Listing Triangle™ - Front Street Brokers | Page 21

Price
It’s true that any home will sell, even if it has poor presentation and
visibility – if you keep dropping the price. It’s our job to help our clients get
the highest price the market will bear when they sell their homes.
Many homeowners fall victim to making emotional decisions on pricing,
while real estate agents focus too much on just price without considering how
value can be added with good Visibility and Presentation.
Here is a secret that nobody tells agents about selling homes in real
estate school: Unless they’re selling carbon copies of homes on the same
street, nobody knows for sure what the home will sell for. There are too many
variables. Because pricing isn’t an exact science, many agents and
homeowners make fundamental mistakes when pricing a home to sell.
Another secret about selling homes is that the market value of a home
can be changed, altered, and improved by addressing many variables that
ultimately impact the selling price of a home. Just like Warren Buffet does
when he sells a business, he increases the perceived value of the property
before he offers it for sale. Using a Value Driven Approach versus a Price
Driven Approach is the core difference in how we achieve higher selling prices
for clients, and it’s the backbone of our Listing Triangle method.
Determining the List Price of the Home
We have confidence in our ability to market a home to maximize its
visibility. But until we know how cooperative homeowners will be with the
tasks related to Presentation, it is unclear what the final list price of a home
should be, because the Presentation of the home greatly impacts what the home
will sell for. When we first do our research to see what the house might sell
for, we come up with a range: high end to low. If homeowners are able to
follow all of our suggestions to maximize presentation, then we list at the
upper end of the price range. If they are not able to or choose not to take all the
steps for improving presentation, their home will sell for less and therefore we
are forced to list the home at some other point in the lower price range of the
home. Getting your home to sell is a lot of work. We understand there are
financial and time factors at work that often dictate how things go. We have
resources and recommendations that can help lower the stress and the cost of
getting a home ready to sell.
It’s very important for us to fully understand the context of your
situation, including your desired timelines, moving plans, and budget
The Listing Triangle™
Page 20