When? How Much? If an otherwise well-staged, well-marketed home isn’t selling after a reasonable interval on the market**, a price reduction is invariably indicated. How big? It all depends on how overpriced the home appears to be. Toss Out the CMA Once a home is actually on the market, interest from prospective Buyers ” or...Read More
Conspicuously Missing: The “I-Want-To-Meet-My-Interior Decorator” Showing Once upon a time, Buyers’ agents who wanted to get their clients into a “For Sale” home simply logged onto MLS; selected the home they wanted to show and the requested time and date; and clicked “submit.” No more. Now, MLS has a pull-down menu (above) listing no fewer than nine types...Read More
Proof That High Pressure Sales Tactics Don’t Work At least in my experience, the odds of any one showing leading to a consummated transaction are perhaps 1 in 10. The exception to that? If the Buyer’s agent is headed to the airport, or otherwise under acute time pressure. When that’s the case, I’d estimate that...Read More
Different Focuses, Priorities What’s the difference between an inexperienced Buyer’s agent and a veteran? When the novice shows a home to clients, they study the home. When an experienced agent shows clients a home . . . they study their client. Of course, if the client likes the home, the agent forms an opinion about...Read More
Proof That High Pressure Sales Tactics Don’t Work At least in my experience, the odds of any one showing leading to a consummated transaction are perhaps 1 in 10. The exception to that? If the Buyer’s agent is headed to the airport, or otherwise under acute time pressure. When that’s the case, I’d estimate that...Read More
Legal Concept of “Ripeness” Even though it’s been decades since I practiced corporate law, I use the training practically daily. To pick just one example, I consciously apply the legal doctrine of “ripeness” to prioritize decision-making — mine and my client’s. In the legal world, “ripeness” means that courts will not consider an issue until it’s “ripe”...Read More
