Remember this is a different market than it was two years ago. Therefore we have to market differently. I call this the M-1 rule ( Marketing 101)!!!!!!!!

 I have had allot of success selling houses in this buyers market, but I had to adjust my tactics( m-1) . The single most important thing I do to create sales  is market to the buyers agents. Not just sending them fliers but helping them whenever I could. If they need some feedback on a listig they are having trouble with, I will always write them something to take to or email  their clients so it is clear it is coming from another agent. I am also brutally honest. If another agent asks me to show their property because they did a reverse prospect I really try to interest my buyers based on the motivation they must have by locating and contacting them (Thus possibly getting a larger discount). Then when I have a listing I felt was time to really push! I would call in these favors and really hustle the selected property.

 I also always  offer buyers agents something different. I will pick the right time then offer a all the areas buyers agents bonus for a closed sale on any offer agreed upon within a selected time frame. Most agents think if they pay the buyers agents 3.5% they have the automatic advantage. They don't!!! As any really good buyers agent  knows if your client finds something they love and we can fit into their budget  2.5% or 3.5% becomes a mute point. If your clients hate the home It's always pays you O%!!!! It's more about timing and the flow of buyers through the inventory(what was on the market when they where really ready to buy)!!! Creating a push when good inventory is low with A $2000 cash buyers agent bonus  on any offer accepted in the next two weeks an original 2.5% buyer agent fee has been way more effective for me. I am also saving my clients money $250000 x .035=$8750 vs 250000 x .025 + 2000= $8250.

    Buyers are looking for the deal of their lifetime in this market. If your home is on the market for two weeks, and you get close to your asking price!!!  Most likely the buyers got what they wanted! The deal of their lifetime. As listing agents we are in the business of getting the most money we can not the easiest sale we can get!!!  We know the average conventional sale (No lease options, land sale deeds, ect) will take up to 60 even 90 days due to high inventory and lack of qualified buyers. This is where timing comes into play. I adjust  depending on how much time I have to sell the home. I start out of course with the very best pictures, and wording as well as about $2500 per month in advertising to be split up between about 16 listings. I start the price a little high because I know buyers like to see it has dropped. I drop the price twice in the first two weeks (Old timers see rule M-1). I also do the local broker tour the first week after the first two price cuts. I offer a cash drawing for brokers to fill out surveys about price and appearance. I then sit down with my clients and make adjustments accordingly. Throughout the advertising period I make properly timed adjustments and pushes. I try not to let the property get stale in it's advertising.

Thank you for reading part 1 of my 2008 listing advise coulum. Please visit my web site @ www.teathayer.com For personal assistance or questions pleas feel free to contact me on my Cell: 541-543-7287 or email info@teamthayer.com