Which Would You Choose?

Real Estate Agent with RE/MAX Realty Suburban

In front of you are two $1 bills. One is fresh from the bank....smooth, crisp, the one you check to make sure that a second one is not stuck to the back it was, so new. The second bill is wrinkled, bent corners, looks as if it has been laundered several times and  nearly disintegrated. They are both the same; both are American legal tender, both of the same value, and both may be used for goods or serves around the country and several countries around the world.

Now I ask you, which one do you want? The answer seems obvious because it is...the freshly printed, clean, crisp bill. It is human nature.  Given a choice, the clean one always gets selected.

So how do we get Sellers to understand this?  By showing them.  Prior to listing take them to a couple homes; both neat/clean/A+ on presentation and dirty/cluttered/embarrassed anyone saw my house this way homes.  More times than not they get it.  They, themselves, would choose the A+ home. 

Comments (3)

Teri Isner
Keller Williams Realty at the Lakes - Orlando, FL
Jacqueline we must have attended some of the same seminars or heard some of the same speakers.  I love this example and it very visual..no doubt and makes a great impression.
Aug 29, 2006 04:28 AM
Eileen Landau

Why not just bring 'em 2 dollar bills? One brand-spanking new; the other, bleached, torn, worn and dirty.

Put them on the table. Then ask them which they would choose? (Shut up, as Mike Ferry would say.) Let them answer.

If they choose the new bill, they've answered your question. But, what if they choose the dirty, torn and worn bill? Then, what?

The value is still the same as the new dollar. So, seems to me that you'd need to point out that many fixer uppers are the "dirty" bills of real estate...and they sell for less.

Be prepared for either choice.

Aug 29, 2006 04:41 AM
Willie Norris
Keller Williams Realty - Columbia, SC
I don't think that the analogy with the money will work for everyone.  Some people are so driven by money, that they will not care if it dirty or clean.  They both will the spend in the same manner.  You have tailor your conversation to each person.  Find out what their pet peaves are and use something that makes a reference to it...
Sep 26, 2006 12:24 PM