatively, if a plumber uses L- or K-grade copper piping, you can expect a life expectancy of 5 to 10 years, compared with M-grade piping, which typically lasts 15 to 20 years.  And some plumbers use plastic pipe, which is inexpensive but noisier and less durable than metal.  Ask your plumber what he’s using before he starts his work.

5. If you suspect your plumber is overcharging you for materials, visit Home Depot or a plumbing supply house and obtain a price quote for the same materials. You can still check the price tags even if they don’t sell directly to consumers.

Selecting Electricians

Electricians receive the fewest consumer complaints, likely because they must adhere to the most stringent national standards.  Before hiring an electrician, make sure they are licensed.

You should also check (along with all tradesmen you consider) that:  1) he’s licensed and insured; 2) he has no complaints with the Better Business Bureau in your area; 3) he’s driving a truck or van with a painted-on sign and logo; and 4) he’s willing to write you an estimate on his own printed invoice, which should reveal a street address rather than a post office box.

However, electricians can easily take advantage of you on parts.  A cheap electrical switch costs your electrician 99 cents compared to $4 for a longer-lasting one.  When obtaining parts from your electrician, ensure he uses “specification grade or better” products – a standard set by the CSA.

Selecting Roofers

Better Business Bureaus have their files stuffed with stories of roofers who ripped off consumers and skipped town.

If you’ve got a leaky roof, chances are it’s a flashing problem.  This is the material, typically made of copper, galvanized steel, or aluminum, that connects your roof to the chimney with a black, sticky substance called asphalt cement.  If you need flashing fixed, plan to spend about $30 to $50 per hour to set it correctly.

Be wary of the roofer who gazes at your roof and announces, “Your roof is 15 years old, and it’s gonna leak soon if you don’t replace those shingles.”  The only way to determine whether you need a new roof is to get up there and inspect it.  Worn-out shingles, which have lost their oil and thus water repellency, look brittle, curl up at the edges, and often crumble into powder when broken.

A new asphalt shingle roof is typically costed out per “square” (a roofer’s square is 100 square feet), depending on the quality of the shingles and the slope of your roof.  A shingle roof should last 15 to 20 years.

If you plan to move out of your home soon, you might want to consider a “second coat” of shingles.  This will eliminate the need to strip off the first layer, saving you approximately 20% in labour costs.

Selecting HVAC Specialists  

The most common scams involving HVAC (an acronym for “Heating, Ventilation, Air Conditioning, and Cooling”) include substituting used parts for new ones and replacing components that don’t need replacing.

The solution?  Always ask to see the old or broken parts before they’re replaced, and examine the packaging and documentation of any new features used.

And here’s another tip: have any HVAC repairs performed during the off-season.  Air conditioning and heating work is up to 10% less expensive during the off-season.

Also, avoid extended payment plans.  There’s no free lunch, and it’s assumed you’re paying for the costs of money somewhere in the job.   If you purchase a service contract, ensure your contractor details everything that will be performed under the agreement and that they have up-to-date equipment to complete the job.

And if you need to replace an air conditioner or furnace, eliminate the bidder who estimates the job off the cuff without measuring your windows, asking about the type of insulation you have, and considering the direction your home faces.

Should You Get A Written Contract?

Written agreements help ensure a tradesperson keeps their word, provided they’re detailed enough.  However, a piece of paper doesn’t protect you from being taken advantage of.

If you get “duped” by a licensed contractor, you can complain directly to your local Better Business Bureau or other local agencies and request a hearing or arbitration.  Suppose you’re dealing with an unlicensed tradesperson. In that case, your regional Better Business Bureau may help arbitrate the situation, but if the contract was large enough, you might be forced into the courts for satisfaction.

Whether or not you receive a contract, ensure that after work, you receive a written statement stating that all work performed has been paid in full.  Or, better yet, when you submit your final payment, write that statement yourself and ask the tradesman to sign it.

Get Expert Advice and “Hand-Holding” Guidance In Getting the Most Value Out Of Your Home

Have you ever wondered what a savvy home buyer is? Or is not? I may ruffle a few feathers here, warning those who like to pooh-pooh on everything.

You Don’t Know Everything!

Wise, savvy buyers know what they don’t know. They will then expend the energy to learn or get factual, qualified advice from those who do know. Notice I did not say get an opinion? You can ask 50 people for their opinion, read 50 articles, or view 50 social media feeds; cumulatively, you will most likely get 150 opinions!

