John Coons
Realtor®
408-985-2100
ext:229
408-203-4882
john-coons.com
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By John Coons
In the business of buying and selling, marketing is very important. This is
particularly true in real estate. In the next few pages I will describe some
of the techniques used in real estate to market properties.
The way real estate is marketed will vary depending on the type of property,
the location, and the current real estate market. The next few pages describe
some marketing concepts. To see my recommended home marketing plan click the link. I can also taylor my marketing plan to your special situation.
Marketing To Real Estate Agents & Marketing To The Public
When I list a home for sale, I plan to market the home twice. I plan to market
the home to the public, and I plan to market the home to other real estate
agents, at the same time, in much different ways. Most homes in this area
are listed by one agent (the listing agent) and sold by another agent (the buyers
agent). It is actually somewhat rare for the listing agent to also represent
the buyer. When you are reading the next few pages on marketing, you will
see that I tend to break the markeing plan down into marketing to agents and
marketing to the public.
Pricing Is Marketing
When a property first comes on the market, it is very important to have the it
priced properly. This is a critical first step. If the home is over priced
when it comes on the market, the seller may end up getting much less for the
home. The reason for this is because the greatest marketing BUZZ is created
when a home first comes on the market. If the seller keeps the pirce high for
several months he may not get any offers, or a buyer may finally give a very
low offer. If the seller then begins lowering the price, the real estate agents
may not notice it as much as they did when the home first came on the
market. They will have on their mind that they kind of remember the home,
but for some reason they were not that excited about it.
Buyers may not see it because it is not priced in the range they are looking in.
Buyers that do come see it will be less inclined to make an offer later.
For more on pricing look at the values area of this web site.
Right Pricing
This method of pricing is expected to create a marketing BUZZ by pricing
the property right at market value. This often generates offers quickly
depending on the price range. This method will normally allow the seller to
complete the sale in a reasonable time.
