It is all about your presentation

By
Real Estate Agent with Long & Foster Real Estate Inc 610-225-7400 PA License - AB067198

As many of you know, I used to be in the antiques business, it was family run and I was third generation. A photo of my dad is below at an antiques show in London. My brother is still dealing and I am still attached, running antiques shows for local charities.

Dad

This post was inspired by Ron and Alexandra Seigel post this morning Marketing Savvy - The Importance of details well worht a read. As I was leaving a comment it reminded me of an event from when I was actively dealing in antiques.

I was on a trip to Hong Kong and walking past a shop with a friend we saw some figures that were quite late, very dirty but attractive. We went in, inquired about the price negotiated and purchased them together. 

Once they arrived in the UK and we cleaned them, we had to decide what to do with them. My friend was a young dealer like me, but not from a family of dealers, so he did not have the same name as I did. We decided to split them up, there were five figures of men in robes on horses. We took one pair and I consigned them to auction with one of the large auction rooms in Amsterdam. Their next catalog came out and they were not in the catalog. I called to discover why and was told they had considered them so good they had held them back for a sale in Monte Carlo.

We were both in attendance, and sat and watched in amazement, firstly the auction room had given them a full page color photo, and am elaborate description. We both had felt they were rather late, and been deliberately vague when consigining them. Bidding began and they went up and up, people were bidding on the phone, and in the room. They eventually get knoocked down at a price with buyers premium considerably higher than we paid for all five figures. 

It was all about presentation, compared to a dirty window on a street in Hong Kong these had been given their own shelf in a display cabinet in Monte Carlo. The amazing thing is they were bought by a dealer from Hong Kong who could have bought them for a lot less.

We repeated the procedure with the other big auction house, and had a smiliar result with the remaining three figures. 

It was all in the details, the presentation. I did see them on the next trip I made to Hong Kong, they were now mounted on very fancy acrylic bases and had a very high price on them, again, this dealer had an eye for presentation.

I see the same thing with manxy of the dealers who rent booths, they use a very general way of displaying their merchandise, the pieces do not look special. With a little effort and attention to detail they could probably get a higher price and sell more quickly making the pieces appear more exclusive than they already are.

 

How does this relate to real estate and selling your home? Preparing your home for sale beforehand, making sure all the light bulbs work, that the house is clean, windows washed, freshly painted, any repairs made, etc. and then staging the rooms and the house giving attention to the details will enable you to obtain the best price. Don't be like the owner of that first shop in Hong Kong, allowing us to make a handsome profit because he did not pay attention to the details. 

 

Posted by

 

Nick Vandekar
Nick is a Tredyffrin Easttown Residential and Commercial REALTOR selling The Main Line, Chester, Delaware and Montgomery Counties.

Giving you the confidence to make
the right decisions.

92 Lancaster Avenue
Devon , PA 19333
SellingTheMainLine.com
Mobile: (610) 203-4543 [call or text me]
Email Me

 

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If you are buying or selling on or around
Tredyffrin Easttown or along the Main Line, 
we can help you, contact us.

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Joseph Doohan 04/26/2020 11:36 PM
Topic:
Home Selling
Location:
Pennsylvania Chester County Devon The Main Line
Tags:
preparing your home for sale
presentation
details
attention to detail

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Rainmaker
3,448,717
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Nick I always loved Antiques and if it was not for Diane the house would look like an antique store:))Endre

Apr 24, 2020 09:59 PM #18
Rainmaker
86,597
Karen Simms
Century 21 Arizona Foothills - Queen Creek, AZ
Horse Property Specialist

A very good example of the cost that a good presentation can return.

Apr 25, 2020 12:49 AM #19
Rainmaker
3,573,841
Nina Hollander
Coldwell Banker Realty - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Wonderful analogy, Nick... and I loved reading this story. Presentation is important not just in real estate but in all aspects of life and business. There's a reason they say you don't get a second chance to make a good first impression.

Apr 25, 2020 05:06 AM #20
Rainmaker
510,354
Scott Seaton Jr. Bourbonnais Kankakee IL Home Inspector
SLS Home Inspections-Bradley Bourbonnais Kankakee Manteno - Bourbonnais, IL
The Home Inspector With a Heart!

Love antiques, love the story, as a home inspector, we are all about the details. 

Apr 25, 2020 05:18 AM #21
Rainmaker
1,629,393
Kat Palmiotti
406-270-3667, kat@thehousekat.com, Broker, Blackstone Realty Group - brokered by eXp Realty - Kalispell, MT
The House Kat

Wonderful story and analogy to real estate. Presentation really is so important!

Apr 25, 2020 05:26 AM #22
Rainmaker
266,246
Bill Carroll
Corcoran Real Estate - Westhampton, NY
IN REAL ESTATE, REPRESENTATION IS EVERYTHING

Nick what a fantastic analogy- great job!

