I can't tell you how many times sellers have told me, "I have no emotional ties to this property". However, when I do hear it, a red flag arises. Whether it's a house that you have lived in, or a house you want to make your future home, it can be a big mistake to think there is no emotional "baggage". I only say this, because if you want to make it to a successful transaction, the emotional element needs to be contended with. Or at least acknowledged.
I tell my clients, at the beginning of our relationship, to expect some emotional bubblings along the way. I think where this proves most helpful because it takes the "surprise" element out of the transaction, and in real estate I think most people don't want "surprises". It further helps when people start to have the normal "reservations", "Oh my God, what have I done?". Tell people ahead of time something will happen, and they'll learn to trust you.
One method I use is the owner/buyer letter. I ask all my sellers to write a letter about their experience in the house and the neighborhood. I get great information about the house and the features of the neighborhood, along with unigue shops, great restaurants, transportation tips. And I post this letter, as a document, on my MLS listing. I want prospects to know they are buying a "home" instead of a "house".
In addition, I ask each buyer to write a letter to the sellers whenever we submit an offer. A well written letter to a seller is sometimes the reason why an offer was selected over an another, it's not always about money.
Two recent examples; One, my sellers had two offers to choose from, both were at the same offer price. One buyer enclosed a letter, with photos of them, the other, no letter. My sellers noticed "the couple with the letter were at the same place in life where we were when we bought this place, let's accept their offer." Two; buyers of mine were buying a house which had a number of "inspection" issues. Still our letter talked about the house's charm, what it would mean to their new family, and how the house fit into their dreams. The sellers loved that a new family was moving, just as they have decades earlier, that they appreciated the home, and the inspection issues were resolved, quite fairly.
A successful transaction needs two parties willing to make accommodations. Resolving any emotional baggage, or avoiding it before it becomes an issue, is most important. So as I take to say. "In buying and selling, take it to heart, and use your head"