Page 5 - Pricing Your Home
P. 5
What Really Determines Value
According to Janet Owen?
THE “3 P’S”
In addition to market conditions, location, the condition of your home and the recent comparables,
Janet will discuss three important factors ~ the 3 “P’s”.
PERCEPTION
The buyer must “perceive” that your home is priced correctly. They also want to have “perceived”
value. Perception is key to selling real estate.
POSITIONING
It is important that your home be positioned correctly in the marketplace. An overpriced home
simply helps sell the homes that are priced correctly. Positioning is key.
PACKAGING
“Packaging” or staging your home to sell it is just as important, or even more so, than an expensive
brochure. Anything that needs repair or that bothers you will really bother the buyer. Your home
should be irresistible to the buyer, especially in the current marketplace in which, in most segments,
supply outweighs demand. Packaging is key.
