Want ten years of selling experience distilled into one sentence?

The way to sell houses is to exceed Buyers’ expectations (plus dangle a tempting price, and stir up lots of “pre-list” and “new list” buzz).

The corollary to that would be, “the best way to lose a Buyer is to disappoint them.” 

Exhibit A

How does that work  in practice?

I’ve got a current listing that has a fourth, legal Bedroom — which is how it’s presented on MLS.

The room has more than 75 square feet, an egress window, a heat source, a closet, and 7 foot ceilings — all the legal requisites.

However, the steady Buyer feedback has been that the room is disappointingly small.

So, with my client’s permission, I am going to re-categorize the room from “Bedroom” to “Office” (and stage it that way as well).

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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