• Th e home interior is dated. Old colors and ol d fl ooring deter sales, as do any upgrades that will be necessary to freshen up the decor. • Th e home owner is no t fl exible with showings. Plan ahead to ensure kids, pets, and you are ready to show at any time. • Th e market is not favorable at listing time. Deciding to list at another time may be the best option. • Th e home is located in an abandoned development . Th e housing crash of 2008 le ft m any houses empty in many neighborhoods. • Th e real estate agent did not provide a s uffi ciently aggressive marketing plan. • Th e real estate agent did not perform the Comparative Market Analysis correctly and failed to provide strategic pricing for the home. POINTS TO REMEMBER: • To secure a sale, be prepared to o ff er bargaining chips, such as free equipment, appliances, amenities, or services. • Another option is to assist the buyer wit h a fin ancial need, such as helping with closing costs, buying down the mortgage, or prepaying property taxes for a year. • To anticipate seller needs and requests, familiarize yourself with the various factors that are most likely to kill a sale or give the buyer second thoughts about it.
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