Mike Browning

Tag: Listing Strategies

  • Maybe They Do, Maybe They Don’t

    Maybe They Do, Maybe They Don’t

    The more someone insists they’re holding all the cards, the less likely it is they actually are.

    There’s a funny thing that happens in real estate whenever the market heats up — or whenever someone wants you to think it’s heating up.

    Suddenly every listing has “tons of offers.”

    I talked about it some yesterday.

    If you’ve tried buying a house recently, you’ve heard it.

    And if you’re an agent with more than six months of experience, you’ve watched it happen enough times to know the truth:

    Sometimes they do.
    And sometimes… they really don’t.

    “Multiple offers” can mean actual competition.

    Or it can mean one lowball offer the agent never countered, but is counting anyway “for negotiation purposes.”

    It can mean thirty showings and legitimate interest.

    Or it can mean two neighbors stopped by because they were curious and the agent wants to sound busy.

    It can mean the seller is in a strong position. Or it can mean the agent is manufacturing pressure because they don’t know what else to do.

    Here’s the reality nobody likes to say out loud:

    A lot of agents inflate their position because they think it helps them negotiate. It doesn’t.

    When an agent calls me and asks if I’m working anything, I tell them the truth.

    Every time.

    Doesn’t seem like something that’s to my advantage. But because of that, they know I’m telling the truth.

    And you know what happens? They remember it.

    They realize I’m one of the few who isn’t trying to run a tactic on them.

    And that means the next time I tell them something, they believe me. That kind of credibility compounds.

    On the rare occasion I’m working with a buyer and the listing agent hits me with the classic,
    “We’ve got SO many offers…”

    I just tell them:

    “No problem. Call me if you don’t get a deal done.”

    Two things happen:

    1. My client wins by not wasting time in a bidding war they wouldn’t win anyway.
      Opportunistic buyers don’t chase. They wait.
    2. The listing agent gets an easy way to save face when their “multiple offers” evaporate.
      And they usually do.

    Most agents are so busy trying to look strong that they forget you can’t negotiate your way past reality.

    And you definitely can’t negotiate past your own credibility.

    When the truth eventually shows up — and it always does — people remember who inflated and who didn’t.

    And the next time they have to choose which agent to believe…

    they choose the one who didn’t play games.

    Get More Like This In Your Inbox Here!

    PS- You’re probably not looking to sell today, but remember it’s always best to start preparing ahead of time.

    If you have anything you might be in the market for soon (buy or sell), I offer free analysis on any non-residential property.

    Is it ever a bad idea to deal with someone who isn’t afraid of the truth?

    Click Below:

    Got a lot you might want to sell?
    Get a FREE, no obligation report on what it could sell for today.
    Get Your Lot Valuation

    Own land instead?
    Get a report for that here:
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  • They Have Incentive to Undermine You

    They Have Incentive to Undermine You

    Just Getting It Done Probably Costs Your Agent Far Less Than It Costs You.

    One thing agents love to say when you hire them is that they “put your interests first.”

    And above theirs.

    Which is how it should be, of course.

    I say it too — the difference is, I actually mean it and put it into practice.

    Unfortunately, we can’t always say that about everyone else.

    But here’s the good news: we can use this to our advantage.

    If you understand what’s really driving many agents, you can often have the other side negotiating almost as hard for you as they are for their own client.

    Most agents aren’t lying when they say they’ll put you first — they mean it at the time. But reality has a way of changing priorities.

    The truth is, most agents don’t make anywhere near what they like to portray.

    Here’s what that means in practice:

    (Here’s where I say this isn’t financial or legal advice, I’m not an attorney or CPA, and all that. Talk to a professional in those fields before making any decisions)

    Say you list your property at a negotiated 6% commission, where the listing agent most likely would get 3%. If the price goes $20K higher, you net about $18.5K more. The agent? Around $600.

    And that’s ignoring any fees their broker takes. (I am the broker at my company, so I don’t always remember to factor that in.)

    So what do you think happens when there’s a “bird in the hand” offer on the table?

    Do they push for a few thousand more for you… or do they push to get it closed?

    It’s why you’ve probably experienced an agent swearing your home is worth no less than X when pitching you to get the listing — then turning around and urging you to accept less once it’s listed.

    Their goal is simple: get it closed.

    That’s human nature, even if ethics say otherwise.

    So what do you do?

    First, work with someone who actually does what they say. (Hello.)

    But just as important, work with someone who understands these incentives — and knows how to leverage them.

    When we’re selling your property, it can feel tempting to compromise just to “get it done.”

    But most of the time, if we hold tight, the agent on the other side will do the work for us — and sell their own client on making the deal.

    You benefit from that a lot more than I do — at least in the short run.

    Playing the long game means we both win.

    And speaking of the long game — does it ever hurt to have the latest info on what your property could sell for today?

    It puts you in the driver’s seat if someone comes along with an above-market unsolicited offer. Happens more often than you think.

    Got a lot you might want to sell?
    Get a FREE, no obligation report on what it could sell for today.
    Get Your Lot Valuation

    Own land instead?
    Get a report for that here:
    Get Your Land Value

    Just a glutton for punishment?
    Sign up now to get more articles like this in your email.
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    (Commissions are always negotiable and examples are for illustrative purposes only.)