A Few Good Salespeople – State of Real Estate Jul/Aug Update

SUMMER 2017 –

As we hit mid summer, many people ask what is the market like. They read or hear or interpret misinformation about what is going on. Most of it is just plain wrong! As you know – liars can figure and figures can lie. Most of it relates to entirely different housing market demographics, and of the rest, most is just spin.

After 38 years in the business with an eye on market stats and trends, I think I am in a position to render an informed opinion. So, I hereby opine. The TRUTH is what we need to be telling people. The TRUTH is what people need to hear and believe. End of opine.

As I am a veteran – a former Marine – I love the movie “A Few Good Men”. I’ll use it (with a few creative liberties) to make my point. I take the position of Colonel Jessup, aka Corporal Al the Realtor.


 <  SELLERtruth








Corporal Al the Realtor: You want answers?
Seller: I think I’m entitled to them.
Corporal Al the Realtor: You want answers?
Seller: I want the truth!
Corporal Al the Realtor: You can’t handle the truth! Son, we live in a state that is losing ground. We are losing population, and don’t even ask about GE leaving and other companies exploring less expensive places to conduct business. Who is going to sell your home? Who’s gonna do it? You? I have a greater responsibility than you can possibly fathom. You weep for better markets of the past. You have that luxury. I live in the here and now. I have the responsibility of handling your major financial asset in life. I know many years ago, that your neighbor’s departure to a different state, while tragic, probably saved him a lot of money. My existence, while grotesque and incomprehensible to you, if you listen to the truth, will save time, aggravation, stress and ultimately money. You don’t want the truth. Because deep down, at parties, you want to say that you found a sucker that would pay 20% more than the house is worth.

You need me at that open house. We use words like code of ethics, loyalty, fiduciary responsibility. We use these words as the backbone to a life spent marketing your home.  You use ’em as a punchline. Many times, I have to spend a lot of time to explain the local market to people who hope to rise and shine under the blankets of the houses I try and sell and then, then question the manner in which I provide the information! If you can’t handle the truth, I don’t give a damn what you think, what you hope you’re entitled to! I’d rather you just said thank you and went on your way. If you want to listen to and believe the facts that I lay out for you…. Great.

Seller: Does your market analysis show I can get way more than I should realistically expect?

Corporal Al the Realtor (quietly) I did the job you asked me to do. It is a realistic price and marketing plan.
Seller: Can you really get me that price?
Corporal Al the Realtor: You’re goddamn right I can!!

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