RELOCATION 411: Real Estate Builds WEALTH!

Strategies for Changing Markets

When a seller’s market shifts to a buyer’s market, supply quickly out runs demand. Sellers must take decisive action to compete, as there are fewer buyers in the market and they can afford to be choosy.

Incentives are an effective way to keep your properties ahead of their competition. Incentives work by differentiating homes from similar properties, making them more interesting to potential buyers. They help by creating more elements to negotiate in the sale, and by appealing to the buyer’s aspirations (e.g., home amenities) or real-world concerns (e.g., affordability).

Incentives to employees are a powerful tool to make certain they act quickly and decisively to market their home effectively. When combined with policy features such as list price and marketing, incentives represent one of the best ways available to prevent taking the home into Corporate Inventory.

There are 3 main types of incentives to consider:

Employee Home Incentive – an incentive to the transferee that is given if sold within the first 60 days on the market. This encourages the transferee to price right.

Buyer Incentives - making the home stand out by appealing to buyers on more levels than price alone. Paying closing costs or points may help differentiate the home.

Fix-Up Before Marketing – A relatively small expense can create immediate competitive advantage. This strategy targets items that enhance the home’s immediate marketability, rather than having to counteract negative comments made by potential buyers.

Vicki Butcher, Director, Relocation / Business Development

214-446-2590

VickiButcher@judgefite.com