Hey, it’s Verl, and today I want to give you the inside scoop on how to sell your home in any market.
You might be thinking, “Sure, I can sell my home in any market,” but the reality is that as the market shifts, it becomes more challenging. The good news? There are strategies to make sure your home stands out, sells faster, and gets top dollar—no matter what’s happening in real estate.
The Power of the Right Approach
Selling your home is all about positioning, and the right language matters. Imagine someone asking:
“Suppose I could show you a way to sell your home for top dollar in today’s market without spending a ton of time or money—would you be interested?”
This phrasing is powerful because it invites people to say “yes” without feeling pressured. The key to selling your home isn’t just about putting a sign in the yard—it’s about using the right strategy to get the right buyers in the door.
Real Estate and Combat Fishing
Let me tell you a story. Years ago, I took my son Nate to Alaska after he earned his Eagle Scout award. It was an incredible trip! While I was there, I attended a real estate conference called The Great Alaskan Adventure, where top real estate professionals gathered to share knowledge—and, of course, fish!
One day, we went fishing on the Russian River, where I experienced something called combat fishing. Picture this: dozens of people lined up on both sides of the river, all doing the same technique—the Kenai flip—in perfect synchronization, trying to snag fish. It was an orchestrated, competitive dance, and if you weren’t doing it exactly right, chaos ensued.
My son, being a teenager, didn’t quite follow the rhythm. Instead of working in sync, he was flinging his line everywhere, tangling up other fishermen’s lines, and making a mess. It was a fun but frustrating experience, and I quickly realized that this wasn’t the best way to fish.
The next day, a friend connected me with a private guide who took us to a secluded fishing spot, away from the crowds. No competition, no tangled lines—just a quiet, controlled environment where we caught fish after fish with ease.
So, what does this have to do with real estate?
Selling Your Home Without Combat Fishing
Most agents—and sellers—are stuck in combat fishing mode. They’re competing in the same crowded spaces, using the same tired techniques, hoping to attract buyers. But the best way to sell your home isn’t to do what everyone else is doing. It’s about going upstream—finding the right buyers in a smarter, more strategic way.
People move because of life events, not market conditions. A study from Harvard University showed that people don’t buy or sell homes because of high or low interest rates—they move because of life changes:
- Marriage or divorce
- Growing families or downsizing
- Job relocations or retirements
- Lifestyle changes
When you understand why people move, you can position your home in a way that speaks to their needs.
Winning the Price War and the Beauty Contest
I always tell my agents: selling a home is both a price war and a beauty contest, and you have to win both.
Pricing It Right
Pricing your home correctly is crucial. In our SLAM (Seller Listing Agent Mastery) Program, we teach clock pricing, which works like this:
- Want to sell in 0-3 months? Price just below market value.
- Selling in 3-6 months? Price at market value.
- Willing to wait 6-9 months? Price slightly above market.
- 9+ months? You’re dreaming too big!
Studies show that the longer a house sits on the market, the less it ultimately sells for. Buyers start to wonder, What’s wrong with this house? Pricing it right from day one will get you a faster sale and a higher price.
Presentation Matters
Think of your home like a product on display. Buyers need to see themselves living there, which means:
- Removing personal items and clutter
- Professionally staging the home
- Using high-quality, professional photos
While smartphone cameras are great, nothing replaces professional real estate photography. Proper lighting, the right angles, and virtual walkthroughs (like Matterport 3D Tours) make a huge difference in getting buyers emotionally attached before they even step foot inside.
The Marketing Mistake Most Agents Make
Most agents rely on what I call The 4 P’s of Weak Marketing:
- Put it on the MLS
- Put a sign in the yard
- Post on social media
- Pray it sells
That’s NOT enough!
Top agents use a Premium Marketing Plan, which includes:
- Targeted digital ads
- Direct outreach to buyers and agents
- Open houses that actually drive interest
- High-level negotiations to create a bidding war
Our job as listing agents isn’t to just list your home—it’s to create a frenzy around it. The more demand we generate, the better offers you’ll receive.
Are your marketing efforts weak or premium? Are you ready to up your game? You don’t have to go it alone. Workman has your back!
Let’s Get Started!
Where are you now? Where do you want to go? And do you believe having the right coach can help you get there? If the answer is yes, don’t wait. Click the link below, take the assessment, and start your journey toward success today. I promise you’ll walk away with actionable ideas, whether you join our coaching program or not.
Take our 2-minute Find My Fit assessment to get started!
