Section #3 of a five part series:

Radon - Dealing with a High Test

When talking to the Seller - Avoid the Blame Game

Few sellers will have any previous experience with radon. When told their home contains an invisible pollutant, their first reaction may often be to blame someone for what they perceive to be a big fuss over nothing. "Humph, I've lived in this home for sixteen years and I aint't dead. This is just some rip-off the federal government made up to make my life miserable."

If the real estate agents join in the blame game, a molehill quickly becomes a mountain.

Don't Say, "Yeah, you're absolutely right. That blasted EPA is full of it. I hear they can't even prove it's harmful. I could just shoot that inspector for bringing radon up in the first place. Besides, this test can't be right; I've never heard of any other problems in this neighborhood."

Statements like that from the agent will only reinforce the seller's initial anger and convince them they're being victimized. You'll only drive a wedge between buyer and seller that's difficult to remove.

To effectively keep the high test from being an obstacle, keep it in proper perspective. If the inspector had discovered all the gutters and downspouts around the house were rusty and needed to be replaced, the seller would accept that with minimal grumbling. After all, he can justify the necessity because he can see the rusty holes, the rotted gutter boards, or water in the basement.

Quickly explain that fixing a radon problem is just another home repair, easily and inexpensively performed by a qualified contractor. Although, the cost may vary depending on the size and design of the home, it seldom runs more than $800-$2,000. This is a minor negotiation point. One could spend considerably more replacing those rusty gutters. Assure them the problem is easily resolved and won't interfere with their ability to sell the house. Remember, the seller is looking to you for validation that the buyer's concern is justified.

Watch for Section #4 coming soon: When talking to the Buyer, Have all the right Answers.

Have a high Radon test? Give your client our brochure titled:

"Radon - THERE'S NO CAUSE FOR ALARM"

E-mail for a sample or copies for your clients: CDHilton@aol.com.
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