Pricing is probably the most important issues when selling a home, and probably the most misunderstood. I'm sure you have heard the old expression, 'When it comes to real estate, the three most important things are location, location, location.' In fact, that is true if you are purchasing real estate. But when you are selling real estate, its ... pricing, pricing, pricing. I want to share with you the most important factor in pricing your home for sale. It is so important, that if you fail to understand it, you will dramatically reduce your chances of selling your home. I have had the good fortune of dealing with and training over 1,000 real estate salespeople over the years. The agents that know and understand this one, simple fact, are the most successful agents not only in terms of how much real estate they sell, but also in terms of how satisfied their customers are when the transaction is complete. When I do training's, some agents nod their heads and smile acknowledging how true it is. Others, upon hearing it for the first time, look as though they just discovered the meaning of life. It seems so basic, yet some never realized how true it actually is. Unfortunately, I also see agents that never understand it, and eventually end up in another career. Can you imagine one single issue that can make or break an agents real estate career? I know, its unbelievable. By now, you may be wondering what in the world am I talking about. After all, how hard can it be to sell a house...right? Ahh, it's harder than you think! Just ask the 25 - 40% of sellers who are never successful in selling their home. I can tell you will complete confidence, that what I am about to tell you is one of the biggest mistake most home sellers make when listing their home for sale. So, here it goes. What you want and need from the sale of your home is irrelevant to the person who will purchase it. OK, I realize this seems harsh and may be hard for some people to hear, but, I can prove to you it is a fact. Please understand, I do not mean that a homeowners input is not valuable. Many times a seller provides us with vital information about the home or neighborhood that affects the value of the home. What we are talking about, is homeowners who say 'I want or need a certain price because...' (usually one or many of the items below complete the sentence): 1. I owe to much on the home and need to cover my mortgage(s). 2. I recently did major work to the home and need to recover those cost from the sale. 3. I found a house I want to purchase and I need $XX for my down payment and closing cost. Although all of these are important issues, the fact remains, not one of them influence the final sale price of your home. Now, I told you I would prove my point to you. Here it goes. Think back to when you purchased your home. Did you make sure you were paying the sellers enough money so that they could cover their existing mortgages? How about the cost for recent home improvements? I'm sure you were concerned about their down payment needs for their new home? Did you ask the sellers if they were happy with your offer? Of course not! You based your decision to purchase the home on its size, location, amenities, and appeal. And had it been overpriced, you would have offered something far lower or just walked away assuming the seller was not realistic about the true market value of the home. If it was priced properly, you would have been concerned that someone else was going to buy it before you had a chance to submit your offer. The bottom line, buyers have access to more information today than they did 5-10 years ago. A more informed buyer is more likely to walk away from a home if they do not believe it is priced fairly. If you want to attract buyers to your home, it must be priced competitively. That does not mean underpricing it. It also does not mean overpricing it. In closing, obtain the adv