Fairy tales and overly-optimistic assurance won't sell your house but effort will. A sign in your yard won't sell your house; proper counseling will. If you are placing your house on the market, be certain it is on the market. If you want your house "listed for sale," overprice it. If you want it SOLD, price it right!
- Sellers and Realtors are NOT appraisers -- Buyers are...and they buy only by comparison, as you will your next house. Condition and price are the only criteria.
- Wring emotion and pride from your mind. Sellers speak of value, amount invested, and what they can "afford to take." Buyers consider ONLY price, condition, and other properties offered. Sellers sell homes -- the past. Buyers buy houses -- the future.
- Your house will sell ONLY because it is better than its competitors -- not because it is yours.
- Overpricing causes your house to get stale on the market. Buyers and Realtors begin to wonder what is wrong with it. Why has it not sold?
- Much fiction occurs regarding the price your neighbor received, fiction similar to the trade-in on his old car and the gas mileage on the new one.
- Your present total investment has no effect on the value of your house.
- Any house unsold after 90 days on the market was overpriced for its condition on TODAY's market; not yesterday's, not tomorrow's, but TODAY's. Our present market may be weak or strong, depending on who you talk to, but either way it's the only one we have.
- Your offering price should be high enough to encourage maximum offers but not so high as to discourage otherwise qualified buyers.