#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. One sale was held back 12 months by a pending municipal lien. A little creative thinking and consultation with some experts solved the problem. That home sold a week after the problem was resolved, without lowering the price. BottomLine: 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 percent more than an average listing. Have you ever wondered why foreclosures are a “bargain?” Well, there’s your answer. Some foreclosures are complete dumps. They are dirty, stinky, and don’t show well at all. The foreclosure in perfect condition is a rarity. (They rarely sell for a discount.) So, why do so many people think that the only reason a home doesn’t sell is because it’s overpriced? Because it’s just the accepted wisdom in the marketplace. This might seem absurd. After all, everyone wants a magic formula to solve their problems. But sometimes, simple things can solve seemingly impossible problems.
Few people knew and taught the basics better than Vince Lombardi, considered one of the greatest football coaches of all time. He started coaching the Green Bay Packers when they were consistently losing one game after another. He turned the team around and won five NFL championships.
Those unfamiliar with Lombardi’s coaching tactics might assume he was successful because he had complex strategies and completely unheard-of methods.
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