Capturing The Market Interest On Your Listing

By: Wendy Hauschildt

There is a curious timeline of events when a new property is listed on the market. As we are currently in a timeframe when there are ample listings on the MLS, I have been wondering how one shines above the rest. There are certain properties that are simply unique or outstanding. Traits of these often include great views, popular condominium complexes. oversized lots, and truly magnificent remodels offered at reasonable prices. I would say that these enthusiasm generating properties comprise only about 10% of the market. They typically sell within a couple of months with minimal marketing.

The vast majority of the properties must wait for their owner to find them. These are island condos or homes that are vaguely similar to other condos or homes and are priced appropriately and are in reasonable condition. In other words, a nice listing.

But, nice listings want quick sales too. So how does one accomplish this?

When new listing is initially posted there is a certain buzz created. Agents talk to other agents and an opinion will quickly be established. It's the old adage about first impressions. If you home is overpriced, under priced, in need of new siding or smells like dog; everyone will know in short order.

Thus, the owners of "nice" listings should consider how to best take advantage of that ever important first phase of the listing timeline. This honeymoon phase is when any property should put their best foot forward. In my opinion, those who truly want their listing sold should also put their best price forward. Most believe that a price can always be reduced. This is true. But, what they don't consider is that selling a listing quickly saves money. Add every month of unwanted electric bill, mortgage payments and homeowners fees and the total is a tidy amount. Consider putting a reduced price or a quality bonus on your listing for the purpose of a quick sale. Should that sale not occur in the specified time frame, then take your bonus back and wait.

I have also seen buyers offer to cover closing costs, pay for repairs or remodeling or offer furniture packages. These little extras may not cost much but, will most certainly help your agent write a more attention getting description.

Say you are selling a cute 2/2 condo, close to the beach with island style furnishings. Sounds great until it is compared with all the other cute 2/2's. So give a call to action in your ads. Add incentive to your description and you may reap the benefit of your first advertistments with added calls or showings.

If your property doesn't capture a buyers interest in the early timeframe of the listing. Then there is still the momentum created by those first memorable impressions. Buyers take months to make decisions and many return to a property they had initially passed up. Agents keep a memory bank of possibilities and continue to return to their favorites.
Finding the perfect buyer takes time and sometimes even the best efforts go unrewarded. But, taking advantage of the first phase of your listing often pays off.

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