YOUR EBOOK TITLE THE NEW CMA: COMPETITIVE NOT COMPARATIVE
STEP 3: COMPETITIVELY POSITION THE HOME & PRICE FOR MARKET VALUE
STEP 3.1: Understand the Market Factors STEP 3.2: Competitively Position the Price LOREM IPSUM
Now that we understand the factors, let’s actually position our example home against the competition. This graph shows all the For Sale and Under Contract properties in the buyer zone in the competitive range for $700,000 - $800,000.
When it comes to positioning your main goal is to Position to Win now. What that means is that we want to be in a good competition, but we want to entice a buyer if they’re trying to decide between putting an offer on our house or another house. We want them to choose ours. To do this we are going to first take into effect momentum to show us the positioning range we are going to operate in. The way we do this is actually quite simple. We follow a basic rule.
Momentum: Does it favor buyers or sellers?
If Sellers: You’ll position against base price to top of pricing range.
o
o If Buyers: You’ll position against base price to bottom of pricing range. o If Balanced: You’ll position against bottom of pricing range to top of pricing range.
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