Pam Handler - SELLING THE UNSELLABLE HOME

ENTICING BUYERS

What can you do to sweeten the deal for the buyer? Everyone is looking for a deal. If people think they are getting a bargain, they are going to hear that little voice inside of their head saying, “Do it—don’t pass it up!” Marketers have been using this method for centuries because it works. If you want to persuade someone to buy your home, offer them something no one else is offering. Even something that seems insignificant to you could close the deal for the buyer. For example, an agent had been trying to sell a home for almost a year and was ready to give up. In fact, he had come very close to selling the house at one point, but the deal fell through. Getting people interested in the home was not a problem. Buyers were looking at a lot of homes in the neighborhood. This listing was even one of the nicer ones in that area. That was a problem. Yes, the house was nice, but so were a few other houses in the neighborhood, and this house was priced above the others. The agent just couldn’t seem to close the deal on this house, because everyone would eventually turn their interest to one of those other homes. Luckily, he talked the owner into “sweetening the deal.” He needed something that would make the house stand out. Buyers needed an incentive to buy this house, instead of the ones that were almost just as nice right down the street. Finally, the owner agreed to give it a try. The following week, a new buyer came to look at the house. As usual, they planned to visit other houses in the area, after this one.

So, before they moved on, the agent told them he had something

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