PRICING
The seller sets the price of the home, but ultimately the
buyer determines the value.
My job is to supply you with facts about what has sold recently and what is for sale
now in order to make a decision. As a real estate professional I have access to comparable
sales, as well as information on current listings and pending sales. Data alone is
not enough. My knowledge of the market is instrumental in helping you set the right price
for your home.
The Common Pricing Objections
“Another Agent said it was worth more.”
“Our home is nicer than those houses.”
“People always offer less than asking price.”
“We can always come down on our price.”
“We have to get that much out of our home.”
“My neighbor was able to get his price.”
“Let’s try it at our price for a month or so.”
“The buyers can always make an offer.”
“We paid more that that for our home.”
Obstacles to Proper Pricing
Agents
who will accept a listing at any price the seller chooses
Neighbors
who lead the seller to believe they got more for their home than they did.
Inflationary Times
that cause prices to go up rapidly because of economic factors.
Recessionary Times
that cause prices to go up
rapidly because of economic factors.
Fear
of making a mistake in pricing which could lead to losing a significant portion of
their equity.
Loss of Perspective
due to the seller being
emotionally involved and not necessarily thinking objectively.
Need for a Certain Amount of Cash
out of a home which has nothing to do with value no matter how important the reasons.
Beware!
“Beware that some agents will
at first suggest a very handsome price. Then,
after they have the listing and the house hasn’t sold, they’ll come back with a
pitch to lower the price.”
Consumer Reports, July, 1990
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