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Is The Seller Doubting Your CMA? Try The Seller Participation Market Analysis.

Hi folks. Have you ever had a potential Seller question your market analysis? Maybe they wondered if you cherry picked the comparables. Arrived at a lower value just so you could get the house sold and get paid sooner. You left the listing appointment wondering what you could have done differently.
Try this: Do the market analysis at the house in front of the potential Sellers. When I've done this I noticed that the Sellers were much more receptive to what I was telling them about price. It's difficult to dispute hard cold data.
What I did was...after we toured the property, and had our talk, I whipped out my laptop and logged into the MLS. Then I entered their property details and pulled up the active listings. At my first appointment there were 569 listings that showed up!!! The Seller's jaw dropped at the amount of competition he had for his property.
He could see how low the listing prices were. It was pretty dramatic.
Secondly, I pulled up the sold listings and had the Seller pick the ones that he thought were most similar to his property, not based on sold price but based on features. Then I ... more

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