What Do You Mean the Chandelier Isn't Included? Part 2

Here’s the continuation to the previous post about the chandelier that refused to stay home:

I shared the seller’s request. I told Julie that the chandelier was a family heirloom and the seller wanted to leave it to his daughter. My client agreed to let the seller take the fixture. But first Julie wanted to know how much it was worth. Both Julie and the seller hired appraisers to assess the chandelier's value.

My client’s appraiser said that chandelier was worth $27,000. It was certainly a beautiful fixture. On the other hand, the seller's appraiser valued it at $3,500.

Julie wasn’t happy to hear this, and it was my job to be the pin that would slowly release the air out of this hot balloon that could have ended the deal. I was tactful and thoughtful about how I spoke to both buyer and seller.

“Imagine that the chandeliers were never there. Would you have bought the house anyway?” I asked Julie.

She responded, “Yes.”

“Well, if you can get a reasonable amount for them, you can now get the chandeliers of your choice, and they’ll be exactly what you want,” I said.

Julie appreciated my approach. We moved ahead to solve this dilemma. Both buyer and seller agreed that the chandelier was not worth $27,000. Nor was it worth $3,500. I suggested that we settle on $20,000, call it a day, and move on. Both agreed. Escrow closed, the chandelier left with the seller, and Julie moved in.

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