Listen up everybody, if you haven’t heard by now we are not in a Seller’s market anymore. You cannot sell property the same way you used to. It’s that simple.
I have been in sales & marketing for over 25 years now. I have bought and sold Millions of dollars in real estate, Residential and Commercial, and one thing I know for sure is this:
If you keep using the same methods to sell your real estate in this market you will also continue to get the same results. If you are happy with that, Great, if not you have to change your method.
“Insanity is doing the same thing again and expecting a different result… We can’t solve problems by using the same kind of thinking we used when we created them.”
--Albert Einstein
Here is something you need to remember “If It Is Easily Gotten; It Is Seldom Desired” what that means is this:
If there is an abundance of anything there is no urgency to buy now! And what happens to prices when there is an abundance of anything? You got it; they go down. This is true in everything, not just real estate.
So if you price your house the same way as the hundreds or thousands of other properties out there why should someone buy yours or give you the price you want? Short answer is; they probably won’t. They are automatically thinking, for example; if your property is priced at 200,000.00, they can get it for even less. Your house may actually be a bargain at that price and you priced it that way for a quick sale. That may be the advice you received from an agent or you simply thought that was the right thing to do. Big Mistake.
You have probably been told you have to list it low to sell quick in today’s market. This is not necessarily the case and could actually make it harder to sell your home. All Real Estate Agents are not necessarily skilled salespeople or marketers, they didn’t have to be in the past sellers market, but that has changed and those days may be gone for a long time.
Make sure you find an agent that has a marketing system or a plan to sell your home, that consist of more than listing it in the MLS and running an ad in the paper.
So if you just want your property listed call any agent, they can all handle that task, but if you want it sold you must use a skilled salesperson or marketer.
The first rule is to Never Never Never show the buyer all your cards up front or you will lose every time. When I first started my sales career 29 years ago I was taught to never shoot all of your bullets up front or you will never win the war, and this is precisely what you are doing by listing your home too low to begin with. If it is already priced low, where do you go from here? Where does your buyer expect you to go from here? You got it, down even further. THIS IS NOT THE WAY TO SELL IN THIS MARKET.
You must create urgency to act now and the only way to do that is to invoke the most powerful human emotion the “Fear of Losing” a skilled salesperson knows this and uses it to your advantage.
If you think you are going to lose something you will put forth twice the effort to get it, rather than if you just find a good deal on something.
Even though it may be a good deal there is no urgency to take action.
Fact: 9 out of 10 people procrastinate and lose all great deals they come across because no one gives them a reason to take action.
Why do you think auctions are such a great sales tool?
Why is it that everything almost always gets sold at an auction, even if it is junk?
Why do things sell for more than they are worth sometimes at an auction?
Because someone else is bidding against you and the fear of losing or not winning the bid is now just as much a motivating factor and important as what you are bidding on.
When you bid on something you take mental possession of it right then and someone bidding against you is trying to take what you have already mentally claimed! It is yours how dare they try to take it. Why do things actually sell for more than they are worth or for more than they would have by simply placing it for sale? Simple, it is called “Emotion”.
Buyers Almost Always Buy Based on Emotion; they will then try to defend their purchase with logic. We have all heard; but I got a great deal or it was on sale. Baloney! You bought it because you wanted it.
If it was not a basic necessity, you bought based on emotion.
How do you create this urgency or fear of losing? Easy if you know how, you must simply make your property scarce or limited in some way. This is what my method of selling will do for you.
You get the effect of an auction without the auction or expense of an auction. And my system takes 30 Days or Less.
