Sometimes selling a home is like serving a fine meal, in a high quality restaurant. It is not so much the food, but the presentation that sets one above a crowd. Have you ever eaten at a really fine restaurant that served a five course meal? Did they bring all the dishes out and plop each course on your table all at the same time, and say ‘Walla!'?
No, of course they did not.
What did they do? They brought the flowers, then the salad, then the wine, then the appetizer, then the hot bread, then the sizzling main dish, then the warm napkins, then the dessert, somewhere along the line the violinist came by, and the after dinner mints, then coffee was offered, etc...
They were not just sending you to a buffet where you mixed your salad with your dessert, etc. It was a sequential presentation. The same strategy works well with selling a home in a competitive market. Sure, you could go to the buffet and spend $8, but the fine restaurant charged you $80 per person, and you really were impressed... and your attention was captured because more was always coming, and it was hard to lose interest, as it just kept getting better and better.
When you paid more, you knew there was no comparison to the buffet restaurant. So when working on selling a home, you want to dish out the marketing maneuvers consistently, and make the overall package get better and better, so it becomes irresistible and hard to ignore.
For example, plan out that you are going to offer buyer incentives. But release a new one each week. A strategy could include not just price reductions, but incentives to cover closing costs, coupons for local hardware stores like Home Depot or Lowes, etc. It may mean open houses to the public, and separate open houses to Realtors only. It may mean hosting these at different times of the day or week, and it may also mean working with a Realtor that does a lot of online marketing of your home in blogs, etc.
It could also include rolling out a selling bonus to the buyer's agent that brings an acceptable offer, or one by a certain date, etc. The trick is to not plop all the incentives on the initial listing on the Multiple Listing Service (MLS) but roll out new changes each week it is on the market.
Do things to keep your listing popping up in front of other agents who search the MLS, and also buyers who may use a public access side. No matter what the next course is, keep it interesting and be creative with it. These things may sound ridiculous, but the help keep the listing interesting and in front of a shopping market.
For help with selling your home in the Southwest Michigan area, give me a call at:269-441-8182 or visit my website at: www.michaeldelaware.com.
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