Page 37 - Selling secrets 5 18 2023

reference, two similar condos in the same complex were
listed for $479,000 and $439,000.

With two similar condos listed for less, the agent was
doubtful of a sale. The condo went on the market. Almost
immediately, he began to doubt the strategy. The condo was
showing regularly, but no one was making offers. People
were just walking through and leaving.

To make matters worse, most visiting agents thought the
condo was overpriced. They couldn’t understand why the
owner was asking for so much money. After all, a similar
condo just around the corner was available for $100,000
less! They counseled their buyers to keep looking and left
without making offers.

The story is true. The condo had no special attraction that
set it apart from the others. This unit wasn’t a penthouse. It
was on the sixth floor of a 10-floor complex. The top-floor
units weren’t penthouses, either. And the other agents
weren’t wrong. The price was indeed high.

Still, the owner stood firm. One day, four months and many
showings later, another buyer walked in. This time, it
was different. This buyer loved the condo the moment he
stepped through the doorway. He made an offer before he
finished the tour.

The agent couldn’t believe what he had heard! He rushed to
call the owner. The owner accepted the man’s offer, while
the agent began to worry. Maybe the buyer would find out
he was overpaying. Maybe the deal would fall apart. But no,
everything worked out. The place successfully sold for
$549,000, a record high! Naturally, the real estate agent was
thrilled. So was the owner, who made a substantial profit.

27