By Leslie Geary
RISMEDIA, June 28, 2008-It’s on the tip of everyone’s tongues lately-what is the best strategy for getting a listing at the right price? Instead of pricing homes for today’s market, agents have found themselves trying to call the next week’s market. So to find out what’s really working, we asked three industry professionals their best strategy.
Jeff Galloway
Jeff Galloway Real Estate
St. George Island, Florida
“In the past, it was harder because of the appreciation. But now it just takes showing people how the market has changed and telling them if they don’t price it right, it’s just going to sit on the market. That can be tricky, but because of my sales numbers, they listen to me.”
Ben Kinney
Home4Investment Real Estate Team
Keller Williams Western Realty
Western Washington State
“Do your homework and come prepared to help the consumer come to the right conclusion. Overpriced homes net the seller less in the end. When comparing apples to apples, your home needs to be priced at the top of the comparable “solds” and priced at the bottom of the “actives.” The second tip: I have all listing agents go to appointments in pairs, which shows our teamwork and also helps agents in a presentation if they ever get a tough question.”
Alex & Amy Vastardis
The Vastardis Team
Coldwell Banker Residential Real Estate
Orlando, Florida
Amy: “I have a huge part of my listing presentation that I save for last. I tell them about Coldwell Banker and who we are and let them know how experienced I am. By the time I hit them with pricing, they are ready. I talk about the market first and show them how many months houses are on the market and how much inventory there is and how many price reductions there are. Then I show them the benefit of starting with the right price.”