Be Real—This Market Isn’t Hard

David Greenspan wrote, “It’s hard because too many people are operating with false expectations, and not enough honest conversations are happening to fix it. Buyers are chasing homes they can’t afford, and sellers are living in the past, stuck on 2021 prices.” 

Trying To Time The Market.

Timing the real estate market to sell or buy a house or a condo is a guessing game. If anyone tells you otherwise, run.

The market doesn’t care when we want to sell or buy, which is why so many quality and well-located homes end up on the market longer, or, heaven forbid, unsold! I learned a long time ago that there are things I can control and cannot, and the market is not in your or my control. You are the market.

Not Understanding The Process

Winging it will cost you. Buying and selling real estate is a process, not an event. Yes, it can be exciting, fearful, dreadful, hopeful, exhilarating, greedy, bountiful, forgiving, and scary simultaneously. Ok, I’m exaggerating. All within 24 hours! Or two weeks, or for an extended period.

Be aware that Realtors have a mandated process for handling purchase and sale transactions, timelines, and a fiduciary duty to their clients. Your lender, lawyer, home inspector, or condo management company also has a mandated process for handling a purchase and sale.

Meet with all who may be involved BEFORE you start looking at properties. If you do that, I guarantee you will be a savvy homebuyer with a significant advantage over other buyers.

We can all experience temporary amnesia; try not to when buying a property!

Be Boring

Yes, speaking with professionals takes time and is not as much fun as driving around looking at properties. Boring is similar to the story of the turtle and the hare. The turtle’s pace is slow, tedious, and plodding; however, the price is right.

Your time and effort will be rewarded exponentially, in proportion to how long it takes you to understand the process. Spend the time now and be rewarded later. Boring, I know, it’s your choice.

When you feel the timing is right to start the buying process, you’ll likely view several homes on the market that match your criteria. Below are the usual run-of-the-mill ideas.

Bring a notepad. Take notes on the home’s characteristics and your impressions. Can you imagine yourself happily relaxing in this place or entertaining family and friends?

Bring a measuring tape. Do you know if the furniture you plan to bring fits? Exercise equipment or a couch? Will any windows, appliances, or flooring need to be replaced soon?

Check out the area. Do other homeowners take good care of their properties? This shows pride in ownership. What is the noise level? Is there a playground or another area feature nearby?

Make a list of compromises. For example, is the kitchen acceptable or a deal-breaker? Two bathrooms instead of three, and if so, can you live with that? Four bedrooms instead of three? Garage/ no garage?

Make a list of likes/dislikes. What features does the home have that are not necessary but would be desirable? For example: a dining room, a fenced backyard, sun exposure, or shade?

Remember your budget. Is the price within your range and allows some wiggle room for updates or repairs? The savvier you are when viewing properties on the market, the more likely you will be to find the right home for you.
More Prudent Buyer Tips.

The London home seller formula has four ingredients. Like baking a cake, if you leave out one or disregard it, you will not meet your expectations!

Excited that we sold your home is good, leave some energy to start packing!

In selling hundreds of homes in the London, Ontario area, these four core ingredients make up the London home seller formula. Yes, you can add a dash of this to match your taste, but you will still want these four to be the main content.

Location

The pricing should reflect the location.  Enough said.

Condition

The pricing should accurately reflect the condition, both inside and out. 

The Market

The market is shaped by interest rates, mortgage availability, competition, and the public’s perception of the overall economy. If you must sell, price and condition will help. If you are fishing for a price, you may not have enough compelling bait.

 Price

 Price is the #1 most important factor in selling a home. The consequences of making the wrong decision can be painful. If you price your home too low, you will give away thousands of dollars that could have been in your pocket. If you price it too high, your home will sit unsold for quite a while, developing the reputation of a problem property (everyone will think there is something wrong with ii)

• What you pay for your property does not affect its value.

• The amount of money you need to get from selling your property does not affect its value.

• What you think it should be worth does not affect value.

• What another real estate agent says your property is worth does not affect its value.

• What your uncle, your hairdresser, your parents, or your children say it is worth ( even though they have your best interests) does not affect its value.

• An appraisal does not always reflect your property's open-market value.

The value of your property is determined by what a ready, willing, and able buyer will pay in the open market, based on recent closed sales of comparable properties.

A Home Seller’s Guide With Hundreds of Tips, Ideas and Solutions To Sell Your Home or Condo & Start Packing!

