What Happens Behind the Scenes

If you start out with too high a price on your home, you may have just
added to your stress level -- and selling a home is stressful enough.
There will be a lot of "behind the scenes" action taking place that you
don’t know about.

Contrary to popular opinion, the listing agent does not usually attempt
to sell your home directly to a homebuyer. That would be inefficient.

Listing agents market and promote your home to the hordes of other
local agents who do work with homebuyers, dramatically increasing
your personal sales force. During the first couple of weeks your home
should be a flurry of activity with buyer’s agents coming to preview your
home so they can sell it to their clients.

If the price is right.

If you and your agent have overpriced, fewer agents will preview your
home. After all, they are Realtors, and it is their job to know local
market conditions and home values. If your house is dramatically
above market, why waste time? Their time is better spent previewing
homes that are priced realistically.

copyright 2000 by Terry Light and RealEstate ABC, revised 2002