This High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on pricing, and what happens when the floor on pricing becomes the ceiling. Alex weighs in on advising clients around what properties are selling for right now, not what the last property sold for. Josh notes how buyer urgency can affect the sale more than the price and Alex validates with ways that can happen. They also discuss the impact buyer financing has on completing the sale, and the necessity for pushing the customer to get their financing approved before even looking at properties.
Alex advises having that conversation about terms and pricing percentages in the list to sell meeting in preparation for negotiations, and Josh emphasises the importance of pricing, positioning and marketing appropriately from day one.