What are free home valuations worth, and why are they offered? Almost every Realtor includes “Free Home Valuations” in their messages; all you have to do is click. They will gladly prance and parade to your residence with the primary purpose of hoping that you will sell your home with them.

In my experience, 50% of those valuations are in the ballpark. The remainder tell people what they want to hear or are afraid to tell the truth because they do not want to upset a potential seller. They gather all the glamour B.S. and dump it on you to impress you. Or try to!

Wanting you to like them.

You don’t have to like a heart surgeon if you’re having heart problems. You don’t have to like a paramedic if you’re in an accident. I know I want professionalism and to be cared for 100%, nothing less.

Free has no value; there will always be a price to pay, now or later. I don’t know who said this, but I love it: “Pay the price once and only cry once”!

What is a Comparable Market Analysis? (CMA)

My interpretation of a CMA is the following:

A Comparative Market Analysis (CMA) helps determine a property’s correct selling price. Ultimately, the best price the market will bear is the correct selling price.

A market analysis is divided into three categories:

1. Comparable homes that are currently for sale

2. Comparable homes that were recently sold

3. Comparable homes that failed to sell

By reviewing similar homes currently for sale, you can assess the alternatives a serious buyer has. You can also be sure that we are not underpricing your home.

Looking at similar homes sold in the past few months, you can see a clear picture of how the market has valued homes comparable to yours. You can also see how long these have been on the market. Homes that sell for the correct price sell the quickest.

Banks and other lending institutions also analyze these sales to determine how much they can lend to qualified buyers.

Looking at similar homes that failed to sell or had price reductions, you can avoid pricing at a level that wouldn’t attract buyers.

I ask you, now what do you think free home valuations are worth?

More Home Seller Ideas or Contradictions

It should not be a mystery of how to price a condo to sell in London, Ontario. It’s not what you think it is worth. It’s what a reasonable buyer will think your condo is worth and will pay.

You are correct in thinking, “If I left it to a buyer, they would pay me as little as possible”. True, they would. In the real world, every buyer knows you are not obligated to sell your condo at any price. To purchase your condo, the buyer must make you an offer you can’t or won’t refuse. One that will motivate you to pack, hire a local mover, wave goodbye, and sayonara.

Successful condo sellers understand that a Realtor’s responsibility is to provide marketing, expert advice, and negotiating services. Your Realtor does not own your property or make the final pricing decisions. You do, and ultimately, your asking price will determine how quickly and at what price it sells.

Focus on the Major Key Issues & Be Realistic

Common mistakes sellers (and some Realtors) make:

• Putting the property on the market at an unrealistic price and not pricing it on a comparative basis to similar properties. (Yes, your place may be different. Will buyers think so?

• They are unaware of whether it is a seller’s or buyer’s market.

• Not thinking that buyers aren’t comparing your place, on a dollar-for-dollar basis, with every other apartment or townhouse condo on the market.

Many sellers will argue that their condo has an insurance replacement, appraised, or tax-assessed value. Unless your insurance agent, banker, or tax assessor writes you a cheque, none of that matters.

A condo without a buyer has no value in the marketplace. Sure, it has value to you, and again, it might have value to your banker, insurance agent, Uncle Bob, hairdresser, friends at work, drinking buddies, bridge club or appraiser.

None of those are buyers!

Want Buyers?

Who would you want representing and protecting your interests, a transactional or transformational Realtor in London Ontario?

What is transactional? Transactional means there is an expectation that if one gives, one will receive.  In the real world, in it for the money, not you.

What does transformative mean? Causing or able to cause a significant and lasting change in someone or something. Merriam-Webster. In the real world, it's in it for you and when you are successful, you get rewarded.

Transactional

It’s like going to a doctor’s office and saying you are not feeling well. The Doctor goes to a shelf and gives you four different pill bottles and says, “Take these. These will help.” Also, drink lots of water, stand on one leg, and whistle Dixie. If you are not feeling better, make an appointment in a month or so! The Doctor made little effort to know about you, your concerns, fears, and history or to listen.

There is no difference with a Realtor who will tell you anything and show you anything to get you to buy or sell.

Transformational

The Realtor, who takes the time to understand your wants, needs, fears, goals, and concerns, will not tell you what you want to hear, but will walk you through the process and ensure he or she protects you and your family.

Who will have your best interests at heart and be there for you during the process and after you move in? You may be surprised at the questions you may have after a transaction closes. Or the names of some tradespeople.

How will you know if a transactional or transformational Realtor? Or Lawyer? Home inspector or mortgage lender? Listen to your gut. Feel it in your bones. Give yourself some credit; you can tell the difference in a heartbeat!

