I have clients who insist on pricing their home too high. They will not listen to reason. "But we bought it at this price, why isn't it worth twice that now? We wanted this property, so will someone else. The market isn't affecting these more expensive homes..." and on and on. You get the picture.
Some short time ago, we visited DisneyLand in California. We surprised the children with the news on the morning we drove the airport. Instead of celebrating and running around the house screaming like my 4 yr. old did (she knew she would dine with the coveted Disney Princesses), my son sat on the counch rather pensively. Clearly we could tell he had something significant on his mind. We joined him on the couch. And here is what the little man said to us:
...Well, I'm sort of excited. But my friend Cody went to DisneyLand and he had to fight Darth Vadar (keep in mind, my son is obsessed with all things Star Wars. He has four light sabres so the whole family can spar. He has every action figure including Princess Leia. And has a Darth Vadar, Clone Trooper, and Jedi costume). And Darth Vadar is sort of scary. He's mean and people don't like him...
To our wise yet vulnerable young son, we explained about the concept of pretend (while nervously looking at our watch. I mean, we had to get moving! Mickey Mouse does not hold planes, even for cute little fellows) Our brave son gets up off the couch, and argues:
...Let's go. I'm ready. Darth Vadar is a bad guy. I will fight him. Can I bring my Jedi costume and Star Wars suitcase and a couple Star Wars guys? (yes he really has one)...
After some explanation that we had already packed his Star Wars suitcase for him, and, no, he would not be allowed to bring a light sabre on board the plane (the husband-pilot assured us that TSA would not be okay with this). You see, Disney offers a fantastic show where children are selected from the audience, "trained" in the jedi arts, and then have an opportunity to "fight" Darth Vadar. Who even knew if our son would be chosen?
Who am I kidding? He is adorable, full-hearted, and looks great in the Jedi costume. Voila! He was selected. But not before contemplating the situation and carefully calculating his moves with Darth Vadar! He "graduated" Jedi training, and fought Darth Vadar - and won. He won! Words cannot describe the pride and love we had for Jedi Leland at the moment in time. Darth Vadar said: You have been taught well, young Jedi. My son faced his greatest nemesis, in the passion of saving his world.
Why can't we all face our challenges publicly, without fears of repercussions? My son was 6, and fought Darth Vadar. You men out there can identify with the importance and significance with that, can't you? Star Wars is for men what Titanic is for women.
The punch line is this: if my boy can face the meanest guy he knows in his little universe, then I can certainly stand up to my stubborn clients, and not walk away. I can and will say, "Pricing is everything. Location is important, but if the price is not accurate, then it will not sell. I repeat, it will not sell."
...And furthermore, I will not tolerate idle threats. Go ahead and call those other agents who continue to call you. If they want a listing merely to generate leads off of the sign, then go ahead. You will not make me feel little. I know the market. I know the challenges of the market. I know that this price to which you have married yourself will not stand the test of the market. It will fail, and it will sit and sit and sit without a reasonable, qualified offer. And then who will you blame?...
Oh, the force is strong... I drew strength from my young Jedi that day, and it has served we well ever since. Go with the Force Jedi agents. And stand up to your Real Estate fears. Great, kid, now don't get cocky. That too is important, my friends.
Thank you for reading.