CHAPTER 1 Introduction
The largest investment most people make is their home. That makes selling a home, the single largest, most complex transaction most people will ever undertake. It involves new terms and concepts, financial understanding, and larger figures than normally dealt with. There are also many emotions at play that can affect good judgment. Many sellers think, Surely, 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, and money, and emotions almost always lead to problems in a sales price negotiation. The home seller’s objective is to find a buyer who falls in love with their home. To do this, you need to offer potential buyers a striking home 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. 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 some of that comfort without the direct sales stressors of person- to-person contact. I want you, to help you achieve a better understanding of the home-selling process. This book provides actionable insight into 1
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