Real estate fence-sitting in Canada seems like a pastime for anyone thinking of buying or selling a home. Why? Is it a buyer’s market or a seller’s market? Are prices too high? Are they unaffordable? Interest rates going up or down?

If Numbers Do Not Lie, Is It How The Numbers Are Created or Interpreted That Is Wrong?

I talk to buyers and sellers, Realtors, and mortgage brokers daily about the London, Ontario real estate market. At the end of most conversations, I ask, “Where did you get this information from?”

Now, perceptions of reality come to the forefront, reminding me of a quote from Miles Kington: “knowledge is knowing that a tomato is a fruit. Wisdom is not putting it in a fruit salad.”

• Opinions are not facts.

• Biases are not facts.

• Are perceptions facts? Beliefs? Emotions? A gut feeling? Social media? Dreamers?

Where Do The Real Real Estate Facts Come From?

• In London Ontario, The London Ontario St. Thomas Association of Realtors (LSTAR).

• For Canada and all the Provinces: Canadian Real Estate Association (CREA).

• However, from the two above, the numbers are at least one to two weeks old and are history. What was, is, today?

• Your local Realtor, ONLY if he or she is in the market every day, talks to a minimum of 10 people a day about real estate and will tell you what is for sale today, what the prices are today, what sold today, and what did not.

Where Not To Base a Decision About Real Estate

• Social media.

• Your neighbours, your co-workers, your mechanic, your hairdresser, your pickleball friends or your golf friends.

• Economists.

• Provincial or Federal Government Forecasts.

• Bank of Canada Forecasts.

• Your financial advisor or pastor.

Now, you may think I am biased as I am a Realtor in London, Ontario. Nope, I am a realist. I know where most people get their advice, and when that advice is wrong, it is the real estate market’s or the Realtor’s fault.

In summary, real estate fence sitting could end up being a pain in the butt! Or not!

Have you considered who would buy your home in London, Ontario, if you were to sell? How could you attract the right buyer who would love your place and pay your desired price?

One of the biggest downfalls I see when selling a house or a condo in London, be it through a real estate brokerage or a For Sale by Owner (FSBO) company, is that most marketers & Realtors think that if they do the following:

• Put a for-sale sign up?

• Put it on MLS, Kijiji, or Facebook?

• Take pretty pictures (or doctor them)?

• Make up some fancy brochures?

• Maybe run an ad in a glossy magazine that is one month too late, a newspaper ad ( called tombstone ads for a reason), or a giant ad with the Realtor’s picture larger than the home?

• Do an Open House? (Less than 1% of houses sold are through an open house!)

  Who is going to buy your home? Marketing to that group, in other words, focusing on the type of buyer your home will attract, is beneficial and works!

Don’t Worry About How, It is Who!

  For example, if you have a four-bedroom, two-car-garage house near good schools, you would market it to families, not to empty nesters or singles. Or, if you have a one-floor, two-bedroom condo in an upscale London neighbourhood, you would not market it to a family of four!

   Focus, narrow down, focus, focus, & clarify!

  Most homebuyers view between 10 and 16 homes in London, Ontario. They are aware of comparable homes in your area. If they have a top-notch Realtor helping them, they laser-focus on the house that fits their client’s budget and criteria. They do not get lost in the bling and shine of properties that do not meet their client’s profile.

You can have the fanciest billboard in the world, but if it is in the middle of the Sahara Desert, who will see it? If they did, how many miles and hours would it take to get to London, Ontario, to see it? (I googled it, 9519 KM)

  I hope this and other tips are helping you prepare your home for sale. Your thought processes should be more transparent. Though selling a home creates anxiety, if systems are in place and your what-ifs are covered, your home will sell!

All you have to do next is choose wisely who will help you make it all happen.

House Seller Tips Condo Seller Tips

The most essential thing homebuyers want from a Realtor is risk management! Yes, arranging for showings, referring mortgage providers, home inspectors, and lawyers is not risk management. That is providing a service and a responsibility of the profession.

Over the years, I have helped hundreds of buyers from all income groups, ethnicities, and cultures, from investors to first-time buyers. Ultimately, buyers want to feel confident that their decisions were correct and aligned with their comfort zone.

Some buyers’ perspectives: 

• “Am I paying the right price for this home?”

• “What if something major goes wrong with this place I’m buying?”

• “Are the interest rate quotes I got from my bank good or bad?”

