steve's White Mountain Blog


Marketing Vs Price, win the listing & be thier trusted advisor for life.



Marketing Creates awareness – While price creates activity.

Seller's often think more ads equal more activity…this is not what the data shows in the real world. 200 Realtors were recently polled… “How many of you have sold The Property to the person who called on That property ad” in the last 6 months? The answer may surprise the consumers but not the Realtors in the room. About 5% said the caller bought the house they called about.

Ask your seller “would it be Ok –if you paid for print Ads for the next 6 consecutive weeks…knowing the callers are 95% more likely to buy something else as a result of that ad money being spent”? I think you will find nearly all would not want to waste “Their Money”.



The time to Analyze Market conditions is before listing not after.

When going in to a listing presentation with real data, impress upon the seller the pit-falls of trying to Beat the Market and ask them based on the data (if they were a buyer) what they would pay for their house.


A helpful tool is to seek three outcomes before buyers and seller start the negotiations: Unacceptable – Acceptable-& Preferred.  For the Specific Factors that will be negotiated…Examples:

                         Preferred   //    Acceptable//    Unacceptable

Closing date -   July 15th   /    July 7- the 30th  / Before the 4th of July

Closing cost  -  $1.000     /   under $2,000    / over $2,000

Selling price -  $300,000  /  $285,000- $290K  /under 275K 

When setting these expectations and having an offer to compare it to many times the seller and his trusted advisor can conclude “We should sign this one” This allows you to highlight areas of mutual agreement and removes a lot of the emotion from the sale.  It also allows you to define alternatives if you reject a proposed agreement.



If need be “the” post listing price discussion…again current data is your friend. It allows you to tell a seller what buyer’s have chosen to do with their money while your seller was in the same market. Bring the closed sale listing sheets to your meeting…and if there are two sellers make sure they are both in attendance.

If a price reduction is warranted show the closed comps to the seller… Ask them if they feel their property is superior to the closed sales. Many times they will say yes – we do feel our home is better than the ones sold. Put the burden on the past buyers here…these buyers had the opportunity to purchase your home, but chose these…why is that? They saw more value in the alternative properties than yours. This will bring the topic full circle – Marketing creates awareness but price creates activity!!  Remind your seller most buyers are represented by their own Realtor and they have access to this same data. If you did your job as a trusted advisor at the time of listing…you have all the tools to review the acceptable outcome.



Your trusted advisor in the White mountains of New Hampshire. Call me: 800-926-5653…when buying or selling real estate in the “Live Free or Die” State, I’m your Realtor – Steve Loynd – 30 years of marketing and sale experience.






                                                                                                                                                                              Your-White Mountain New Hampshire real Estate Expert

           toll free 800-926-5653 /cell 603-381-7898

                        MLS search and Realtor web site:

                         My outside Blog:

                    Lincoln NH &  Local interest site:

    Grafton County NH MLS search

Comment balloon 25 commentsSteve Loynd • April 13 2014 08:21AM
Marketing Vs Price, win the listing & be thier trusted advisor…
Marketing Creates awareness – While price creates activity. Seller's often think more ads equal more activity…this is not what the data shows in the real world. 200 Realtors were recently polled… “How many of you have sold The… more
Loon Mountain Area Open House at Forest Ridge 4/12/14
Come see one of the areas newest and most spacious condominium offerings on Saturday April 12th. 2014. This 4 bedroom 4 bath modern design features a one car garage for those snowy days and central Air for those warm summers. Easy to use Gas… more
Lincoln NH - 3 bedroom condo under 200K… views of the ski slopes.
While the village of Loon is not the newest complex in this White Mountain resort area, it does offer some of the best views of the ski slopes. Wonderful location picturesque views access to the national forest land and very affordable… make this a… more
Timber Lane Rd Franconia NH great view site for a new home $200K
Many things can be said about the little town of Franconia New Hampshire. Robert Frost had a farm there and wrote some wonderful poems in NH, the Lupine festival in June is a big hit for the wild flower enthusiasts… and of course the state owned… more
Winter walks in the White Mountains… easy treks with rewards
I admit I love to get outdoors in the winter and finding a beautiful view can be hard work can take a big commitment and can take lots of equipment… not on these hikes. Here are a few of my favorite "walks" that don't require a… more
Loon Mountain "OPEN HOUSE" 4/6/14… slope side ski house @…
Slope side open house… ski over (take your boots off) and have a look at what is available at the South Peak side of Loon mountain -in Lincoln New Hampshire. This 4, 000 square foot 5+ bedroom home (office could be bedroom #6) is… more
White Mountain NH Loon Mt. new ski condo for sale.
Forest Ridge Townhouse Featuring a 2, 700 square foot - 4 Bedroom 4 bath condo, with Gas Heat and Central A/C. One of the only newer construction offerings with a garage. This duplex style townhouse offers views of Loon's south Peak… more
New Loon mt NH Condo listing… will be on the market by March 2014
These Forest Ridge Condo owners will be moving to a slope side home "yet to be built"… so there is no rush to get the listing ready to show. The Problem is - the next two weeks are school vacation weeks and that means a lot of missed… more
Slope side at Loon mt - February Real Estate update.
As a real estate professional for the past 30 years, I don't know how many times I have heard buyers say they are waiting for a better deal. Or these prices are going to come down some-more… how about we haven't hit bottom yet? Well - Location… more
The Heart of the White Mountains… Spring, summer, fall, winter in NH
Just for fun on a cold winters day in the White Mountains of New Hampshire… I re-visited my favorite heart shaped tree. The Stark beauty gave me the idea to string together photos taken of this one spot through out the year. Route 112 - Lincoln NH… more