Playing Down the Price
“Patriotism is the last refuge of a scoundrel.”
–Samuel Johnson
The real estate equivalent of Johnson’s line is, “when you’ve got nothing else (left?) to sell, sell price.”
That’s not to say value is irrelevant.
With ever-more discriminating consumers, online information, and high tech tools and savvy generally, value has never been more important.
Right Brain/Left Brain
It’s just that financial considerations — price — come after a prospective Buyer already likes (or loves) the home.
Then, the price becomes more of an after thought, assuming that it’s within their budget.
Price speaks to the Buyer’s rational side.
But they decide to buy based on emotion.
“Only $100 a Square Foot!”
How can you tell if the listing agent is (over)emphasizing price?
Believe me, you’ll know (“Amazing value! This beautiful home can be yours for only $100 a square foot! You won’t find a more affordable 4 Bedroom, 3 Bath home with . . .”).
P.S.: When does left-brain thinking (logic, reason) usually predominate over right-brain (emotion)?
During the Buyer’s inspection.
