Analyze the comps.
Before you list your house, you and your agent have, theoretically, examined the comps together and developed a pricing strategy with those comps in mind. Buyers (not to mention appraisers used by mortgage companies) will be looking at comps to determine the purchase price they offer. So all of the significant parties involved in a real estate transaction are considering what comparable properties have sold for.
Direct buyers’ evaluation.
Since you know buyers will want to determine if your home is worth what your asking for it, you might consider asking your agent to provide them with comps that support the list price. While a buyer’s agent has the responsibility to gather comps and have a similar conversation with her buyers, some agents don’t. It can be due to laziness, lack of time, inexperience or something else. If you and your agent “control the narrative”, your position is stronger. My suggestion is to have your agent put together a nicely presented summary of comparable sales that shows your property is worth what you are asking for it. Leave copies in the property for buyers to take.
Demonstrate the fairness of your list price.
Providing the comps accomplishes two key things. The first is that it demonstrates that the price your asking is not unreasonable (so take care in choosing comps carefully or you may shoot yourself in the foot). It lends credence to the idea that you are pricing fairly and transparently. The second is that it may convince the buyers/agents while they are still in the property that they should submit a bid quickly since the price is appropriate and they don’t want to risk losing it to someone who is quicker to act.
Decide if this strategy is wise.
Every property is different and the most effective marketing strategies are always unique to that home. There may be scenarios where this technique is not effective (and could even hurt your chances of receiving the strongest possible offer). Definitely discuss the pros and cons with your agent. If marketing your property this way does seem to make sense, taking this proactive step may increase the likelihood of receiving stronger offers in less time.
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