Ken's Naperville Real Estate Blog : WHAT WOULD YOU BE HAPPY SELLING YOUR HOME FOR?

WHAT WOULD YOU BE HAPPY SELLING YOUR HOME FOR?

What would you be happy selling your home for?

I love asking that question of my prospective sellers.  It always knocks them for a bit of a loop...

Most would be sellers expect me to start talking when we first sit down.  Waving around page after page of statistics to educate them on pricing.  I prefer to start with a question...

What would you be happy selling your home for?

If I don't know what a seller will be happy selling his home for, how do I know if I can help him?

Sure, most sellers are a bit unrealistic.  Aren't we all...

But at least it lets me know where my seller stands with reality.

Give me a seller that is reasonable, I am going to sell a home...

An unreasonable seller?  I have no chance...

Ken

A Realtor you can trust.

Comment balloon 15 commentsKen Tracy • September 22 2009 08:24AM

Comments

Ken, contrary to protocol, I try to let my sellers come up with the price by using a precise and strategic presentation.  It works!

Posted by Edward Bachman, Your Kingwood TX Realtor (EXIT REALTY SOLUTIONS) over 8 years ago

Good stuff Ken....glad to see you active.  Great pearls of wisdom here....as always!  Keep it up.  Love your post, nutrition for kids too.

Posted by Larry Bettag, Regional Vice-President (Larry Bettag - Cherry Creek Mortgage) over 8 years ago

Comfort is an interesting reference point. Like comfort food, the comfort price.

Posted by Associate Broker Falmouth MA Cape Cod Heath Coker, Heath Coker Robert Paul Properties Falmouth MA (http://www.CapeGroup.com & http://www.REindex.com) over 8 years ago

Hi Ken, I'm curious to know how their answer affects your listing presentation?

Posted by Richard T. Dolbeare, R(B), ABR, CRS...Hawaii Multi-Island Specialist (KW Island Living) over 8 years ago

Hi Heath, Larry, and Edward.  Thanks for stopping in.

I love asking the question.  Knocks the ball back in their court.

Always active.  Thanks for the plug for Nutrition for your Kids!

Ken

Posted by Ken Tracy, Helping clients buy and sell since 2005 (Keller Williams Realty Infinity) over 8 years ago

Do you then to "What would you be willing to sell your home for?" if happy isn't an option? =)

Posted by Julia Odom, Chattanooga Homes for Sale (Select Realty Professionals) over 8 years ago

Ken you are brilliant.  I do say it but never right off the bat.  But it makes sense.  I usually use that line and then exactly as Julia says above.

Might as well know upfront.  Some sellers have no clue as to the market and others are very aware of what has been selling in the neighbourhood.  And then there are some who seem to pull  a number out of a hat.

Knowing up front would definitely affect the presentation.

Posted by Jenny Kotulak, Broker - Oakville Ontario Real Estate (RE/MAX Real Estate Centre Inc., Brokerage) over 8 years ago

Ken...

Fortunately, when I get to most sellers they have already been on the market a while so we do a reality check. It's good for both of us!

Posted by Richard Weisser, Richard Weisser Retired Real Estate Professional (Richard Weisser Realty) over 8 years ago

I was actually thinking of selling my house until I did the CMA---whew it scared me.

Shelton

Posted by Team Honeycutt (Allen Tate) over 8 years ago

Hi Richard, Jenny, Julia and Richard.  Thanks for stopping in.

Brilliant!  Go on, please...

My listing presentation is pretty conversational.  I let the clients answers lead or talk.

If they were really unrealistic?  I would probably ask "And what will you do if you don't sell?"

Richard, being the second or third agent on the scene certainly does help with pricing...

Willing to sell there house?  Sure.  I would test out the clients motivation.  If there motivation is high, they are ready to move and may be willing to accept a lower price.

Thanks so much everyone,

Ken

Posted by Ken Tracy, Helping clients buy and sell since 2005 (Keller Williams Realty Infinity) over 8 years ago

Hi Ken... I have used this tactic in listing presentations and it works very well at weeding out serious sellers from those who just want to waste everyone's time.  Way to go.

Posted by Steve Shatsky over 8 years ago

Hi Shelton and Steve.  Thanks for stopping in.

It seems important to know there expectations...

Thanks again,

Ken

Posted by Ken Tracy, Helping clients buy and sell since 2005 (Keller Williams Realty Infinity) over 8 years ago

Ken, I like that! I'll be trying it on my next listing presentation.

Posted by Jen Bowman, Realtor - Anna Maria Island & Bradenton FL (Keller Williams on the Water) over 8 years ago

Hi Jen.  Thanks.

Just seems like a good lead in to pricing.  Surprised more wouldn't ask...

Thanks again,

Ken

Posted by Ken Tracy, Helping clients buy and sell since 2005 (Keller Williams Realty Infinity) over 8 years ago

I like your approach to pricing a home with your sellers. How often do they give you a low-ball answer?

Posted by Annie Fahy over 8 years ago

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