On Buyer’s market Inventory sells at its highest price

The first 14 days are the most critical in the marketing of your home. Creating a perception of value in this initial marketing stage is imperative in order for you to net top dollar.

This graph shows the traffic that will be previewing your home in the first 21 days on market.

When the home is first introduced to the marketplace and perception of value has been created, seller will see the heaviest traffic. These buyers are the best buyers. Why? Because they are already working with the broker population, they are seasoned buyers, they have seen all of the inventory, they may have lost other homes in multiple bid situations, and they are prepared to step up to the plate and make an offer. If the positioning has created a sense of urgency where more than one buyer wants the property, they will be asking the question, “what will it take to get this house.” “What do I have to do to take it off market?”

After the first week seller will begin to see the traffic taper off. These buyers do not have that same sense of urgency the first wave of buyers had. They are not as excited, and these buyers are asking the question, “I wonder what this property is worth.”

During third week of marketing, the showings will have dropped off dramatically. These are buyers just entering the market and not ready to make decisions – they are not educated, nor experienced in the process. They have just started their home search adventure.

It is important to understand that the buyers visiting your home in the first days on market were not attracted to the home by an ad. These are the buyers who answered ads 60-90 days ago in order to be today’s seasoned purchaser. The buyers we see coming in after three weeks are buyers new to market and not prepared to buy for another 60-90 days. As confirmed in the product vs commodity concept - THERE IS NO DIRECT RELATIONSHIP TO ADVERTISING AND SELLING YOUR HOME – IN GOOD MARKETS INVENTORY FLIES OFF THE MARKET WITHOUT ADVERTISING, AND IN BAD MARKETS, WE ADVERTISE IN VOLUME AND INVENTORY SITS.