{"id":7,"date":"2020-07-23T06:00:00","date_gmt":"2020-07-23T06:00:00","guid":{"rendered":"https:\/\/agentskills2.dvsrvr.in\/?p=7"},"modified":"2020-07-23T06:00:00","modified_gmt":"2020-07-23T06:00:00","slug":"the-perception-of-value","status":"publish","type":"post","link":"https:\/\/agentskills2.dvsrvr.in\/?p=7","title":{"rendered":"The Perception of Value"},"content":{"rendered":"

Great REALTORS\u00ae understand Buyer Psychology.<\/span><\/p>\n

The biggest, most motivated category of buyers for your new listing are \u2018Current Buyers\u2019, They\u2019ve already viewed most or all of your competitors, but they\u2019re not satisfied, for whatever reason. So, what are they doing?<\/span><\/p>\n

They\u2019re waiting for new listings.<\/strong><\/p>\n

As soon as you pull the trigger on your HOT new listing, notifications are going off all over town.<\/span><\/p>\n

It\u2019s not hard to understand why most of the activity on your listing always occurs at the very start, and why this \u2018Flurry of Activity\u2019 tends to die off, quickly.<\/span><\/p>\n

Once the Current Buyers have come and gone, you\u2019ll be left waiting for New Buyers to enter the market. But New Buyers are not as motivated as Current Buyers. They need more time to see more listings before they\u2019ll be ready to write an offer.<\/span><\/p>\n

Ideally, you want to take full advantage of the Flurry of Activity from the Current Buyers, and sell quickly for the highest possible price with the least amount of hassle.<\/span><\/p>\n

But there\u2019s an important caveat with ALL buyers that you must understand if you want to be a successful Listing Agent:<\/span><\/p>\n

Buyers MUST perceive good value in the property. If they don\u2019t, they will focus on a negative.\u00a0<\/strong><\/p>\n

This is the way our brains work. If we don\u2019t subconsciously perceive good value (\u201cthis seems like a good deal\u201d), we focus on a negative (\u201cI don\u2019t like this\u201d).<\/span><\/p>\n

Now, the flurry is over. Two weeks later, the showings have dried up, and you drop the price $20K.<\/span><\/p>\n

Does the potential buyer think, <\/span>\u201cI hated this negative thing about that property, but perhaps I should now re-evaluate my feelings, based on this new price?\u201d<\/strong><\/p>\n

That\u2019s a hard NO.<\/span><\/p>\n

Here\u2019s the lesson:<\/span><\/p>\n

If a buyer perceives good value, they will OVERLOOK the negatives. If they DON\u2019T perceive good value, they will FOCUS on the negatives.<\/strong><\/p>\n

If you want to take advantage of the biggest and most motivated group of buyers – the Current Buyers – getting the price right from the start is critical.<\/span><\/p>\n

If your seller says, \u201cWe can always lower the price, later!\u201d you need to logically explain WHY that\u2019s a bad idea.\u00a0<\/span><\/p>\n

\u00a0<\/p>\n\n\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

The biggest, most motivated category of buyers for your new listing are \u2018Current Buyers\u2019, They\u2019ve already viewed most or all of your competitors, but they\u2019re not satisfied, for whatever reason. So, what are they doing?<\/p>\n","protected":false},"author":1,"featured_media":8,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2],"tags":[],"class_list":["post-7","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-11-pricing-psychology"],"_links":{"self":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts\/7","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=7"}],"version-history":[{"count":0,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts\/7\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/media\/8"}],"wp:attachment":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=7"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=7"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=7"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}