: What Can I Do to Put You in This Home Today...

What Can I Do to Put You in This Home Today...

Or Why Can't Home Sellers Be More Like Car Dealerships?

Having just purchased a new car I'm wondering why home sellers do not take a lesson from car dealerships.

New CarWhen you're planning to buy a car, you look online for the dealership with the best prices. 

The successful car dealership doesn't advertise a price higher than others figuring they'll negotiate a lower price when the customer enters the showroom.  Chances are that car buying customer will never enter the showroom of the higher priced vehicle.

Home buyers do the same thing. 

They look online, and if a home is not priced properly they won't even see it.  They will want to see the homes that have prices based on comparable sales, indicating the seller is realistic and set to sell. 

If you want to know what it will take to get your Jersey Shore home sold, contact Little Egg Harbor REALTOR® Laura Giannotta at 609-384-6121.


Comment balloon 24 commentsLaura Giannotta • September 06 2013 03:28AM


Great analogy Laura...you have no idea how handy that will be this weekend for a listing presentation !  Great timing...Buyers aren't psychic...they don't know the REAL bottom line...

Posted by Sally K. & David L. Hanson, WI Real Estate Agents - Luxury - Divorce (EXP Realty 414-525-0563) about 7 years ago

Sally & David, GET THAT LISTING, I'll look forward to reading about it next week!

Posted by Laura Giannotta, Your Realtor Down the Shore! (Keller Williams Realty - Atlantic Shore ) about 7 years ago

Good morning, Laura.... good analogy.... homeowners who price to sell will sell...others will sit and wait and eventually slash that price...just like overpriced vehicles....

Posted by Barbara Todaro, Previously Affiliated with The Todaro Team (RE/MAX Executive Realty - Retired ) about 7 years ago

This post should be wearing a Gold Star Laura, great analogy.

Posted by Roger D. Mucci, Lets shake things up at your home today! (Shaken...with a Twist 216.633.2092) about 7 years ago

Laura, always an important topic, PRICE.  We as real estate professionals must do a better task of explaining that we are marketing specialists, first.  Price, is still  KING in acquiring buyers, no matter what the product is!! 

Posted by Dan Hopper, Denver Realtor / Author / Advocate/Short Sale (Dan Hopper - Gold Way RE) about 7 years ago

Barbara, all sellers say I want negotiating room, but negotiating can't happen until you get bodies through the door!

Well thank you Roger!

Dan, we also have to do a better job explaining there is more to negotiate during a sale than just the price!

Posted by Laura Giannotta, Your Realtor Down the Shore! (Keller Williams Realty - Atlantic Shore ) about 7 years ago

So true, Laura - buyers are educated, and they know when a home is ridiculously overpriced. No one wastes their time seeing the home of an unrealistic seller.

Posted by Wayne and Jean Marie Zuhl, The Last Names You'll Ever Need in Real Estate (Samsel & Associates) about 7 years ago

Laura...with so much Miss-informtion on the web, I find that many buyers call me and have me do the work, just like the olden days.

Posted by William Feela, Realtor, Whispering Pines Realty 651-674-5999 No. (WHISPERING PINES REALTY) about 7 years ago
Laura, That's just the way you want to present it to sellers during the listing presentation. Show them the properties that are competing with their home and ask which one they would make an offer on.
Posted by Bill and MaryAnn Wagner, Jersey Shore and South Jersey Real Estate (Wagner Real Estate Group) about 7 years ago

Laura, good advice for sellers to price the home at fair market value.

Posted by Gita Bantwal, REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel (RE/MAX Centre Realtors) about 7 years ago

Laura, I've never actually made the comparison mostly because I don't want to mention car salesmen in the same breath, however, this is the perfect example and plan on using it the next time I have a seller wanting to price their home way too high.

Posted by Nick T Pappas, Madison & Huntsville Alabama Real Estate Resource (Assoc. Broker/Broker ABR, CRS, SFR, e-Pro, @Homes Realty Group, @HomesBirmingham & Providence Property Mgmnt, LLC Huntsville AL) about 7 years ago

Laura,  Excellent post.  We have to know the steps to take to help folks find and then purchase the home of their dreams.

It is true that a buyer searching for a car, does a lot  of research on line these days.  I think that  many more sophisticated buyers are also doing a lot of research on line for areas that they may want to have more informations about.

Posted by Ginger Harper, Your Southport~Oak Island Agent~Brunswick County! (Coldwell Banker Sea Coast Advantage) about 7 years ago

I agree with Nick (hate to mention cars and homes in the same breath), but I have to say that your analogy is perfect.  I WILL be using it in the future.

Posted by MaryKay Shumway, Door County Wisconsin's Real Estate Expert (The Kellstrom Ray Agency, Inc. (Est. 1948)) about 7 years ago
Oh spot on here! Very good analogy, thanks for sharing. This is wise advice for any home seller!
Posted by Matt Kombrink, Your #1 Source For Real Estate (RE/MAX All Pro) about 7 years ago

Laura, makes sense to take overpriced listing in this market that is going up up and up! The market value will catch up with the price soon!

Posted by Praful Thakkar, Andover, MA: Andover Luxury Homes For Sale (LAER Realty Partners) about 7 years ago

Laura - A great comparision!  Sellers need to realize that buyers are online and comparing the homes for sale.

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) about 7 years ago

Laura- Most home sellers dont understand marketing.. They think people will pay extra because their is always better.. No, people will buy your first if its beter

Posted by Scott Fogleman, Greater Good Group (New Home Team 804-573-9592) about 7 years ago


Home sellers ignore price at their own peril. Hire a local REALTOR®...and take their advice.


Posted by Richard Iarossi, Crofton MD Real Estate, Annapolis MD Real Estate (Coldwell Banker Residential Brokerage) about 7 years ago

You are so right, Laura. Or an agent shows an over-priced home as a "comparable" to others he/she is showing to prove to their client what a good deal they are getting elsewhere.

Posted by Nina Hollander, Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor (Coldwell Banker Realty) about 7 years ago

Laura, a very good analogy! Today's buyers are more savvy and will bypass those overpriced listings on the Internet.

Posted by Michael Setunsky, Your Commercial Real Estate Link to Northern VA about 7 years ago

Great post Laura...I find that buyers here in my area (Detroit) are always looking for a dea...but with our inventory being so low they are pretty much 'strong armed' into paying full price :)



Posted by L. Scott Ferguson, Sunny Florida Real Estate Professional (Ask4Ferguson - Your House-SOLD Name in Real Estate) about 7 years ago

As much as I don't want to be anything like a car salesman, that's a great correlation to the sales market.

Posted by Marc McMaster, Putting my clients before myself (RE/MAX Centre Realty) about 7 years ago

Great post...and you know, we can learn from all types of sales careers...real estate is about customer service.

Posted by Li Read, Caring expertise...knowledge for you! (Sea to Sky Premier Properties (Salt Spring)) about 7 years ago

checking in on you.....it is all about service !

Posted by Sally K. & David L. Hanson, WI Real Estate Agents - Luxury - Divorce (EXP Realty 414-525-0563) almost 7 years ago