pricing: Are You Holding Back or Speaking Your Truth?
- 08/16/21 01:04 PM
Holding Back or Speaking Your Truth
One of the hardest things we are faced with when dealing with difficult people or situations is how to best maneuver our emotions and our need to defend ourselves.
Whether it is a personal or business issue where you feel you have been wronged or misjudged you will need to navigate those rough waves of anger that can overcome you. Learning to hold back and knowing when to speak your truth are essential skills needed in both real estate and in your personal life.
One of the most important steps you must take … (6 comments)
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pricing: The Price is... Wrong?
- 11/15/19 02:05 PM
The Price is... Wrong?
If your listing isn't selling and the days-on-market numbers are ticking upward, you need to look beyond your CMA to find out the cause. While most agents rely strongly on their CMA, it often doesn't give a big picture account of what is currently happening in the market.
Recently I had two clients ask me my opinion on why their listings weren't selling. Further investigation in both cases made the reason why crystal clear.
Example #1: The Fabulous Home
The first property was a fabulous well-cared-for home in a neighborhood where everything had recently … (4 comments)
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pricing: Getting Comfortable with the Truth
- 11/08/19 11:56 AM
Getting Comfortable with the Truth
Real estate is a people business and can therefore be very unpredictable at times. Clients don't always do what you think they will do and often they change their minds at a moment's notice. Real estate requires strong communication skills and the ability to deliver the truth in a factual and practical manner.
Most agents have experienced a moment in which they know the truth, but their lips couldn't express it. But when you can get comfortable allowing the truth to come out, you will be amazed at not only how much time and … (20 comments)
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pricing: Stop Sugar-Coating It!
- 09/13/19 11:31 AM
Stop Sugar-Coating It!
There is nothing as refreshing and at times terrifying as the truth. However, the truth is what your buyers and sellers need to make the decisions they need to make. At times those decisions are easy, other times they are very difficult. Different personality types need different things from you to help them with their decision making, but everyone ultimately does better when they are given the truth.
Too many times I have seen agents list properties so high above the market that the seller will eventually be disappointed because there is no hope an overpriced … (3 comments)
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pricing: Re-Tooling Your Listing Presentation
- 08/29/19 04:26 PM
Re-Tooling Your Listing Presentation
There isn't a day that goes by that I don't read about a new real estate company jumping into the industry with a fancy new idea created to entice sellers into working with their company. Promises of quick sales and high prices with creative marketing programs abound. As an agent in today's diverse offering market you need to stay relevant.
Staying relevant means being up on the latest shifts in the real estate market and the industry. You need to know what other agents and companies are offering at the listing presentation so you can … (3 comments)
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pricing: Are You Closer to a Sale or a Price Reduction?
- 05/03/19 09:12 AM
Are You Closer to a Sale or a Price Reduction?
One of the most discussed topics between real estate brokers and their peers is pricing. Pricing a home to sell is both an art and a science.
Why do so many homes sit on the market gaining days on market dust and creating nothing more than frustrated sellers and real estate brokers? The answer is quite simple: The property is not priced where it needs to be to get sold.
Perhaps it was priced right initially, but the market changed. Maybe the buyer pool shrank and you got caught … (13 comments)
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pricing: The Key to Winning a Seller's Confidence
- 11/30/18 03:39 PM
The Key to Winning a Seller's Confidence
When I was a new agent - and I mean a brand new agent in my very early 20s - I was called to go out on a listing presentation. I had not met the seller before nor been on his property. I got to the house and briefcase in hand, began walking up to the front door when my potential seller opened the door, looked me up and down, and asked, "Where is Denise?"
Since I had heard the "You're so young!" statement a number of times already, I knew what … (1 comments)
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pricing: Pricing in the Land of "No Comps"
- 11/09/18 11:27 AM
Pricing in the Land of "No Comps"
Agents already list confidence in pricing as one of the biggest challenges in their business. But throw a property in the mix with few or no current comparables and you might throw up your hands and declare a, "comparable calamity!"
But armed with just a few pricing tools, you can walk into a seller's home with confidence, knowing you have done absolutely everything you can to provide the seller with a price or price range that could be supported by the market.
A "comparable" is a similar home or property which has … (21 comments)
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pricing: Pricing It Right
- 11/02/18 12:41 PM
Pricing It Right
One of the hardest parts of your job as a real estate agent is the ability to price a seller's home correctly. There are so many variables that go along with accurate pricing and if agents do not consider all of these, they may be costing their sellers thousands of dollars in lost potential sales revenue. More often however, because of the inability to price correctly agents walk away empty-handed without ever having the opportunity to sell the home because the price the agent came up with is not consistent with the seller's expectations. Agents can … (3 comments)
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pricing: Pricing in a Hot Market
- 09/11/15 05:56 AM
Pricing in a Hot Market
Sellers can be very unrealistic about the price they want you to list their home for, especially when the market is moving quickly and in their favor. Many agents get caught up with their seller’s optimism because, to some degree, they feel the seller has a point. After all, homes are selling like hotcakes and maybe this home could get swept up in the sales frenzy too! It’s very tempting to think, “Why not at least try it?”
Wait! Not so fast! This will come back to bite you. If the property that you … (13 comments)
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pricing: The Elephant in the Room
- 04/24/15 04:53 AM
The Elephant in the Room
Have you ever been sitting with a client and your gut told you to ask something, but you just couldn't quite get the words out?
