{"id":3232,"date":"2008-06-14T08:14:06","date_gmt":"2008-06-14T15:14:06","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=3232"},"modified":"2008-06-14T08:15:06","modified_gmt":"2008-06-14T15:15:06","slug":"price-matters-but-so-does-everything-else-when-buyers-come-to-see-your-home-theyre-looking-for-reasons-to-reject-it-not-to-buy-it","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/3232\/price-matters-but-so-does-everything-else-when-buyers-come-to-see-your-home-theyre-looking-for-reasons-to-reject-it-not-to-buy-it\/","title":{"rendered":"Price matters — but so does everything else: When buyers come to see your home, they’re looking for reasons to reject it, not to buy it"},"content":{"rendered":"

This is my column for this week from the Arizona Republic<\/i> (permanent link<\/a>). Incidentally, as tough as it might be to take, this same principle applies to consumers shopping for Realtors or lenders: They’re not looking for reasons to accept and embrace you, they’re looking for reasons to reject you and move on to the next candidate. If you want the business, you have to take away their objections before they think to raise them.<\/p>\n

 
Price matters — but so does everything else: When buyers come to see your home, they’re looking for reasons to reject it, not to buy it<\/strong><\/p>\n

If price matters more than anything else in the sale of a home, why bother to clean, repair, stage and market the property for sale?<\/p>\n

In a buyer’s market, if a home is priced above its market value, it probably will not show. If it doesn’t show, it can’t sell, and this by itself is all the argument anyone should need to price a home to the current market.<\/p>\n

The corollary proposition is that, if your home is properly priced, it should get frequent showings.<\/p>\n

So the battle is won, right? All you had to do was price your home to the current market, and you attracted the attention of buyers. Victory is at hand.<\/p>\n

Not quite.<\/p>\n

Your home is showing, and that’s good. But if it is dirty, if there are obvious repair issues, if the space is cluttered and confusing, if no one has worked to point out why it’s such a good buy — other houses will sell and yours will languish on the market.<\/p>\n

As long as you’re priced right — and price can be a moving target in this market — you’ll get showings. But if your home is not a better value than the other houses your buyers are seeing, they’ll buy those homes instead.<\/p>\n

That’s exactly what you would do in their place, isn’t it? When you’re picking through the melons at the grocery, you aren’t looking for the ones that are bruised and shopped over, unsightly and unappetizing. Why would you expect buyers to buy a property that you would pass Read more<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

This is my column for this week from the Arizona Republic (permanent link). Incidentally, as tough as it might be to take, this same principle applies to consumers shopping for Realtors or lenders: They’re not looking for reasons to accept and embrace you, they’re looking for reasons to reject you and move on to the […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[6,5],"tags":[],"class_list":["post-3232","post","type-post","status-publish","format-standard","hentry","category-marketing","category-real-estate","no-featured-image"],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":12486,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/12486\/real-estate-declaration-of-independence\/","url_meta":{"origin":3232,"position":0},"title":"Real Estate Declaration of Independence","author":"Al Lorenz","date":"June 29, 2010","format":false,"excerpt":"I've been a bit quiet on BHB due to some personal issues I've been working through.\u00a0 But, I was very happy to see Greg's latest post on challenging everything!\u00a0 I had a little holiday brainstorm today and wrote a post on my local Lake Chelan blog on a Real Estate\u2026","rel":"","context":"In "Carnival of Real Estate"","block_context":{"text":"Carnival of Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/carnival-of-real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1899,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1899\/appraisal-inspection-could-swing-the-balance-toward-sellers\/","url_meta":{"origin":3232,"position":1},"title":"Appraisal, inspection could swing the balance toward sellers","author":"Greg Swann","date":"September 7, 2007","format":false,"excerpt":"This is me in the Arizona Republic (permanent link): \u00a0Appraisal, inspection could swing the balance toward sellers It's not fun to be a home seller right now. We've talked about why your home must be priced right, prepared right and presented right in order to sell. But -- guess what?\u2026","rel":"","context":"In "Marketing"","block_context":{"text":"Marketing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":655,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/655\/dual-agency-smack-down-dueling-angels-are-not-persuasive\/","url_meta":{"origin":3232,"position":2},"title":"Dual Agency Smack-Down: Dueling angels are not persuasive . . .","author":"Greg Swann","date":"November 19, 2006","format":false,"excerpt":"I'm not really a Jesuit, I just play one in the blogsward. My mother had had enough of the Church before she went to high school, and, in consequence, I was sent to public schools. Those were actually quite a bit better then than they are now, but, even so,\u2026","rel":"","context":"In "Dual Agency"","block_context":{"text":"Dual Agency","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/dual-agency\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":68,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/68\/in-the-battle-of-the-baseball-cards-the-biggest-shoe-box-wins\/","url_meta":{"origin":3232,"position":3},"title":"In the battle of the baseball cards, the biggest shoe-box wins — but Realtors who master the art of marketing homes will be fine","author":"Greg Swann","date":"June 28, 2008","format":false,"excerpt":"[This post appeared on BloodhoundBlog on June 30, 2006, our second day. I'm reprising it now as a part of our birthday celebration. It's fun for me to see how much of what I talk about here was with us on our very first days. --GSS] \u00a0Cathleen and I live\u2026","rel":"","context":"In "Disintermediation"","block_context":{"text":"Disintermediation","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/disintermediation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2222,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2222\/zillowcom-enables-listing-agents-to-pee-on-the-tree-perpetually\/","url_meta":{"origin":3232,"position":4},"title":"Zillow.com enables listing agents to pee on the tree perpetually","author":"Greg Swann","date":"November 14, 2007","format":false,"excerpt":"There has been a ton of Zillow.com \"news\" lately, but mainly I've been ignoring it. News is news when it is something other than PR -- free advertising for the company pushing the press release. In other words, what's-in-it-for-me? -- or for you or for anyone other than the owners\u2026","rel":"","context":"In "Disintermediation"","block_context":{"text":"Disintermediation","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/disintermediation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":16907,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/16907\/the-sweet-spot-pricing-real-estate-the-guerrilla-marketing-way-to-maximize-the-sellers-net-as-soon-as-possible\/","url_meta":{"origin":3232,"position":5},"title":"The sweet spot: Pricing real estate the guerrilla marketing way, to maximize the seller\u2019s net \u2013 as soon as possible.","author":"Greg Swann","date":"September 5, 2020","format":false,"excerpt":"I am a passionate lister, and I have argued forever that everything matters in the listing praxis \u2013 but nothing matters more than the listing price. 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