The ability to sell above market or buy below market is achieved by providing the evidence of worthiness acquired in and through one's research regarding the subject property and all the variables that can affect its perceived or actual worth to the consumer (when marketing a listing) or seller (when representing an offer for purchase).

In addition, consider that the better a property is positioned in the market for consideration, the higher the probability that someone will pay the asking price or close to it... even if it is higher than normal. We have had success with our system even in today's economy.

For example ... A listing was for sale for over ten months with two different well-respected real estate firms in our market. Both firms dropped the price when the property did not sell. Despite the two agencies and two price reductions, the sellers had 81 showings during that time and no offers. We raised the price 5.1%, had an offer in six days and closed it in 67 days. The sales price was higher than the previous two list prices and the sellers received $18,375 more at closing than the property should have sold for based on sales in past six months. If one considers that commissions, closing costs and concessions would have been deducted from that amount, can you imagine how thankful the clients were? The advantage and gain to them was significant.

Hint: The property had three bedrooms, each with private baths. We marketed it as three master suites under $400,000. The other firms did not consider that or the property location which also served us well in our marketing strategy. It is a simple question to ask... what makes this property special or unique that I can address in our marketing efforts to position it well in the community?

Good luck with your research, property positioning, marketing ingenuity and increased fiduciary value.