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 Kailua Kona, HI

Latitude: 21.39737 -- Longitude: -157.739515

Other Area Cities: Kailua Kona Kamuela Waikoloa

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Kailua is located at 19°38'60" North, 155°59'39" West (19.649973, -155.994028)GR1, along the shoreline of Kailua Bay and up the southern slope of Hualalai volcano. According to the United States Census Bureau, the CDP has a total area of 103.0 km² (39.8 mi²). 91.9 km² (35.5 mi²) of it is land and 11.0 km² (4.3 mi²) of it is water. The total area is 10.71% water. The Kailua, Kona Postal Code is 96740. Other communities located in this zip code include: Kalaoa, Kealakehe, Kahalu‘u, and Keauhou. -- Source: Wikipedia.com

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