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All You Need is One Good Offer
In a seller's market, the seller feels as though they hold all of the cards.  They have read all of the articles about "hot" real estate markets and how receiving multiple offers is common.  As a result, when they put their house on the market they are expecting to receive more than one offer.
Set the Right ExpectationsOften times the listing agent plays into this mind set.  They go into the listing appointment talking about the "hot" market and how so many properties are receiving multiple offers.  Some listing agents even tell the seller to price their property below market value to encourage multiple buyers.  This sets a false expectation for the seller and  only makes the situation worse.
Let the Data Do the TalkingAt the listing appointment the agent should let the data do the talking.  After taking a tour of the property, taking note of the condition and any repairs that need to be made, the agent should sit down with the seller to review the most recent comps to see which properties are most like the sellers' house.  Every seller thinks their house is better than the house that sold around the corner, and therefore their house should command a ... more

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