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5 Tips to Getting it Right!

March 9, 2011 by Gloria Keith

DOING IT RIGHT THE FIRST TIME… listing and selling property efficiently requires several components to be done correctly. One of the fundamental keys is to price the property accurately. Not too high, not too low, in the middle to help the client get the most money possible. Initially, even before a Buyer gets involved, both the Salesperson and the Seller need to agree on the final number. Often times the most important "sale" in the whole transaction is helping the Seller price their home correctly the first time.
 
Here is your ACTION STEP… as soon as the Seller agrees to a realistic price, much of the hard work is done. Here are some keys to help you be powerful in pricing:
 
1. Know your overall market statistics (volumes, days on market, sale price to asking price, etc.)
 
2. Have a hands-on knowledge of the existing inventory, what is selling and what is not (consistently inspect homes in their price range)
 
3. Present the comparables in a simplistic, easy to understand fashion (not too much detail)
 
4. Tell them the truth – help them use logic, not emotion when pricing
 
5. Don't complicate things. You are the "messenger"-help them look at the facts. It is not rocket science
 
Lastly, if you are going to take a listing and you know it is overpriced… be sure they know this and have agreed to a strategy of reducing the price in two weeks. If your RE Board will allow it, have a post-dated price reduction form signed when you take the listing. NO Excuses.

Filed Under: Blog, Sales Training

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