This often the case when you are afraid a question will make someone uncomfortable. However, those uncomfortable questions are critical to get at the heart of the matter. You can't start to solve a problem if you don't actually know the full scope of the situation. If you know something isn't right and you are afraid to address it, then it is the quintessential elephant in the room.
For … (14 comments)
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pricing: Helping Sellers Get Realistic About Price
- 09/19/14 04:24 AM
Helping Sellers Get Realistic About Price
Unrealistic sellers have been a big challenge for real estate agents for decades. It is common for sellers to have a different view of their home value than the market does. The difficulty comes when it is time to get the home listed and the seller believes that they are leaving money on the table if they listen to you and list their home at the price you recommend. Even though they did call for your expert opinion, many sellers discount your expertise when they don't like the price recommended.
Real estate is … (3 comments)
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pricing: Scripts Are Out
- 02/26/13 07:15 AM
Scripts Are Out
Five Tips for Effective Communication with Sellers
I want to take a moment to discuss the importance of learning how to instill calm communication and conflict resolution at a listing presentation, especially when it comes to talking about price and handling objections.
Too many agents make the mistake of rushing to present all their research and show all their marketing that they forget how important it is to communicate. They forget to ask questions, make eye contact, and slow down when providing information. And this is absolutely critical in building rapport and helping the seller(s) understand … (9 comments)
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pricing: Pricing in the Land of No Comps
- 02/08/13 07:32 AM
Pricing in the Land of No Comps
Agents already list confidence in pricing as one of the biggest challenges in their business. But throw a property in the mix with few or no current comparables and you might throw up your hands and declare a "comparable calamity"!
But armed with just a few pricing tools, you can walk into a seller's home with confidence, knowing you have done absolutely everything you can to provide the seller with a price or price range that could be supported by the market.
A "comparable" is a similar home or property which has … (5 comments)
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pricing: Pricing With Confidence
- 02/01/13 05:28 AM
Pricing With Confidence
One of the hardest parts of your job as a real estate agent is the ability to price a seller's home correctly. There are so many variables that go along with accurate pricing and if agents do not consider all of these they may be costing their sellers thousands of dollars in lost potential sales revenue. More often however, because of the inability to price correctly agents walk away empty-handed without ever having the opportunity to sell the home because the price the agent came up with is not consistent with the seller's expectations. Agents can … (2 comments)
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pricing: Powerful Client Communication Tools
- 04/11/11 09:15 AM
POWERFUL CLIENT COMMUNICATION TOOLS
This is the third article in my series on powerful listing presentations, where we'll be covering pricing, communication, technology, marketing, and home presentation & photography.
This week I want to discuss powerful client communication tools and how they will enhance your listing presentation.
Many sellers say that one of their biggest frustrations and challenges is agent communication. In my company we often talk with seller focus groups, and communication issues come up over and over again. Here are some of the things that sellers tell us:
"Once I signed the listing agreement, I rarely heard from my … (4 comments)
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pricing: Polish Your Presentations!
- 04/01/11 07:25 AM
POLISH YOUR PRESENTATIONS!
Gone are the days when you can simply show up at a listing presentation with data from your MLS that shows comparable homes. Today’s savvy sellers require much more information. They expect an in-depth analysis of their local market. They want a customized marketing plan, tailored to their home and their needs. They want to know they are hiring an expert. And if your listing presentation isn’t one of your most powerful tools, you’re going to lose the listing.
One of my new coaching clients recently shared her frustration with me. She simply isn’t converting listing appointments into listings. The questions I … (5 comments)
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pricing: What Are Your “Lost Opportunities” Telling You?
- 12/17/10 10:22 AM
WHAT ARE YOUR "LOST OPPORTUNITIES" TELLING YOU?
We’ve all lost listings … either because the property didn’t sell and the listing expired, or because the seller decided to cancel the listing. It’s not something we like to have happen, but it does, and we move on. There’s always more business just around the corner. Right?
Here’s something to think about, though. How much income are you losing to your expired and canceled listings? I’ll bet it’s a LOT more than you realize. If you added it up, it could be thousands of commission dollars that you have given away.
Here’s something … (3 comments)
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pricing: Ask Denise: On Open Houses
- 10/11/10 05:26 AM
… (2 comments)
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pricing: Denise Says: Where is Denise?
- 09/13/07 12:46 PM
You have asked for it:
Upcoming Events
Tuesday, September 18th"Making Money with Technology" in Olympia/Thurston CountyContact Washington Realtors Thurston County to register (360) 491-3910
Wednesday, September 19thKeynote Speaker Windermere Anacortes Office
Tuesday and Wednesday, September 25th and 26thSOLD OUT "Solving the New Equation" andSOLD OUT "Catch the World Wide Wave"Classes Windermere Symposium in Seattle
Thursday, October 4th"It's All About Price" in AberdeenContact Washington Realtors Grays Harbor to register (360) 532-7651
Tuesday, October 9th"The Agent of Tomorrow - What Top Agents are Doing to Succeed"Please call Washington Realtors to register (800) 562-6024
Thursday, October 18th"The Super Hero in You" at the North Puget Sound Education DayContact http://rs6.net/tn.jsp?t=qqgorecab.0.gzwprecab.veq86vbab.2429&ts=S0280&p=http%3A%2F%2Fwww.npsar.com%2F for more … (2 comments)
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