In Freakonomics, Stephen Dubner and Steven Levitt analyze how experts use their position to their advantage. \u00a0The two focus on Real Estate agents and how they, like all experts thrive on fear. \u00a0The fear in this situation would be better called Need recognition, but the terminology in the book should be used.<\/p>\n
The fear created by real estate agents is fear of selling a a house for less than it is worth and that it is not able to sell at all. \u00a0The agent has all the information on trends, all the knowledge and information, a good ally. \u00a0The agent however probably sees you as a mark.<\/p>\n
Real estate agents keep their houses on the market longer, and sell for around 3% more than they sell your house because they know a better deal can come along. \u00a0in a $300,000 deal that is a $10,000 difference. \u00a0If she waits longer to sell your house the agent only gains $150 more for \u00a0a lot of extra work.<\/p>\n
The threat of experts can be that they convert information into fear. \u00a0A real estate agent can use information to convince you that if you wait to sell the house will stay on the market. \u00a0This leads to the issue of honesty. \u00a0Freakonomics gives an example of a Stanford professor who was moving closer to the University. \u00a0When he sold his house, the market was booming. \u00a0When he told the agent he was going to sell by himself, the agent told him the market was tanking, that was the amount of time between him signing the contract in a booming market, and saying he was going to sell the home by himself in a tanking market.<\/p>\n
That not only makes the agent look bad, but hurts the seller’s faith and hurts trust, all of which are bad for business in any market. \u00a0Basically, be honest, be fair, be real, and expect your customer to be almost as much an expert as you are.<\/p>\n","protected":false},"excerpt":{"rendered":"
In Freakonomics, Stephen Dubner and Steven Levitt analyze how experts use their position to their advantage. \u00a0The two focus on Real Estate agents and how they, like all experts thrive on fear. \u00a0The fear in this situation would be better called Need recognition, but the terminology in the book should be used. The fear created […]<\/p>\n","protected":false},"author":29,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[33,34,2],"tags":[],"class_list":["post-750","post","type-post","status-publish","format-standard","hentry","category-dos-and-donts","category-pain","category-sales-tips"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/750","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/29"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=750"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/750\/revisions"}],"predecessor-version":[{"id":751,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/750\/revisions\/751"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=750"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=750"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=750"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}