Need Vs. Want: How To Price Listings To Sell

Life at Ten Tenths

Matt and Garrett are back today with an episode that is going to empower realtors and homeowners alike to navigate the often-tricky territory of listing prices and seller expectations. Together, they delve into the psychology behind seller demands, advocating for realistic pricing strategies while exploring creative ways to enhance a property's value. Whether you're a real estate professional or preparing to sell or buy a new home, this episode unlocks invaluable insights into the art of negotiation and effectively managing expectations.

By unpacking the motivations driving sellers' price expectations, Matt and Garrett equip listeners with tools to turn those needs into achievable goals. They explore innovative marketing tactics that bolster perceived value without lowering the price tag, alongside the importance of data-driven discussions to establish realistic expectations. Join this conversation today and you’ll come away with the knowledge and strategies to foster productive conversations, navigate pricing challenges, and ultimately achieve successful real estate transactions.

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Episode Highlights:

0:00 Start

0:27 What lifeattentenths.com has to offer

3:20 “Don’t buy things you can’t buy!”

5:51 Helping buyers and sellers gain perspective

7:21 Gathering and presenting relevant data

9:53 Need vs. want

11:43 Trusted person vs. ‘Yes’ person

14:29 Clear expectations and consciences

19:46 Constructive and coercive motivation

22:44 Using mirroring in conversation with clients

24:16 Exploring biases

25:15 The scenario that inspired today’s topic

30:52 Spread the word

Key Takeaways:

"Is this truly a need, or a strong want and desire? Let's get as close to that as possible."

"If we're stuck in the need conversation, it becomes absolute. It's hard to change a perspective when it's 'I need this' versus 'I want this.'"

"A buyer does not care what you need for whatever it is you're trying to sell. Never have, never will."

"We cannot necessarily change the opinions of others. They have to do that for themselves."

"When you can find the root of what's going on, there's a discomfort causing them to want to make this sell."

"If it's priced right and presented right, it's selling. Every agent I've talked to says the same."

Links:

Life at Ten Tenths: lifeattentenths.com