The Altman Close

Chapter 12SIZE UP THE PROPERTY: PRICING AND TIMING

Let’s say a potential client (a seller) has already given me (the rock-star, baller agent) the once-over. I’ve done the same to them. That’s the human side of the equation, with all the factors that can make us a good fit. But let’s forget about people for a second and focus on the bricks and mortar. Let’s look at the house itself – and see how I size that up.

Do I like it? Do I want it on my team? The answer is most often yes, since Matt and I don’t leave money on the table. We make money. We take risk. We accept challenge. We win games. Let’s play.

Beyond the owner, the other most valuable asset, what do I see? What do I like? Do I want to represent this? Is this my brand? Is this worth my time? How could I position this home for the market? How could I make this work?

Reading the Property: Questions I Ask Myself

• Is this a good house from a real estate agent’s point of view? Will it be easy to sell?

  Don’t shy away when the answer is no. Get creative.

• Will this property require a specific buyer? Who do I have in mind?

  Ask the right questions. One man’s trash is another man’s treasure. Think like others even outside of your standard client base. Who can I reach?

• Does my experience tell me it will be difficult to find a buyer for this home?

  Size it up properly. Compare it with your previous sales. What can you learn from those to help sell this one? How can you solve the difficulty?

• Do I understand the house and how people ...