Table of Contents
WHAT IS THIS “LISTING TRIANGLE?” ............................................................. 3
G ETTING BUYERS TO PAY MORE FOR YOUR HOME ......................................................... 3
P ROBLEM #1: ........................................................................................................................ 4
P ROBLEM #2 ......................................................................................................................... 4
P ROBLEM #3 ......................................................................................................................... 4
VISIBILITY ................................................................................................................ 6
A MPLIFIED S YNDICATION ..................................................................................................... 6
Front Street Exclusive Distribution Channels ............................................................................... 6
W AKE UP SLEEPING BUYERS ................................................................................................. 7
S LOWING BUYERS DOWN ....................................................................................................... 7
S PEED BUYERS UP .................................................................................................................. 7
Avoiding Buyers from ruling it out too soon .................................................................................. 8
Amplify the best features and reasons to buy ............................................................................... 8
Help you leverage your network ......................................................................................................... 8
Leveraging your neighborhood ........................................................................................................... 8
PRESENTATION ...................................................................................................... 9
H ERE ARE S IX R EASONS W HY B UYERS N EED THE P RESENTATION OF Y OUR H OME TO
B E A MAZING : ......................................................................................................................... 9
PREPARING YOUR HOME FOR SALE .............................................................. 12
Approach the Process from the Buyer’s Perspective .............................................................. 12
Preparing the Home for Sale - Some “Universal Truths” ....................................................... 13
C REATE AN A CTION P LAN – F IRST S TEPS ....................................................................... 14
PRICE ....................................................................................................................... 20
D ETERMINING THE L IST P RICE OF THE H OME ................................................................ 20
C OMMON P RICING M ISTAKES ........................................................................................... 21
Challenging Floor Plans ........................................................................................................................ 21
Homes with Basements ........................................................................................................................ 21
Garage Size ................................................................................................................................................. 22
Curb Appeal ............................................................................................................................................... 22
Improvements Don’t Always Mean Improvements ................................................................. 22
Deferred Maintenance .......................................................................................................................... 23
Price Per Foot ........................................................................................................................................... 23
Comps ........................................................................................................................................................... 24
H OW D O Y OU K NOW W HEN Y OUR H OME I S P RICED T OO H IGH ? .............................. 27
C AN Y OU U NDERPRICE A H OME , OR W ILL THE M ARKET S ELF -C ORRECT ? ................ 27
The Listing Triangle™
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