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How to get the best possible
price and terms?
First you must know the brutal truth. It does not matter at all
if you are delighted or disappointed with the news. If you are
to maximize your results, you must know.
Second, you must have a pricing strategy that gets you the most
attention from buyers interested in your price range.
Then you must have a marketing plan that:
• Creates
excitement and urgency regarding your home
• Brings
your home to the attention of every possible buyer in
your home's
price range.
You are in charge of the second issue.
You hire a real estate agent to handle the first and the last.
Many people think that they hire a real estate agent and the real
estate agent "sells" the home. Many real estate agents
would like you to believe that.
…It's a fairy tale. Your house will sell itself…When
prospective buyers come to see it, they will either choose it or
reject it. They may get useful information from the Realtor, but
the home either works for them or it doesn't.
What then is the Realtor's job?
First, he/she is an Information Manager. He/she collects information
and keeps it in front of you. He/she keeps your focus on what the MARKET
is trying to tell you.
Second, he/she is your Marketing Manager. Our job is to get as many
prospective buyers as possible to see your house. If they don't
see it, they can't love it.
For instance, he/she will do many things to get your home looked at
both by other Realtors and prospective buyers…that's the Marketing
Manager. Then he/she will help you interpret and understand what the
MARKET is saying…that is the Information manager.
What does it mean when lots of Realtors have seen
your home, but no showings, or lots of prospective buyers have seen
your home, but no offers are written, when houses around similar
to yours are selling, but not yours…that's the Information
Manager.
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