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Is Positioning a Home to Sell an Art, Science, or is it Just a Guess?
Is Positioning a Home to Sell an Art, Science, or is it Just a Guess?  
Pricing a home correctly to sell in a particular market is the key to success, assuming everything else about the transaction goes as it should.
 
But is positioning a home to sell an art, science or is it just a guess?
 
There are lots of local market statistics to use in the analysis:
days on market available inventory (absorption rate) average sales price of comparable homes sold within the last 90 days (more or less depending on the market and availability of comparables) average sale price/list price ratio, to name a few.  
Knowing this statistical information for the local market is just a part of the puzzle.
 
You also have to understand, and communicate, what this means for the seller and how this translates into appropriate market positioning.
 
The facts of the local housing market will hopefully over-ride emotional pleas that “my house is special or different,” the “neighbor’s-same-house-sold-a-year- ago” high price justification, the “just testing the market” mentality and other rationalizations for over-pricing.
 
If this information fails to impress, perhaps it’s better to simply move along. An ... more

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