It is a numbers game

By
Real Estate Agent with Cynthia Froid Grop

In today's market (which is still outstanding), you must be able to work your numbers. 

I have gone on several listing presentations where they buyers have been upset with what i have to tell them. 

"Yes, the market numbers are down and you will not get what you would have for your home back in 2003," but the Lubbock Market is still strong.  

Numbers have not shifted nearly as much here as they have on either coast, but we are experiencing longer average days on market here in Lubbock.

One thing I have found though with my listings is when you price a home right to begin with, you dont have to follow the market down and reduce several times.  It is hard for sellers to understand that sometimes, but the truth is...... when a home is priced right, it will sell and you will most likely get closer to what you are asking than an overpriced home. 

I go into every listing presentation with my numbers already secured.  I also take my last 6-7 months of Personal Listings sold.  I show my buyers that in the last 6-7 months, I have had on average a 98.34% Listing Price to Sold Price.  These numbers have helped me so much in this market.  I have to show them that the market may not get them what they want and think their home is worth, but that I have the knowledge and skills to price homes right where they sell close to what we list for and we have shorter average days on market.

This doesnt work ALL the time because we all have sellers who have to be difficult and demand a certain list price, but as long as they know going into the deal that you suggested lower..... when the house FINALLY does sell, you can show them that you did know what you were talking about.

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Rainer
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Stephanie Moen (Lazcano)
Champions Real Estate Group - Houston, TX
Commercial Property Manager and Leasing Agent

Kyle ,

That is so true we have gone on some listing presentations and the sellers are just stubborn on the price they want.  I have found though that if you have enough comps to back up your list price they will tend be more understanding.

Feb 11, 2008 11:44 AM #1
Rainmaker
1,007,713
Karen Anne Stone
New Home Hunters of Fort Worth and Tarrant County - Fort Worth, TX
Fort Worth Real Estate
Hi Kyle:  It sounds to me like you have put together a pretty good listing presentation to share with your sellers.  It is no wonder your personal statistics are so great.  Keep up the good work.
Feb 11, 2008 11:44 AM #2
Rainmaker
151,017
Steve Hirschler
Keller Williams Big Bear - Big Bear Lake, CA
Big Bear Real Estate

Kyle,

It sounds like you have a great listing presentation. Many of the points that you make are also in the post that I did at the end of last year. When do you want me to start telling you the truth?Pricing correctly is what will separate you from other agents.

Feb 11, 2008 11:49 AM #3
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Rainer
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Kyle Rawls

Kyle Rawls
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