“What’s Sauce for the Goose is Sauce for the Gander”

I suppose the opposite of that is, “what isn’t sauce for the goose isn’t sauce for the gander.”

ganderHuh?!?

One of the insights into pricing a “For Sale” home well is recognizing that some properties ARE more difficult to value, due to their uniqueness, location, and/or price point (as in “upper”).

In the pros’ jargon, “the Comp’s are tough” (or, non-existent).

But, step #2 is knowing that, when that’s the case, prospective Buyers — and their agents, and their lenders, and, ultimately, the appraiser working for the Buyer’s lender — will all be confronting the same difficulty.

Call it a bumpy — but level — playing field.

Framing the Discussion

Which is why I’d argue that a good listing agent (representing the Seller) can add the most value when the potential price range is widest.

Through strategic, pre-market prep, they can position the home to sell near the top of its potential price range, and frame the inevitable price discussion(s).

Even better:  making sure that the home has so much emotional appeal that Buyers simply want it, and “value” is an afterthought (or at least comes secondary) . . .

P.S.:  Once the deal is struck, the listing agent’s job shifts to making sure the home appraises, assuming the Buyer is getting a mortgage.

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.

Leave a Reply