Show your client you're an ACE.

By
Managing Real Estate Broker with Alpine Lakes Real Estate Inc., NHRE# 02863

 

Don’t wait to be dealt better cards – show them you’re an Ace right off.

 Damon Runyon used to tell this story on how he got his first newspaper job. It happened in Denver. He sat in the outer office patiently waiting while an office boy carried his request to be seen by the busy editor.

  In about ten minutes the boy came back and said “He wants you to send in a card.” Runyon had no card but being resourceful; he reached into his pocket and pulled out a deck of cards. From the deck he carefully extracted an ace and said,”Give him this.”…..He got in and he got the job.

 

I was told by a potential New Hampshire property seller; he was going to have three opinions of value and one professional appraisal…before deciding who to list with.

 

I finished my opinion of value with in an hour of the request. The following day I asked about the other values, the seller said “No one has completed the work but you.” Well I said “I can tell you what they will come up with.” Interested in my response and my reasoning he asked me to analyze the other opinions. I told him the appraiser will come in 10% below my estimate and the other agents will come in 10-20% above my estimates. The appraiser is getting paid to show you the simple facts of the data and the other agents will try to entice you to list with them – thinking a bigger dollar value will secure the listing. As for me I want the job, and can get it done for the price I suggested. The appraiser is playing it safe – the agents will only make you sorry later. I am the one you want to market the property….I got the job.

 

Show your ace upfront the truth wins more hands than a good bluff.

 

 

 

 

 

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                                                                                                                                                                              Your-White Mountain New Hampshire real Estate Expert

                    steve@alpinelakes.com toll free 800-926-5653 /cell 603-381-7898

                        MLS search and Realtor web site: www.alpinelakes.com

                         My outside Blog: www.steveswhitemountainblog.com

                    Lincoln NH &  Local interest site: www.localism.com/nh/lincoln

    Grafton County NH MLS search

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Rainmaker
1,282,430
Edward & Celia Maddox
The Celtic Connection Realty - Queen Creek, AZ
EXPERIENCE & INTEGRITY - WE TAKE THE HIGH ROAD

You are right in your analogy.  Thanks and good luck in 2012.

Jan 30, 2012 07:28 AM #1
Ambassador
1,036,576
Robert and Lisa Hammerstein -201-315-8618
Keller Williams Valley Realty - Hillsdale, NJ
Bergen County NJ Real Estate

Steve - Now that's the way to get a listing. Good job and congrats on securing another listing and showing that you are the right person for the job.

Jan 30, 2012 07:58 AM #2
Rainmaker
1,052,071
Steve Loynd
Alpine Lakes Real Estate Inc., - Lincoln, NH
800-926-5653, White Mountains NH

Bob & Lisa -while everyone is trying to guess what the client really want to hear, I like to tell them what it will take to get the job done.

Jan 30, 2012 08:04 AM #3
Rainmaker
549,089
Eileen Burns
Trans State Commercial RE Ft. Lauderdale/Miami/Palm Beach - Fort Lauderdale, FL
FL Probate Agent, Hotel & Land Specialist

Steve - you certainly can deliver the punch.  Confidence in your professional skills take us on the exciting journey to list and sell properties.  It is so interesting the people that cross our paths reaching our destinations in life.

 

Glad you can speak up and stand out in a crowded room Steve

Jan 30, 2012 08:32 AM #4
Rainmaker
3,983,315
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

Steve...the one thing about telling the truth is that you don't have to remember what was said.  It is always the same.

Jan 30, 2012 08:55 AM #5
Rainmaker
1,052,071
Steve Loynd
Alpine Lakes Real Estate Inc., - Lincoln, NH
800-926-5653, White Mountains NH

Eileen...thank you very much - confidence often is what separates us from the rest of the crowd.

Bill - Amen brother - amen.

Jan 30, 2012 08:59 AM #6
Rainmaker
317,801
Monika McGillicuddy
Berkshire Hathaway HomeServices Verani Realty - Hampstead, NH
Southern NH & the Seacoast Area

Love it and right on! It's a great analogy and it is so true... congrats on the listing!

Jan 30, 2012 10:28 AM #7
Rainmaker
420,748
Michelle Francis
Tim Francis Realty LLC - Atlanta, GA
Realtor, Buckhead Atlanta Homes for Sale & Lease

Steve, 

Absolutely BRILLIANT!  Folks will definitely get sucked in by higher listing price points, but the real question the sellers should ask is what will it actually sell for. 

You are an ACE, now go for another ACE and sell it quickly!

All the best, Michelle

Jan 30, 2012 01:11 PM #8
Rainmaker
749,948
Jackie Connelly-Fornuff
Douglas Elliman Real Estate in Babylon NY - Babylon, NY
"Moving at The Speed of YOU!"

I say the same thing to homeowners. Agents will agree with what YOU want to list it for and that will hurt you down the road because it always does.

Jan 30, 2012 10:52 PM #9
Rainmaker
1,052,071
Steve Loynd
Alpine Lakes Real Estate Inc., - Lincoln, NH
800-926-5653, White Mountains NH

Monika & Michelle...thank you for the well wishes, Now it's time to sell this property and seal the deal.

Jan 30, 2012 11:27 PM #10
Rainmaker
1,052,071
Steve Loynd
Alpine Lakes Real Estate Inc., - Lincoln, NH
800-926-5653, White Mountains NH

Jackie,  I'll keep playing my hand - a fast sale at the right price beats a long on market price which eventually has to be reduced is a costly mistake.

Jan 30, 2012 11:30 PM #11
Rainmaker
229,831
Nathan Tutas
Tutas Towne Realty, Inc. - Davenport, FL
Your Central Florida Real Estate Expert

Love it Steve! This is a big reason why I send out expired letters every morning. I think almost every other agent in my area ups the price to get the listing, even when it's a short sale and the seller is walking away with nothing anyway. It's a psychological thing for sellers. I love how you turned the truth around and made it work for you.

Jan 31, 2012 03:09 AM #12
Rainmaker
1,052,071
Steve Loynd
Alpine Lakes Real Estate Inc., - Lincoln, NH
800-926-5653, White Mountains NH

Nate...The Trick is in the Truth, I wish it won every hand - but we can only do our very best. Thanks for you comment. Steve

Jan 31, 2012 04:58 AM #13
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