Comparable sales are different than comparable competition on the market. More importantly, Closed Sales in the past 6 months (or a year if necessary) and expired listings that failed to sell within that time will tell the story on values. Buyers are more educated than ever and they know what the valuations are. Do you know what the average market time is for the properties that sold?

When a banker puts an asset on the market to sell, they price is at market value and let multiple buyers push the price up from there – or not. Still the property usually sells. Also, if there are multiple properties on the market for sale to compete with - that limits how far you can press the averages. I recommend a periodic powwow with your team and make certain that every ‘now’ buyer prospect wants to see your house – even if price it the main attraction.

Stale listings aren’t selling for a reason. You might pull down the MLS brochure and put up a new one (with a new number) to help separate yourself from the competition. Buyers can see how long you are on the marketplace and often overlook what has already been overlooked by their own competition.

Typically, if a property isn’t moving here in Florida then either the price or the agency is usually the problem. In Southeast Florida we are experiencing more cash sales than anywhere else in the country. There isn’t much saleable inventory on the market here that doesn’t get sold.

Perhaps more communication with the agent as to values IE: Sold in the past 180 days, Pending, Active and Expired listings (definitely stay below the average expired listing prices), Ask to be kept informed automatically on all MLS status changes within the past 24 hours so that you see something significant even if the agent is so busy that they happen to miss it. Agents are selling a whole lot of properties when customers are often just focused just on the one. Public Open Houses and Broker Open Houses are also helpful for getting the word out for most properties. Engage the agents and determine where advertising may be stronger. Invite them to discuss strategy. Add ‘Great Location’ or ‘Priced to Sell’ and ‘Easy to Show’ to the remarks online. Use more bullets points and not so many long sentences. If the remarks don’t pop then make them pop. Make sure your agent is offering enough $$$ to the other agencies, too.

If you feel the need to call me direct, please don’t hesitate. My goal is to help you sell your own house. I am celebrating my 30th year selling real estate in sunny Fort Lauderdale and Broward County. J

Your partner and friend in success,

"Broker Joe" Grano, REALTOR(r)