What Can I Do to Put You in This Home Today...

Real Estate Agent with Keller Williams Realty - Atlantic Shore

Or Why Can't Home Sellers Be More Like Car Dealerships?

Having just purchased a new car I'm wondering why home sellers do not take a lesson from car dealerships.

New CarWhen you're planning to buy a car, you look online for the dealership with the best prices. 

The successful car dealership doesn't advertise a price higher than others figuring they'll negotiate a lower price when the customer enters the showroom.  Chances are that car buying customer will never enter the showroom of the higher priced vehicle.

Home buyers do the same thing. 

They look online, and if a home is not priced properly they won't even see it.  They will want to see the homes that have prices based on comparable sales, indicating the seller is realistic and set to sell. 

If you want to know what it will take to get your Jersey Shore home sold, contact Little Egg Harbor REALTOR® Laura Giannotta at 609-384-6121.

Comments (24)

Dan Hopper
Dan Hopper - Gold Way RE - Westminster, CO
Colorado Broker / Referral Services

Laura, always an important topic, PRICE.  We as real estate professionals must do a better task of explaining that we are marketing specialists, first.  Price, is still  KING in acquiring buyers, no matter what the product is!! 

Sep 05, 2013 10:09 PM
Laura Giannotta
Keller Williams Realty - Atlantic Shore - Little Egg Harbor, NJ
Your Realtor Down the Shore!

Barbara, all sellers say I want negotiating room, but negotiating can't happen until you get bodies through the door!

Well thank you Roger!

Dan, we also have to do a better job explaining there is more to negotiate during a sale than just the price!

Sep 05, 2013 11:02 PM
Wayne Zuhl
Remax First Realty II - Cranford, NJ
The Last Name You'll Ever Need in Real Estate

So true, Laura - buyers are educated, and they know when a home is ridiculously overpriced. No one wastes their time seeing the home of an unrealistic seller.

Sep 06, 2013 03:37 AM
William Feela
Realtor, Whispering Pines Realty 651-674-5999 No.

Laura...with so much Miss-informtion on the web, I find that many buyers call me and have me do the work, just like the olden days.

Sep 06, 2013 09:17 AM
Bill and MaryAnn Wagner
Wagner Real Estate Group - Ocean City, NJ
Jersey Shore and South Jersey Real Estate
Laura, That's just the way you want to present it to sellers during the listing presentation. Show them the properties that are competing with their home and ask which one they would make an offer on.
Sep 08, 2013 01:50 AM
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Laura, good advice for sellers to price the home at fair market value.

Sep 20, 2013 11:26 PM
Nick T Pappas
Assoc. Broker ABR, CRS, SFR, e-Pro, @Homes Realty Group, Broker/Providence Property Mgmnt, LLC Huntsville AL - Huntsville, AL
Madison & Huntsville Alabama Real Estate Resource

Laura, I've never actually made the comparison mostly because I don't want to mention car salesmen in the same breath, however, this is the perfect example and plan on using it the next time I have a seller wanting to price their home way too high.

Sep 21, 2013 08:48 AM
Ginger Harper
Coldwell Banker Sea Coast Advantage~ Ginger Harper Real Estate Team - Southport, NC
Your Southport~Oak Island Agent~Brunswick County!

Laura,  Excellent post.  We have to know the steps to take to help folks find and then purchase the home of their dreams.

It is true that a buyer searching for a car, does a lot  of research on line these days.  I think that  many more sophisticated buyers are also doing a lot of research on line for areas that they may want to have more informations about.

Sep 22, 2013 07:12 AM
MaryKay Shumway
The Kellstrom Ray Agency, Inc. (Est. 1948) - Sister Bay, WI
Door County Wisconsin's Real Estate Expert

I agree with Nick (hate to mention cars and homes in the same breath), but I have to say that your analogy is perfect.  I WILL be using it in the future.

Sep 22, 2013 07:15 AM
Matt Kombrink
RE/MAX All Pro - Saint Charles, IL
Your #1 Source For Real Estate
Oh spot on here! Very good analogy, thanks for sharing. This is wise advice for any home seller!
Sep 22, 2013 12:28 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Laura, makes sense to take overpriced listing in this market that is going up up and up! The market value will catch up with the price soon!

Sep 22, 2013 02:11 PM
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Laura - A great comparision!  Sellers need to realize that buyers are online and comparing the homes for sale.

Sep 22, 2013 04:32 PM
Scott Fogleman
Richmond, VA

Laura- Most home sellers dont understand marketing.. They think people will pay extra because their is always better.. No, people will buy your first if its beter

Sep 22, 2013 07:35 PM
Richard Iarossi
Coldwell Banker Residential Brokerage - Crofton, MD
Crofton MD Real Estate, Annapolis MD Real Estate


Home sellers ignore price at their own peril. Hire a local REALTOR®...and take their advice.


Sep 22, 2013 08:57 PM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

You are so right, Laura. Or an agent shows an over-priced home as a "comparable" to others he/she is showing to prove to their client what a good deal they are getting elsewhere.

Sep 22, 2013 10:46 PM
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Laura, a very good analogy! Today's buyers are more savvy and will bypass those overpriced listings on the Internet.

Sep 22, 2013 11:13 PM
L. Scott Ferguson
Ask4Ferguson - Your House-SOLD Name in Real Estate - West Palm Beach, FL
Sunny Florida Real Estate Professional

Great post Laura...I find that buyers here in my area (Detroit) are always looking for a dea...but with our inventory being so low they are pretty much 'strong armed' into paying full price :)



Sep 23, 2013 12:26 AM
Marc McMaster
RE/MAX Centre Realty - State College, PA
Putting my clients before myself

As much as I don't want to be anything like a car salesman, that's a great correlation to the sales market.

Sep 23, 2013 01:34 AM
Li Read
Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC
Caring expertise...knowledge for you!

Great post...and you know, we can learn from all types of sales careers...real estate is about customer service.

Sep 23, 2013 02:36 AM
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Real Estate Agents - Luxury - Divorce

checking in on you.....it is all about service !

Nov 05, 2013 06:26 PM