CHAPTER 1 Introduction
In my 36 years of personally selling homes in and around the Augusta area as my Realtor father’s #1 sidekick since the 1960s, I have seen the good, the bad, and the ugly! I wrote this book to help home sellers avoid the ugly I see out there everyday! The largest investment most people make is in their home. That makes selling a home — whether a single-family residence or a condominium — the single largest, most complex transaction a person will ever undertake. This investment involves new terms and concepts, financial acumen, and larger figures than normally dealt with in day to day life. It is also one in which emotions may come into play to the detriment of good judgment. Surely, the seller thinks, my home where I raised my children and made so many memories is worth more than the bricks and mortar it contains. Real estate transactions involve dozens of decisions and substantial investment in homeowners’ time, energy, as well as money, and emotions almost always lead to problems in a sales price negotiations. As the home seller, your objective is to find that home shopper who cannot resist buying your house at the highest price. To do this, you need to offer potential buyers a striking home sales presentation that outshines other homes on the market. It requires making a fantastic first impression, creating in the buyers an instant feeling that they are traveling up the front walkway of their new home for the first time, not visiting someone else’s. It’s about falling in love at first sight, from the curb, in those initial fleeting seconds. 2
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