It's the Price Sweetheart.......

By
Services for Real Estate Pros with Referral Group Incorporated
http://actvra.in/56TT

Anything is sell-able if it is priced right. The older I get and the more I have lived this becomes crystal clear. That beautiful home on the railroad tracks can and will sell if it isn't priced like it overlooks the Grand Canyon. Like so many things in life location and timing matter probably more than anything else. 

I have had sellers believe their home is worth more because of all they have done to and spent on it. Not so fast. First of all most sellers have not seen the others in their neighborhood. Secondly personal style does not value make. And finally, an over improved home generally sells for less than a cookie cutter property. Really.......

It takes focus, patience and the facts to help a seller understand the value of their home. If you skip a step or are unprepared, you lose, period. So what you say and do, and how sensitive you are to people really matters. Be positive but be firm and be willing to listen to people take pride in what they have done. And once you have listened remember that you don't do anyone a favor by capitulating on price because you are afraid to offend or even worse lose the listing. Truth sells and if you can't be honest you haven't learned that giving it time at someone else's price is a waste of time and money.

You can help your cause by being through, precise and prepared. Make sure if there is another home that is active in the neighborhood, you have been there and not just evaluated it on paper. Never get caught being unprepared or assuming you know when you don't. If there is an oddity in a closed listing, call the listing agent and find out why before your appointment. 

In short be the expert, but be human too. Everyone is proud of their home and no stranger telling them what is wrong with it will earn their business.

Posted by

When you think about real estate, it is time to focus. I have helped people for close to thirty years in all areas, and made the process not only simple but enjoyable. Why should you go it alone or settle for less? Call me and find a partner to help, direct and get you where you want to be.

Sheila Anderson

The Real Estate Whisperer...... Consultant, Trainer, Facilitator 732-715-1133

 

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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Debbie Reynolds 09/04/2017 08:42 PM
  2. Ginger Harper 09/05/2017 07:44 AM
  3. Tony and Suzanne Marriott, Associate Brokers 09/22/2017 06:11 AM
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Rainmaker
509,147
Elva Branson-Lee
Solid Source Realty GA - Atlanta, GA
CDPE - Atlanta Real Estate & Short Sale Agent

This is always great advice. Communicating it to sellers can be challenging but really needs to be done. Otherwise, they think their house is not selling because you are not marketing it well.

Sep 06, 2017 09:19 AM #109
Rainmaker
2,734,439
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thanks very much Elva. I agree.       Sheila

Sep 06, 2017 09:20 AM #110
Rainer
58,406
Anne Corbin
Fritz Realty LLC - Spotsylvania, VA
Serving Lake Anna & Central Virginia

You're spot on. I've had a listing that has taken over six months to get its first showing and we had to lower the price $75,000 to get it. Long story on this one (appraisal came back too high, etc). Glad I finally got it down where it should have been to begin with.

Sep 07, 2017 09:40 AM #111
Rainmaker
52,896
Christine Kankowski North SD and Temecula
House Match Inc - Poway, CA
Excellent Sales and Property Management

Price is the one thing that incorporates everything such as the condition, location, upgrades or lack thereof. 

Some things you cannot change- Location,  some thing you can - condition, but if the person just wants it sold - price is the answer. 

Sep 07, 2017 10:13 AM #112
Rainmaker
2,734,439
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Hi Anne. Appraisal was high.....? I'm confused but I am happy it is good now. TY       Sheila

Sep 07, 2017 10:16 AM #113
Rainmaker
2,734,439
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thank you Christine. Very true.          Sheila

Sep 07, 2017 10:18 AM #114
Rainmaker
1,110,491
Jane Peters
Home Jane Realty - Los Angeles, CA
Connecting you to the L.A. real estate market

Great advice, Sheila. I think the most fearsome part of a listing presentation is convincing the seller of the market price for their home. Never mind the money they spent on the doorknobs. As you say, you are doing them no favors by putting their home on the market at a price where it won't sell.

Sep 07, 2017 03:59 PM #115
Rainmaker
2,734,439
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thank you so much Jane.    Sheila

Sep 07, 2017 04:13 PM #116
Rainmaker
786,486
Elyse Berman, PA, CRS
Best Connections Realty, Inc. - Boca Raton, FL
Pet-Friendly Realtor, 561-716-7824

So so true Sheila Anderson .  Price overcomes all objections.  Congrats on the feature!

Sep 08, 2017 09:35 AM #117
Rainmaker
2,734,439
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thanks so much Elyse. I hope you make it through the hurricane.      Sheila

Sep 08, 2017 09:43 AM #118
Rainmaker
449,366
Hella M. Rothwell, Broker/Realtor®
Carmel by the Sea, CA
Rothwell Realty Inc. CA#01968433 Carmel-by-the-Sea

Sheila, the hardest part of getting a listing (usually) is getting the seller to agree to a sales price.  There's a fine line between "leaving something on the table", and a realistic price.

Sep 10, 2017 09:28 AM #119
Rainmaker
2,734,439
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thanks Hella. I agree.       Sheila

Sep 10, 2017 10:33 AM #120
Rainer
158,745
Deepak Chauhan MCNE®
Versailles Property - Irvine, CA
Yes, I will sweeten the deal

Any property will sell for almost any unrealistic price, I promise ... it is just matter of time.

Sometimes it may be a few decades or Centuries.  Just cannot hold the listing for too long.

Sep 10, 2017 10:01 PM #121
Rainmaker
2,734,439
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

TY Deepak.     Sheila

Sep 11, 2017 04:51 AM #122
Rainmaker
839,778
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Congrats on this feature!  So glad I saved this to read. Spot on advice Sheila - as always.  Not telling the truth about a home and it's price could cost a seller time and money. 

Sep 16, 2017 09:17 PM #123
Rainmaker
2,734,439
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thank you so much Jan.      Sheila

Sep 17, 2017 06:51 AM #124
Rainmaker
2,616,225
Tony and Suzanne Marriott, Associate Brokers
Haven Express @ Keller Williams Arizona Realty - Scottsdale, AZ
Serving Scottsdale, Phoenix and Maricopa County AZ

Sheila Anderson "It takes focus, patience and the facts to help a seller understand the value of their home. If you skip a step or are unprepared, you lose, period."

Right on target - and - re-blog!

Sep 22, 2017 06:10 AM #125
Rainmaker
2,734,439
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning again Tony & Suzanne. I appreciate ypour support & the re-blog.   Sheila

Sep 22, 2017 06:26 AM #126
Ambassador
2,227,373
Debe Maxwell, CRS
www.AtHomesCharlotte.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

OMG, I have NO idea how I missed this post, Sheila but, I have to say, you have SO many quotes in here that I need to use...

My absolute favorite quote of ALL time with regards to pricing:

That beautiful home on the railroad tracks can and will sell if it isn't priced like it overlooks the Grand Canyon.

And, I can't WAIT to use that one! LOL

Seriously fantastic post - and of course, I am always in awe of your nature photos and this one is no exception!

Have a wonderful weekend...

Sep 22, 2017 03:00 PM #127
Rainmaker
2,734,439
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thanks so much Debe. I like that little fellow too.     Sheila

Sep 22, 2017 03:24 PM #128
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