CHAPTER 16 The 3-Step Formula I Use t ormula I Use to Sell o Sell Homes Others Couldn't Sell 't Sell These techniques will sell homes that other agents have failed to sell. You might not realize it, but small details make a big difference. Here are three basic things I do to sell homes that didn’t previously sell. #1. Improve the marketing. Take better pictures, and write better descriptions. Perform an in-depth “marketing analysis.” This helps identify marketing opportunities other agents might have missed. #2. Solve any problems holding back the sale. Yes, sometimes a problem is holding the sale back. Here’s an example: Contrary to what most people think, price isn’t always the reason a home doesn’t sell. Sometimes buyers are worried about an oil tank on the property, for example, or may be concerned about septic tanks. There are ways to address problems like these up front, to assuage any buyer concerns. Bottom Line: Good agents are problem solvers. Solve the problems, and the home sells. Unfortunately, not all agents are good problem solvers. #3. Improve the showing condition of the home. A staged home will sell for 10 percent to 15 percent more. A home in good showing condition (but not staged) can still sell for up to 10 67
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