How to Make a Good Agent Go Bad
Consider the situation - a new agent goes to school and enters the field of real estate ready and eager to do it all correctly.
This agent is a good, moral person with high ethical standards - determined to do business in a way that will "Make Mama proud.
" One of the things this agent learned in school is how to do a market analysis - to determine just how much a home should bring in a given market by making comparisons to homes that have recently sold, homes currently for sale, and homes that expired off the market without selling.
Eventually there comes an opportunity to use this skill - a potential listing client calls and asks the agent to come and tell him what his home is worth.
The agent views the home and takes careful notes and photographs, then goes back to the office and begins to work.
He or she chooses the most similar homes from each of the three categories in the MLS book, then makes careful comparisons and adjustments.
The agent arrives at a suggested selling price that appears to be "right on.
" The potential seller is given the results and tells the agent something like : "Thanks, we'll think it over and get back to you.
" A week or so later the agent pulls up the hot sheet on the MLS website and finds that the home has been listed with another agent - for $20,000 or $30,000 more than the price he or she had recommended.
After this scenario is replayed several times, the agent begins to wonder about the value of an honest opinion.
Some other agents are playing the "pricing game" and "buying the listings.
" Meanwhile, he's sitting there with no listings in exchange for doing careful and true assessments.
It could take years for our new agent to build a reputation that will remove him from this kind of listing competition - but it only takes a minute to quote an inflated price and get that listing signed.
Of course there's the problem of "no offers and low offers," but he can deal with that later - after the listing belongs to him.
Unwitting sellers hurt their own chances of selling their homes - and can cause a potentially good agent to go bad.
It's a shame.
So sellers, when you get two or more varied opinions on the value of your house, take the time to really read those market analysis forms.
Then take the time to ask each agent how they arrived at the suggested price.
Homes that start out too high stay on the market a long time and are often subject to price reductions that take them below market value.
So the lower price may very well bring you the most money when all is said and done.
This agent is a good, moral person with high ethical standards - determined to do business in a way that will "Make Mama proud.
" One of the things this agent learned in school is how to do a market analysis - to determine just how much a home should bring in a given market by making comparisons to homes that have recently sold, homes currently for sale, and homes that expired off the market without selling.
Eventually there comes an opportunity to use this skill - a potential listing client calls and asks the agent to come and tell him what his home is worth.
The agent views the home and takes careful notes and photographs, then goes back to the office and begins to work.
He or she chooses the most similar homes from each of the three categories in the MLS book, then makes careful comparisons and adjustments.
The agent arrives at a suggested selling price that appears to be "right on.
" The potential seller is given the results and tells the agent something like : "Thanks, we'll think it over and get back to you.
" A week or so later the agent pulls up the hot sheet on the MLS website and finds that the home has been listed with another agent - for $20,000 or $30,000 more than the price he or she had recommended.
After this scenario is replayed several times, the agent begins to wonder about the value of an honest opinion.
Some other agents are playing the "pricing game" and "buying the listings.
" Meanwhile, he's sitting there with no listings in exchange for doing careful and true assessments.
It could take years for our new agent to build a reputation that will remove him from this kind of listing competition - but it only takes a minute to quote an inflated price and get that listing signed.
Of course there's the problem of "no offers and low offers," but he can deal with that later - after the listing belongs to him.
Unwitting sellers hurt their own chances of selling their homes - and can cause a potentially good agent to go bad.
It's a shame.
So sellers, when you get two or more varied opinions on the value of your house, take the time to really read those market analysis forms.
Then take the time to ask each agent how they arrived at the suggested price.
Homes that start out too high stay on the market a long time and are often subject to price reductions that take them below market value.
So the lower price may very well bring you the most money when all is said and done.
