Since it’s so important to price homes well in this market, I was interested to see the promotion for a DVD  that is designed to take you out of the position of haggling over price – with your prospective listing client!

The DVD is called Pricing Your Home to Sell, and was produced by David Knox.  It is available through the NAR store.  According to the description:

“This video has helped countless real estate agents, like you, turn “for sale” into “sold.” It provides answers to objections like:

• “Couldn’t we just try it for a couple of weeks?”
• “We can always come down.”
• “They can always make an offer.”

I’m sure you’ve all heard objections like those.  And, if this DVD could overcome that type of objection, and even help if you need to ask for a price adjustment, it could be well worth the investment.

Why bother with a DVD – why not just make the case yourself?  For a number of reasons:

1. When you’re listing a home, very often you don’t have a long-term relationship with the home seller, so the trust in your relationship hasn’t had time to develop
2. It always helps to have a second opinion, and you certainly don’t want your prospect getting one from another agent
3. Many people respond better to something visual than spoken
4. If someone took the time to make a professional DVD on a topic, it may carry more weight than just words
5. It takes you out of the position of starting out your relationship with the seller by trying to “talk them into something”
6. It differentiates you from your competitors who may  1) go along with an unrealistic price just to get the listing (making you look like you didn’t know what you were talking about),  or  2) not have as professional a presentation to address the pricing issue

If anyone has seen or used this DVD, please let us know what your experience has been!  And, don’t forget to respond to the poll on Internet Marketing in the left hand column of this blog. 

If you look at the poll results so far, there are just about as many people getting a lot of their business from the Internet as there are those getting very little.  We need more responses, though, and it only takes a second. . .