Training & Business Development: Price that Listing to Sell

RISMEDIA, May 30, 2007-What with time on market increasing, prices dropping and the overall market slowing down in general, correctly pricing a home becomes a skill critical to doing the best possible job for your clients in the shortest time frame.

Although other aspects of preparing a home for sale remain important; things like making major or minor repairs, investing in a professional cleaning or gardening service, or employing the services of a staging professional, in a market where prices have flattened or are continuing to fall, your ability to sell a home quickly will set you head and shoulders above your competitors.

Glendale, Arizona’s Frank Russo is comfortably familiar with the ups and downs of the real estate industry, coming up on his 26th year of a successful career. No stranger to slow markets, Frank passionately believes that in today’s market the single most important factor to getting a home sold is the price.

To that end, he’s developed a highly successful method of not only pricing the home correctly the first time, but involving and educating his clients in the process, so that the end result is a correct price, a quick sale, and satisfied clients who will likely send him referrals.

Unlike other agents who eschew the pricing conversations until the close of the appointment (or possibly even postpone it for the 2nd appointment,) Russo is ready and able to discuss pricing within the first few minutes of meeting his home sellers. What information could he possibly have that makes him so comfortable addressing the price issue right away? Surprisingly, it’s nothing anyone else in his market couldn’t get their hands on as well. But the key difference is Russo seeks it out, analyzes it, and then explains it to his clients in a way that helps them see the reality of their situation, and their market.

Frank shares some of his strategies of getting to the right price and taking the pain out of explaining it to his clients in this week’s Business Development and Training Call “Price that Listing to Sell! Crucial Skills You Need in Today’s Market to Move Listings.” Tune in to this week’s call as he explains:

- What three key elements an agent should be considering when preparing a pricing comparison.
- A brilliant but overlooked technique to get an immediate insight into what’s selling in your area
- Why doing your “homework” enables you to walk into the listing appointment confident and ready to talk pricing right away

Every Wednesday the iSucceed/RISMedia Business Training & Development Call focuses on superstar agents and brokers from all across the continent, including Canada. Drawing on the experience of over 200 of the industry’s most successful professionals, these interviews encompass every aspect of the real estate industry, and are filled with practical suggestions you can implement in your own market today.

iSucceed.com continues to grow as one of the industry’s most valuable sources for tools, scripts, marketing plans, and all-around industry secrets, gathered directly from North America’s top real estate superstar agents. This week, take advantage of a FREE 14-day trial with unlimited access, exclusively for RISMedia listeners. Interested parties simply enter the code “RISMEDIA14″ when visiting www.iSucceed.com.

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