• “Are interest rates going to go down?”

• “What will happen if I feel in one year that this place is not for my family and me?” “My kids hate the schools more than I do?”

• “What happens if I get transferred, or laid off, or my company shuts down?”

• “I want to buy a place. What about down payments, insurance, home inspections, lawyers, and movers?”

• “Is this a Realtor who is transactional or transformational? How can I tell?”

• Add your fear or concern here: ___________________________________________________________________________

Buying a home today can be an emotional experience, not a financial high-wire act.

How do I define risk management for home buyers?

• Listening and understanding a buyer’s needs and wants, ‘it would be nice,’ and if?

• Explaining the reality of what they want and need regarding their buying power with facts, not opinions.

• Investing the time to explain the buying process from start to finish and afterwards can be boring for an excited buyer; they want to see properties! However, without reviewing the buying process and the what-ifs, jumping into a purchase off the bat leads to emotional exhaustion and buyer’s remorse.

The two links below will help you find more ideas, tips, and prudent methods for buying a home in London, Ontario! This is what I think homebuyers want from a Realtor and nothing less!

Home Buyer’s Guide London, Ontario
Condo Buyers Guide London Ontario

I should warn you before you read further that my comments about why some London Ontario apartment condos take longer to sell are based on frustration and exasperation. I do not imply that the events that occurred will happen again. (Can pigs fly?)

My clients were interested in downsizing from their 2-storey home and in seeing 2-bedroom units in this particular building, all within $35,000 of each other in price. 

We chose a Thursday for the viewings, so I arranged showings on Tuesday morning. Five were listed for sale because we were interested in only this building.

One Realtor replied within an hour that the scheduled time would be fine. Another responded the following day, and one responded in the afternoon that it was acceptable to show the units. As I had not heard from the other two, I called their offices and used our appointment scheduler, Broker Bay. One called back immediately and apologized, stating that she had forgotten to confirm.

I have not heard from the other realtor, even after three attempts. Three weeks later, this condo is still listed for sale.

Checking The Facts

The evening before the scheduled showings, I did some homework. I retrieved all sales in the building over the last two years. Even called a past client (who had purchased from me years ago) in the building. I asked how happy she was and if she had any complaints. How the property manager was, and how solid the condo corporation was. Other pertinent questions that would enable me to inform my clients about the building's condo culture.

I retrieved the city’s current unit taxes, and two out of five were accurate, as shown on the listing data form. I don’t mean by a few dollars; in one case, there was a $ 1,732.00 difference.

The condo fees shown for all five units differed by $166.19. How can that be? Subsequently, after checking and speaking with the property manager, I found that only one condo unit had an accurate, current condo fee. That was because the listing Realtor had a current status report ready.

Fair is fair, I thought. Mistakes happen, and I will include clauses if my client decides to submit an offer to verify all condo fees, taxes, and any other discrepancies.

The Day of Reckoning

On the day of the showings, I meet my clients in the lobby, where lockboxes hold the keys for entrance to the building and individual units. My day is not starting well. Nine lockboxes were identified, only one of which included the unit number. Opening a few, some keys were tagged with the unit number, but some weren’t. My male client thought this was funny or laughed at me because I have only 4 pockets on my pants and could only keep track of 4. He also had four pockets, so he helped!

A couple of the units we saw were, according to the listing data, equipped with appliances, room sizes, and amenities. One unit was a disgrace, one unit, the occupant would not let us in (Nobody told me you were coming, she said). Two units were out to lunch in the price.

We return to the lobby and play Russian roulette with the keys and lockboxes again! I say to my clients, “ Well, what do you think?” with a straight face.

Other than the usual comments like poor layout, overpriced compared to others, and the condition of the units, my clients just kept shaking their heads and asking themselves, “Is this what they want to do or move here?”

The Outcome

They did not purchase anything that day. One week and two buildings later, they purchased a beautiful unit they liked. They know, and my past clients know why I work with just a few clients at a time. Preparing thoroughly before every showing due to a lack of confidence in the listing data is time-consuming. It creates some mistrust of MLS listings among buyers.

Again, I want to reiterate that not all real estate agents are like those mentioned above. If you do list your condo, check weekly that the information on the listing is accurate. This will ease the buyer’s uncertainty and prevent you from having your condo sit on the market while others sell!

Note: I wrote this four years ago. Pigs have not yet learned to fly; I have encountered similar challenges twice this year.

More Tips When Selling a Condo in London Ontario