Priced To Sell

November 20, 2008

In today’s volatile market, buyers expect to get a great deal when then purchase a home. It’s almost as if they want to be rewarded for being brave and credit worthy. So how do you price your home so that it’s competitive enough to get buyers looking at it, but high enough to allow the negotiating room buyers need so they can assure themselves they purchased the home at a discount?

A while back I showed a home that had been reduced for a quick sale. It was a great deal. The buyer I was working with loved the house and made an offer (90% of list price) on the home. The offer was rejected. When I asked if the buyer would have been happy with the purchase price if the home had originally been listed higher and he’d offered the current list price. The buyer admitted that buying the home at a discount was more important than finding the right house at the right price. He absolutely could not pay full list price for the home, even though the list price was below comparable homes.

It’s difficult for sellers to understand that some of the appreciation they’ve experienced over the last few years has been wiped out. But if a seller has owned for more than about 8 years, he still should have built up enough equity to be able to price well, leave a little room for negotiation and walk away from the table with some profit. Compare profits to what your stock portfolio or retirement is worth, and sellers in most parts of the country are still OK. Yes, there are areas in the country where sellers are upside down in their mortgages, but how many of these sellers have owned for more than 8 years?

So if you’re a seller with enough equity to negotiate, do so with grace and gratitude. Hopefully, you’ll get just a good a deal when you go to buy your next home!

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Local Information for Indian Wells, CA

Latitude: 33.715755 -- Longitude: -116.341109

Other Area Cities: Cathedral City Coachella Desert Hot Springs La Quinta Palm Desert Palm Springs Rancho Mirage Indian Wells

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Indian Wells is a city in Riverside County, California, in the Coachella Valley (Palm Springs area), in between Palm Desert and La Quinta. As of the 2000 census, the city population was 3,816. It has the highest proportion of millionaires of any city in the United States. The city hosts the Indian Wells Masters (also known by its current sponsorship name of Pacific Life Open), one of the nine tournaments in the Tennis Masters Series of high-level events operated by the Association of Tennis Professionals (i.e., the men's tennis tour). The event is held in the 16,100-seat stadium of the Indian Wells Tennis Garden. -- Source: Wikipedia.com

California 2000 Census Population Profile Map

	Indian Wells	California	United States
Population	3,816	33,871,648	281,421,906
Median age	63.4	33.3	35.3
Median age for Male	64.9	32.2	34
Median age for Female	62.2	34.4	36.5
Households	1,982	11,502,870	105,480,101
Household population	3,816	33,051,894	273,643,273
Average household size	1.93	2.87	2.59
Families	1,324	7,920,049	71,787,347
Average family size	2.28	3.43	3.14
Housing units	3,843	12,214,549	115,904,641
Occupied units	1,982	11,502,870	105,480,101
Vacant units	1,861	711,679	10,424,540

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