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Why am I getting ghosted by almost every FSBO seller I reach out to?
Ghosting in communication often stems from a phenomenon known as "avoidant behavior," where individuals choose to avoid uncomfortable conversations due to anxiety or fear of confrontation.
A study published in the Journal of Abnormal Psychology found that about 15% of people frequently ghost, with most doing so to escape feelings of discomfort or to avoid potentially intricate discussions.
FSBO (For Sale By Owner) sellers might ghost because they feel overwhelmed by the home-selling process, lacking the resources or knowledge that an agent typically provides, leading to paralysis in decision-making.
Many FSBO sellers are navigating a highly emotional and stressful experience, which can lead to perceived pressure from offers that do not align with their expectations, prompting them to disengage.
Research shows that communication styles vary greatly, and what one party considers polite follow-up might be seen as bothersome nudge by another, contributing to ghosting.
The average time on the market for FSBO properties can be significantly longer than those listed with agents, which can create frustration and lead to sellers becoming unresponsive as they reassess their strategies.
A lack of clear and agreed-upon expectations can cause primary communication breakdowns, often resulting in ghosting, with an estimated 70% of communication happening non-verbally, making misinterpretations common.
Fear of fraudulent interactions also deters FSBO sellers from maintaining contact, especially as a significant number of scams exist in the real estate market, leading to hesitance in sharing property details.
Personalized outreach isn't always perceived as genuine due to psychological reactance, where individuals feel defensive when approached, prompting them to distance themselves from the contact.
Ghosting behaviors among sellers can reflect wider social trends, such as a decline in face-to-face communication due to increased reliance on technology, making emotional disconnection more common.
Economic factors also play a role; FSBO sellers may ghost due to financial pressures or looming deadlines, causing them to prioritize other aspects of their lives, such as work over house selling.
The concept of "anchoring bias" can affect negotiations; sellers might fixate on an initial offer or list price, making it difficult for them to engage further with different viewpoints or counter-offers.
When dealing with FSBOs, sellers may experience an overvaluation of their property based on emotional attachments, influencing their willingness to engage with potential buyers they perceive as undervaluing their home.
A psychological construct known as "cognitive dissonance" could drive sellers to ghost when they face conflicting thoughts about selling versus keeping a home, leading to disengagement from prospective buyers.
Social norms surrounding ghosting suggest that some individuals prefer it as a less confrontational means of exiting a conversation, often leading to confusion and frustration for those trying to make contact.
Emotional labor plays a significant role; the mental effort involved in maintaining ongoing communications can lead to fatigue, resulting in FSBO sellers choosing to cease contact altogether.
The impact of digital communication can dilute the social cues typically present in in-person interactions, making it easier for individuals, like FSBO sellers, to disengage without a direct confrontation.
Many FSBO sellers enter the market with the belief they will be saving money by not hiring an agent but may underestimate the emotional cost of navigating the selling process alone, leading to abandonment of communication.
The state of the housing market heavily influences seller confidence; in a competitive market, sellers may feel overwhelmed by buyer behavior and thus may avoid further engagement altogether.
A shift in how people value personal connections in transactions often manifests where non-response is viewed as less emotionally charged than a direct rejection, contributing to the prevalence of ghosting in FSBO interactions.
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