Training & Business Development: Pricing Your Listings Right, the First Time

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RISMEDIA, Feb. 21, 2007-Zig Ziglar once said the five main reasons people don't buy are no money, no need, no hurry, no understanding and no trust. When it comes to real estate and the recently sluggish market, maybe agents could add a sixth reason: wrong pricing.

Pricing: it's the one thing that can literally make or break a deal. Agents and brokers need to ask themselves, "Have I mastered the art of getting to the right price?" Today's iSucceed/RISMedia Business Training & Development Call can help as iSucceed Mentor Frank Russo gives listeners some tips on how he does it in "The Science of Pricing Your Listings Right – The First Time."

Russo has sold thousands of homes in his 25-year career. Based in Glendale, Arizona, Russo is the recipient of the RE/MAX Lifetime Achievement award, and as a Hall of Famer, he averages more than 200 homes sold per year with $35 million in annual gross sales.

Although there are still a few real estate hotspots around the United States that are experiencing a booming market, due to their exclusivity such as resorts, or just population growth areas like Houston or Dallas, the majority of the nation has adjusted to what we might call a more ‘normal' market. Many of the agents who came into the business during the boom period are struggling to find business in this market. According to NAR 37% of the people in the business now have been there less than two years and 59% have been in the industry less than five years.

According to Russo, the reality is that these agents have only experienced a phenomenal market. Because things have changed during the last 1½ years, many agents are not familiar with what it actually takes to be successful in the sales process as opposed to simply taking orders. There are things that agents can do to adjust to a more normal market such as learning from "listing masters" who have made an art out of correct pricing and salesmanship.

Agents and brokers can this week only, click on http://www.isucceed.com/rismedia/interview/ and hear Russo talk about:

- How the big closers price property in today's market
- How important is a mentor or coach in today's market?
- Is the introduction of MLS statistics confusing?
- Is price now king?
- What materials to take to a listing appointment
- How to tell the client what they need to hear
- Where to focus your critical thinking skills during an appointment

Real estate professionals should mark their calendar to listen every Wednesday to the iSucceed/RISMedia Business Training & Development Call. The call offers rookie, intermediate and veteran agents across the country a chance to discover and implement proven and profitable real estate strategies from over 200 of the industry's most successful agents. The Business Training & Development Call is free and can be heard on any computer with Internet access. Today iSucceed/RISMedia are offering a free 14-day trial with unlimited access, exclusively for RISMedia listeners. Interested parties need only enter the code "RISMEDIA14" when they go to www.iSucceed.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.