Recently on a listing presentation I took a comp that was down the block from the customer that in my opinion was not valid. It was of couse significantly higher than my suggested price range. I kept this separate from the package that I presented to the prospective client in anticipation that it would come up. Sure enough it did. I had my laptop fired up and ready to rock and roll and I quickly demonstrated the major differences educationg him on how to increase the value of his home. For both of us it was an opportunity that benefited us mutually! What a WIN-WIN.
The customer was impressed by my knowledge of his neighborhood and how rapidly I was able to show him what he could do to improve the value of his home.
The point of this story is to always anticipate the what ifs. Your potential clients know more about there neighborhood than you do. We may claim to be the neighborhood experts but the truth is that there perception of price in there neighborhood is the greatest opportunity to bridge the gap.
BOY SCOUT'S MOTTO "BE PREPARED"