Apr 25, 2020 06:26 AM #23
Rainmaker
109,327
Leanne Smith
Dirt Road Real Estate - Golden Valley, AZ
Relocation to NW AZ with elbow room & more freedom

Personal experiece matters and sharing such an experience is incredibly helpful. Sometimes those engaged in selling fail to understand the importance of presentation including their own physical presence.

Apr 25, 2020 06:41 AM #24
Rainmaker
343,321
Shirley Coomer
Keller Williams Realty Sonoran Living - Phoenix, AZ
Realtor, Keller Williams Realty, Phoenix Az

Thank you for a riveting post!  I couldn't stop reading!  You are correct, it is about the presentation.  I may start sharing your post with FSBOs or other unmotivated sellers who that "okay" is good enough.  Several weeks ago sellers had their vacant house "professionally" cleaned.  However, I questioned their attention to details (windows, window sails, ceiling fans, etc). Fortunately, they agreed to allow my cleaner to come in and do a proper job. 

 

We were under contract in the first 4 days.   You are so right. presentation is everything!

Apr 25, 2020 07:34 AM #25
Rainmaker
1,024,870
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

John Henry, Florida Architect I think you are absolutely right, it applies to everything about us, the car we drive and how it looks, and yes restaurants with the food presented nicely.

Kathy Streib I feel honored, although it was Ron and Alexandra Seigel post that inspired me and I feel their post should also be featured.

Marte Cliff sometimes telling a story gets your point over so well.

Endre Barath, Jr. as antique dealers we always used to say, you know how to make a small fortune as an antiques dealer, start with a large one. I think Diane is wise, but still having a few choice pieces is always a way to introduce them. But, then you have to be selective.

 

Apr 25, 2020 09:33 AM #26
Rainmaker
1,024,870
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

Karen Simms thank you, as has been said in every part of our lives as well.

Nina Hollander I have so many stories from my days as an antiques dealer, that can be applied to real estate and life in general.

Scott Seaton Jr. Bourbonnais Kankakee IL Home Inspector details are important, even the small ones.

Kat Palmiotti thank you, it all just fell into place, just was a shame I no longer had a photo of the pieces from the story.

Bill Carroll thank you, I am glad you liked it.

 

Apr 25, 2020 09:36 AM #27
Rainmaker
1,024,870
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

Leanne Smith stories sometimes help a person to get it better than asking them to do this or that because it will bring you more money.

Shirley Coomer glad you enjoyed it, and feel free to share, glad your client got it and listened to you. Always good when the result aligns with what we have been saying.

Apr 25, 2020 09:39 AM #28
Rainmaker
432,048
Marney Kirk
Cummings & Co. Realtors - Towson, MD
Towson, Maryland Real Estate

Nick, presentation is definitely very important! This is a very good example!

Apr 25, 2020 09:53 AM #29
Rainmaker
1,024,870
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

Marney Kirk thanks for reading and commenting with such a nice compliment.

Apr 25, 2020 09:57 AM #30
Rainmaker
3,448,717
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Nick now that is a funny saying and I must say I love it there are many Realtors that can say the same thing:))Endre

Apr 25, 2020 10:06 AM #31
Rainmaker
1,024,870
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

Endre Barath, Jr. that is true, although with real estate when you settle you usually get paid, with antiques your clients often think you don't need the money and can wait for payment over months and months often.

Apr 25, 2020 10:11 AM #32
Rainmaker
3,210,267
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of the Manchester NH's area Leading Agents

I could sure use your expertise as listing and managing REO homes, I find some great things, but many more crappy things left behind. I never know the real value sometimes.

Apr 25, 2020 02:44 PM #33
Rainmaker
249,197
Janice Zaltman
United Realty Group - Boca Raton, FL
South Florida Residential Real Estate

Hi Nick, great analogy. Grew up cherishing antiques and the history behind them. Here is Florida, there is no market for them as evidence by all the homes I see and no one willing to buy them. So sad. Think it is a great idea to raise money for the antiques with local charities. 

Apr 26, 2020 11:45 AM #34
Ambassador
4,301,239
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Hi Nick:

This is a great story and such a good analogy for real estate, and life. A lousy presentation is not going to get the desired results and it may likely be remembered by others.

Jeff

Apr 26, 2020 01:01 PM #35
Rainmaker
1,024,870
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

Scott Godzyk you should connect with a local dealer or auction house up there.

Janice Zaltman lots of antiques down in Florida, some good buys at local auctions as things come up for sale.

Jeff Dowler, CRS we need to think about every step along the way and how it can be perceived.

Apr 27, 2020 06:30 AM #36
Rainmaker
1,022,895
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Love this analogy Nick!  Your story and history are interesting and I'm betting you have a lot more thanks to your family's history.  Nice photo! 

May 05, 2020 11:44 AM #37
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Nick Vandekar, 610-203-4543

Tredyffrin Easttown Realtor, Philly Main Line
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