Home sellers lie. Not to deceive you. To protect themselves.
"We're not in a hurry to sell."
The bank called twice this week.
"Price isn't the most important thing. We want good people to live here."
Then an offer comes in — 2% below asking. Rejected.
"We need more space for the kids."
They're divorcing. Nobody knows yet. Not even the kids.
After 22 years in real estate, I've learned one thing:
The stated reason for selling is almost never the real one.
And here's the uncomfortable part — sellers aren't lying to their agent.
They're lying to themselves. Saying "we're upgrading" is easier than saying "our life is falling apart."
A weak agent works with the stated motivation. Prices the house wrong. Pushes at the wrong moments. Wonders why the deal died.
A great agent hears what isn't said. Works with the real timeline. The real pressure. The real fear.
That's why selling a home was never a transaction. It's a confession that most sellers aren't ready to make.
The agents who understand this don't sell houses.
They hold space for people in transition.