CHAPTER 1 Introduction
The largest investment most people make is their home. That makes selling a home - whether a single- family residence, duplex, 2-4 flat, condo, or townhome - the single largest, most complex transaction most people will ever undertake. It involves new terms and concepts, financial acumen, and larger figures than most normally deal with.
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 investments in a homeowners' time, energy, and money. Emotions almost always lead to problems in negotiating the sale price and other crucial sale terms. The home seller's objective is to find that particular home shopper who cannot resist buying the home for the highest price. To do this, you need to offer potential buyers a striking home sales presentation that outshines other homes on the market in your area. It requires making a fantastic first impression, creating in the buyer's mind an instant feeling that they are traveling up the front walkway of their new home for the first time, and not visiting someone else's. It's about falling in love at first sight, from the curb, in the initial fleeting seconds.
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