Steve D. Valentine shows sellers why listing $95,000 below their asking price can actually put more money in their pocket. He uses a detailed net sheet to prove that overpricing leads to price cuts, holding costs, and repairs that eat into their final take-home amount.
Would you believe me if I said that I could go to a listing appointment and show the seller that they could net more money by listing $95,000 less than where they start? You see, on my call this week, we broke down a couple of different net sheets. And what we did was we used the net sheet to show the cost of overpricing the house. And it's a mathematical way to really show the seller that, hey, if you decide to do this in this market, it's going to cost you X amount in price reductions, X amount in cost, X amount in repairs. It's not a sale, it's a strategy.
It’s Not What Your House Is Worth; It’s What It Can Do for You (Pause, Identify, Respond)
