Getting Sellers to accept declining market value
By Pacita Dimacali, Alameda/Contra Costa Counties CA
One of the most difficult and sensitive things to do during a listing presentation is to get the sellers to see and understand the proposed list price. Try as I might, it's still a careful dance especially when there are other realtors competing for the listing. We've all heard of some realtors "buying" the listing by proposing a higher list price to get the listing. It helps to augment a marketing plan with statistics. One of the best and local resources for me is DQNews.com's report on Bay Area Home Sale Activity. Instead of generalizing figures that one reads about, this chart provides a zip code view, and thus more believable at the local level. However, it still requires a comprehensive comparable market analysis to come up with a proposed list price. In Alameda's 94502 zip code, i...