Pinetop White Mountain Blog

Good Morning Everyone,

I have been doing a lot of thinking this last week about how we can spur buyer interest in regular listings and away from the REO and Short Sale market.  It isn't going to be easy.  There has been so much publicity about the REO's and Short Sales that many Buyers are convinced that buying one of the above is the only way they are going to get a "good deal". 

In some respects they are right.  Pricing on these properties is very appealing and it is difficult for regular sellers to compete.  Most sellers are not in a position to match a Bank's pricing on their properties so how do we convince Buyers to consider them as an alternative?

Incentives!  Builders use them all the time.  Little extras that tempt the buyer in to buying a home.  Maybe it is an extended patio at no additional cost.  Maybe it is a new Flat Screen TV.  Maybe it is upgraded counter tops or floor coverings.  There are many ways that Builders tempt the buyer in to buying. 

So what can you do as a seller?  Why not offer some extras to the buyer as well?  Maybe that Flat Screen you bought that fits perfectly over the fireplace.  Or perhaps that painting you bought at the Art Fair the just "works" in the space where it hangs.  Maybe those nice bar stools that were custom made to fit at your breakfast bar.  Maybe that nice Log Bedroom set that you bought especially for the Master Bedroom.  Perhaps the Living Room furniture and throw rug that fit just perfectly in the space.  Look around your place and ask yourself if I were a buyer what would attract me to this house?  Remember even though buyers are looking at the house for themselves, it is often something in the house that creates emotion in the buyers that makes them say - THIS IS MY HOUSE!

I have a classic example of how something in a house sold the house.   I was showing a house one evening to a potential buyers.  While the house was lovely in and of itself, it was dated and needed some serious upgrading.  The buyers were debating whether they wanted to make the offer on the house because of the work that would be needed after closing.  Then the buyer spotted a set of glasses in a china cabinet that had little dogs on them.  As it turned out the type of dog on those glasses was exactly the type of dog that the buyer owned.  To them that spoke volumes, this is MY house.  It was a sort of sign to them that they were supposed to have THAT house and they made an offer on it the next day. 

My point is that if you are selling in today's market in times of very stiff competition on pricing, you need to find another way to attract buyers to your home.  You need to somehow provide an incentive to them that it is worth it to them to buy your home as opposed to the lower priced Bank Owned down the street.  Bank Owned properties have baggage but most times the price offsets the baggage in the Buyer's mind. 

Think about your home and then discuss possibilities with your agent.  There are still no guarantees that it is going to work but incentives for Buyers as well as Buyer's agents may make the difference in whether your home sells or not. 

If you would like a consultation on what you might be able to offer, give me a call.  I will be happy to meet with you to discuss possibilities.

Sandra Paulow, Associate Broker, GRI

Your High Country REALTOR® (928) 242-0300