Q:  Denise, what should I do about a seller who only wants me to show his home? He is not comfortable using a lockbox. We have tried this for a few weeks, but the listing is not getting the traffic it should because it is too difficult to show. It should have sold by now, judging by other comparable listings. What do you suggest?

A: Don’t be afraid to speak to the facts of this situation and clearly lay them out for the seller:

Fact: You are concerned about allowing strangers into the house

Fact: I have to be present for each showing.

Fact: In a busy market, agents want – and expect  – the ease of showing a home with a few hours’ notice, but not 24 hours and not with another agent in tow.

Fact: This is limiting the traffic to your property.

Fact: Therefore it is limiting your buyer pool.

Fact: According to the market stats, your home is priced where it should be and other homes similar to yours have listed and pended faster than yours.

Fact: The market has spoken by lack of traffic and offers.

… Therefore, to make your home more appealing, you either need to lower the price to compensate for the difficulty of showing or you need to allow us to loosen up the showing restrictions. What choice appeals to you more?

This is a tough conversation to have, but it is important the seller knows the cost of setting up difficult showing parameters.