Buyers tend to know the housing market before they start looking.  They know how much houses are selling for in their area of interest and they know when a listing is over or under the market value.

Sellers don't seem to be quite this aware.

      "Sellers are often in denial about how much a buyer will pay for their home. They have difficulty seeing their home from a buyer's perspective." writes Dian Hymer for Inman News.   

If the listing isn't selling, smart sellers should look to their agent to provide feedback from buyer's reactions to their home.

"If the objections are about features that can't be changed, like a location on a busy street, the list price will need to be adjusted to account for the incurable defect." says Hymer.

When the market was hot, buyers would overlook small defects in order to get into the market and take advantage of appreciation.  "Affordability is motivating today's buyers." writes Hymer, "They don't expect to see appreciation soon."

Hymer says you need to offer a sense of urgency to motivate buyers.  In this market, the motivation is the right price and the opportunity to buy while the prices are low.

Read the full article at Inman News.

photo credit: wb4klc

Posted in Marketing, Buyer Resources, Seller Resources

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