Actions > Words, Real Estate Edition So, how do you tell if a home Seller is motivated? Test your knowledge of today’s housing market, and identify the correct answer(s) below: A. The home is realistically priced; B. If the home hasn’t sold after a reasonable amount of market time (depends on price point, home attributes),...Read More
“The Answer to the Seller’s Question, “Do You Think I Should [ _____ ] . . . ?” is Always “Yes”** Consider the rather provocative question ” from a homeowner contemplating selling their home in a few years ” posed to The Ethicist, an advice column in The New York Times: “We live in a large house...Read More
“Just Say “No!'” (or, “Tomorrow Works Much Better”) As a rule, the more accessible a home is to prospective Buyers . . . the easier it is to sell. But, that doesn’t mean Sellers can never say “no” ” either to a showing request, or, to a Buyer (and their agent) literally standing in their...Read More
Prospective Listing Agent to Homeowner: “So, Why Are You Selling?” Realtors who aren’t skilled at determining prospective clients’ motivation . . . usually don’t make much money selling real estate. So, how do you tell how motivated someone is? A good starting point is asking them why they’re selling (Duh, right?). Sometimes, you don’t even...Read More
Novice Realtors Rush In Where Pro’s Fear to Tread “Never negotiate furniture.” “Never negotiate furniture.” “Never negotiate furniture.” “Never negotiate furniture.” Realtors who don’t know the above rule ” or forget it ” soon get the opportunity to (re)learn it. That’s because negotiating the sale of personal property, particularly furniture, can be more challenging than dealing...Read More
Consumer Psychology and the Too-Precise Price When you see an oddly-priced “For Sale” home, there are two possible explanations (at least in my experience selling residential real estate): One. Drawing Attention. The way to stand out from homes listed at $389,900, $399,900, etc. is to price at $398,731 or some such (I haven’t seen a home...Read More
