Page 88 - Selling secrets 5 18 2023

THE COMPARATIVE MARKET ANALYSIS

When it comes to finding a buyer, pricing your home based
off comparable real-priced sales is crucial to making the
sale. The comparative market analysis is imperative to
pricing strategically. When you ask for one from a real
estate professional, be sure to review the analysis, ask
questions, and get explanations. If completed correctly, this
comparison report not only gives you a great listing price
but also reduces the chance of your home being under-
appraised. If you have a well-priced home, you should be
showing within the first few days on the market. Offers
should come within weeks.

PERCEIVED VALUE

If the perceived value of your home by a potential buyer is
greater than the actual price, the more willing he is to buy.
The urgency to buy disappears the closer the price and
perceived value are. This means marketing the home to
match the buyer’s specific needs and desires. A real estate
agent can help you know the buyer’s hot buttons, so that
marketing and presentation can be tailored accordingly.

SELLING BY SHOWING OFF

Before the Internet, cell phones, and social media, buyers
looking at homes perused the local Multiple Listing Service
(MLS) book filled with tiny, grainy images of homes. Photos
of featured homes (paid-for ads) were larger and sometimes
in color, but most were black-and-white, amateurish photos.
The photo was insignificant compared to the information
provided below it.

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