Before going into PART TWO . one of the major comments was that I had a very cooperative seller and basically that made it easy for me to get them to fix and prepare the house for sale.

Getting a client to be cooperative and trustful of your services is PART OF BEING A REALTOR!

The proportion of your success will depend on this skill.

Confidence plays a big part and it shows during and after the listing presentation. . specially if your market sucks like mine.

OK Part Two:

Once the house was ready to go, I made an appointment with them and I pretended they were buyers and we saw the competition.

It wasn't a good day for them. . suddenly they saw that their hopes of getting $300 K weren't in their future. The foreclosures, the short sales and the high priced ones in the market for over 200 days were enough to get them to accept reality . . . their home wasn't worth $300K + anymore. . not even $280K

I juts pointed out the values in the competition and they knew what to do.  . .

"Fernando, what should we list it for?"

I took a deep breath and I told them the true. . .$300K was out of the question, obviously. We have to be aggressive. I reminded them the reason they are selling is because they WANT to sell and if they WANT to sell, they have to price it accordingly. . .

I also reminded them that. .

" I can  hire a helicopter and fly it over your home and then people after admiring your property, they will go next block and buy the other one because it has MORE VALUE"

Give ME THE TOOLS TO SELL YOUR home IN THE PRICE. . AND I WILL PROVIDE The MARKETING to sell it quick!

Agree?

They did, we started at a good price. .

The start day for the listing was on Friday and an OPEN HOUSE was planned for that VERY SUNDAY. .

Next Post:

My Open House. . .I took a book to read . . . I did not have time to open it!