When I sit down with a homeowner to discuss pricing and marketing their property, and they turn to me and say, “We’re not in a rush to sell, Karri,” I stop the conversation dead in its tracks. That kind of comment is a huge red flag. First, if you’re not eager to sell, why are you listing your home at all? To test the market? To put you and your family through Hell while you try to keep your home in showing condition day after day for months on end? Second, intentionally positioning a home to literally sit on the market for months is a plan for failure. (By my definition, failure is not maximizing the perceived value of your home. Simple.)
The hard reality of selling your home for top dollar is that you need to be packing boxes by the time we bring in the photographer.
You should literally feel restless about selling. It should be keeping you up at night. Because the goal when we sign a listing agreement should be to get an offer within the first 30 days, but ideally within the first couple of weeks. This sounds aggressive to some homeowners because they’re not used to hearing REALTORS® talk about selling real estate this way.
As I’ve said in the past, momentum is everything in real estate. Your best buyer is the one who feels urgent, motivated and compelled to put pen to paper by the time he’s walking out your front door. And this generally happens to ‘fresh’ listings that haven’t been languishing on the market for months on end, screaming desperation, and telling the world “We’re not serious about selling.”
In this week’s Friday Fire video, I take a deep dive into the strategic thinking behind the magic of a 30-day listing strategy…