Up late working tonight on the refined “system without systems” of 2012. Here is a new page to our Home-Selling System, titled “Rules of the Game”.
Both of us are parents of elementary school-age children. You know what board game we hate? Candyland. What does Candyland teach you? Draw the card and move your piece where it says to move it. Don’t ask questions. Don’t think. Just move your piece to pink or orange or green. Real life isn’t like Candyland.
Fortunately (or unfortunately!) for us, in each of our families, our kids are a little like us. They don’t like Candyland, either. They like games like Checkers and Sorry. Sorry is especially rough because it’s so not fair. You march your little pawn 3/4 of the way around the board and little Charlotte or Jeremiah draws a Sorry card and “Sorry, I’m swapping pawns with you!” and there they go from start to the end of the board. And they laugh, maniacally. Because they’ve just crushed us. They exploited a rule of the game to their advantage, and it thrills them.
Sound familiar? Sound a little like real estate? We don’t think $200,000 or $500,000 or a million is trivial and we don’t play games with our clients money. But we do think that real estate can be understood best if we engage our minds in a playful way. Every game has rules. Every game has standards that all players must abide by in order to be successful. Here are some of the rules of the game that we see to be true year in and year out.
- LOCATION, LOCATION, LOCATION
- MONEY IS MADE ON THE BUY
- SELLERS SET ASKING PRICES; BUYERS DETERMINE MARKET VALUE
- BUYERS BUY VALUE
- THOSE WITH POWER HAVE FEW NEEDS. THOSE WITH NEEDS
- HAVE LITTLE POWER
- THE HARDEST THING TO GAIN IS TRUST; THE EASIEST THING TO LOSE IS TRUST