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Obvious Obscurity
Have you ever wondered why your sellers cannot, for the life of them, see the obvious?  Their house is overpriced.  Pure and simple.  Well, maybe not so simple.  If they really want or need to sell their house - they are really and truly motivated, and if you really and truly know what the heck you are talking about when you explain the market conditions, and if they really and truly believe you - well, the house will be priced to sell and it sells.  But it doesn't - so what's wrong?  Maybe they are not really and truly motivated. You have to know their true motivation - ask and keep asking and confirming.  Maybe you don't know what the heck you are talking about.  It has happened.  Learn your market - know it cold.  Talk market numbers in your sleep.  It takes time, but you have to invest the time to get good at this.  And, finally - maybe they don't believe you.  Why? - probably because you either don't know what the heck you are talking about and it shows or you are not able to communicate your vast knowledge in an effective manner.  So get good. Once you really and truly ... more

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