The Hintze Team Blog

The market is always changing. However like always both buyers and sellers must be realistic to make a deal work. It takes more coordination and work now than ever to bring a deal to closing. Pricing correctly is just the first step of getting your ducks in a row to sell.

I always get asked by new agents, what do I face on a listing presentation. What should they expect? I expect objections, alot of objections. As a professional you have to be prepared to handle those objections and lead your seller's to the correct information.

The most common objection is about the list price. My job is to educate them about the current market trend and to get them the most money in the shortest amount of time so that they can move on. Overpricing does not work in any market condition.

Padding in room for negotiations, is still overpriced. If 2 department stores are selling the same item but one store has it on sale for $25 less, who would you buy from? Everybody likes a deal.

If you answered you would rather pay more, I have some sellers who would like to meet you. Have you ever seen a business advertise an "Overpriced Merchandise Sale"? Exactly my point.

A client wanted to list for $20,000 more than I advised. Why? To allow room for negotiation, so they could negotiate down $20,000 from the asking price. Once again back to the department store. If something is overpriced, do you buy it or ignore it? If something is a bargain, you always stop to look (and ladies especially if you dont get it for yourself, you start to think of anyone else you know to get it for).

When determining the price of a home, alot of factors must be considered. A local Realtor is a specialist, not Trulia, not Zillow, but a live professional who can visit your home and neighborhood to give you a real evaluation.

Pricing the home right the first time saves fustration, money, and time. What happens if you miss the most active months of buyer activity, how much more did that cost you in mortgage payments because you wanted room to negotiate down?

Buyers are assisted by Realtors who inform them of the market conditions and prices. If it is priced to sell, an agent will tell their buyer it's a good opportunity and there may be other buyers interested as well. Consumers know a good price when they see it too. Im not saying everything has to be a steal, it needs to be priced right according to the local market.