The Opposite of “Easier Said Than Done” Real estate sales is a field (like many others, I’m sure) where a lot of things are “easier said than done.” Get Sellers to price realistically? “Easier said than done.” Persuade homeowners to spend a relatively nominal amount on staging, that will help sell their home faster, for...Read More
When the Best Defense is a Good Offense Not every “For Sale” home is in “mint, move-in condition” — nor is that a realistic goal for many sellers (be it due to limited time, money, energy, or simply a cold-eyed cost-benefit analysis). When that’s the case, though, getting top dollar for the home hinges on...Read More
Steven Martin’s “Overnight” Success “I did standup comedy for 18 years. Ten years learning, four years refining, and then four years of success.” –Steve Martin; People Magazine (June 22, 2015). For an industry with practically non-existent entry barriers — a high school degree, a few weeks of coursework, then an exam does the trick — real...Read More
When it Works — and When it Doesn’t; or, “Good! Go Lowball Someone Else!” Fear of loss can be a huge motivator in real estate sales. For home Buyers, it means losing out on their dream home to a higher bidder. So, what do home Sellers fear losing? A good Buyer. “The Runner-Up House” Which...Read More
Really, Really Liking Real Estate Want to know one of the worst-kept secrets in real estate sales? It helps to like real estate. “Duh,” right? But I wouldn’t be any good (or I’d be less good) selling cars, clothes, or . . . widgets, because I’m not “into” those things. By contrast, I have always...Read More
