CHAPTER 1 Introduction
The largest investment most people make is in their home. That makes selling a home — whether it’s a single-family residence, duplex, or condominium — the single largest, most complex transaction a person will ever undertake. It involves understanding new terms and concepts, financial acumen, state and local laws and regulations, and Contract knowledge. Most Sellers are not in a position of dealing with these unfamiliar concepts without professional advice. There are also many emotions at play that can affect good judgment. Many sellers think, Surely, my home where I 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, and money. Additionally, emotions almost always influence sales price negotiations. The home seller’s 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 for 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 seconds. Most sellers do not venture alone into selling their home. They find it better to have an experienced real estate professional with whom they are comfortable. This book was written to provide 1
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