How To Sell Your House or Car for TOP dollar, FAST!

Michael's post below about "Great Ideas" and discussing "real estate" caused me to remember one of the BEST IDEAS I've ever known for selling almost anything...FAST!

Especially Houses or Cars. (I've used this with one home and 3 cars)

1) Run an ad for your item...giving basic info, even price, to further qualify prospects...
then...
2) Set an appointment for ALL prospects...15 minutes apart on the SAME DAY.

Here's what happens;
Prospect #1 arrives at 9am....looks the item over, asks questions (kicks tires or opens every closet door)....then presents YOU with a Counter Offer (which is usually much less than you want)

Now....the "tire-kicking" has probably taken at least 15 minutes and prospect #2 has appeared on the scene....which startles prospect #1.

So...you ask prospect #1 if he'd be willing to put down "earnest money" at YOUR PRICE....RIGHT THIS MINUTE....otherwise you will have to excuse yourself and show the item to prospect #2.

This usually pulls out the buyers from the "tire-kickers".

Prospect #1 is now FORCED into a situation where he will have to "pee or get off the pot"! The presence of prospect #2 is a POWERFUL psychological tool. People like to "WIN"! They don't like to lose!

Many times at Antique Auctions I have bid OVER what something is worth....just so I could "WIN" the bid.

Then, as prospect #2 is looking at your item...prospect #3 shows up...WHAM....more URGENCY is built up.

Give it a try.

I have even scheduled 5 or 6 prospects at the SAME TIME....creating a sort of "auction scenario" where the urge to WIN is strong!

You could conduct your own "auction" right there and get MORE THAN YOU WERE ASKING!

Plus....you sell the item....NOW!

Have a prosperous New Year.

Don Alm




Some of my Unique, money-making programs.

in my newest venture. Thanks, Don. Hope you and the wife had everyone over for Christmas and she made YOU load the dishwasher...




$319.40 affiliate commission per sale

Dear Don,

Thanks for the great idea. It DOES work.

That is a chunk of the system I use to help my consulting clients sell yachts and homes.

Step #1 - We write an NLP emotion ad. A variation on a headline one of my partners SAID out loud one day. And body copy from an Aussie Millionaire. His ad template sold dozens of homes down under. We've sold dozens more for clients over here.

The headline (just below) that sold a yacht and a home for my partner Judy. Then 7 bank repo homes for a client. Then in different variations - dozens of homes since then. Almost every sale in 7 days or less...

Husband Fell In Love
Bought 2nd Yacht
Wife STEAMED! Must sell hers!

Step II - 10, 9, 8, 7, 6 the benefits in the ad copy. (most important 1st)

Step III - Offer a FREE Home Data Sheet - at the end of the ad. With a listing of all the stuff in the ad - with better description and more details.

Step IV - Take phone calls and make appointments.
Rest up. The ad to sell the yacht pulled in more than 500 phone calls by lunch time. Judy unplugged the phone. We run ads to sell Yachts in local "RV, Yacht Trader Magazines."

Step V - Make the appointments 10 minutes apart. No negotiating when people are lined up like racers. Just the other side of the driveway. Judy sold her yacht for $2000 over list. The 1st prospect!

Funny story...

Every time we sell a yacht or a home - we get lots of calls from Yacht brokers and Realtors. DOOM & GLOOM. Saying we're asking too much. They CHOKE when you tell them how much cash you got IN YOUR HAND - already.

Glenn

P.S. - A 542 page manual of ads and proven systems are sold on Ebay. Including this entire home selling system. Look for seller ID - "gomarket1"

Actually - I've given away enough here (if you can describe your homein an ad) to sell anything HI-priced without any more info.




http://www.weirdNLP.com

Hi Don,

Thanks for a great post! That's a fascinating technique which I believe works....

It's a good example of the "scarcity principle". That is, the idea that when something is "scarce", suddenly we value it. We see it as being valuable, and it makes us want it even more!

In the technique you talk about it, the car or house becomes "scarce" because the potential buyer is afraid that the other person will want the car or house instead! That would make it unavailable.... The "threat" that it the opportunity will disappear is there!

One fascinating thing is that the scarcity principle not only works in sales.... It seems to work in relationships too. More on that later.

A great place to read about this is Robert Cialdini's book "Influence". (Get it and read it if you haven't already.)

He's a psychologist at the Arizona State University who's spent most of his professional life studying the "influence" techniques used by successful sales people and others.

A very common use of scarcity to make a sale is the time-limited offer. It forces us to make a decision - since if we don't make a decision now, we may lose the opportunity! As you can see, time-limited offers are widespread - and that's because they work.

There's a fascinating example of the scarcity principle, which Robert Cialdini shares from his own life. It's from his book.

In brief, it explains how a new Mormon Temple was being constructed in his city. There's an inner part of the Mormon Temple that non-Mormons can never see.... There was an exception, though, which was a few days after a new Temple is constructed.

Reading about this in the paper made him want to see it! It was purely due to the scarcity principle - if he didn't see it now, he may never again get the chance! Even though he had no questions about the Mormon religion he wanted answered, and had no interest in Mormon Temples before....

(I've quoted the whole story from his book at the end of this post.)

People also use "scarcity" in relationships....

Perhaps you've heard of playing "hard to get"? That's nothing but scarcity.... Because someone is "hard to get" - that is, "scarce" - it makes someone want him/her even more.

In contrast, when someone seems "easy" - suddenly his or her desirability drops. If she's TOO "available" - suddenly, she doesn't seem as attractive.

For some people, using the scarcity principle is VERY important when it comes to successful courting. Some people seem very good at acting "interested" yet still "unavailable" - which will drive some others crazy with desire.

Anyhow, thanks Don, for raising a fascinating topic (and sharing a helpful technique).....

- Dien

P.S. Here's Robert Cialdini's story (quoted from his book)....

The city of Mesa, Arizona, is a suburb in the Phoenix area where I live. Perhaps the most notable features of Mesa are its sizable Mormon population—next to Salt Lake City, the largest in the world—and a huge Mormon temple located on exquisitely kept grounds in the center of the city. Although I had appreciated the landscaping and architecture from a distance, I had never been interested enough in the temple to go inside, until the day I read a newspaper article that told of a special inner sector of Mormon temples to which no one has access but faithful members of the church. Even potential converts must not see it. There is one exception to the rule, however. For a few days immediately after a temple is newly constructed, nonmembers are allowed to tour the entire structure, including the otherwise restricted section.

The newspaper story reported that the Mesa temple had been recently refurbished and that the renovations had been extensive enough to classify it as "new" by church standards. Thus, for the next several days only, non-Mormon visitors could see the temple area traditionally banned to them. I remember quite well the effect this article had on me: I immediately resolved to take a tour. But when I phoned a friend to ask if he wanted to come along, I came to understand something that changed my decision just as quickly.

After declining the invitation, my friend wondered why I seemed so intent on a visit. I was forced to admit that, no, I had never been inclined toward the idea of a temple tour before, that I had no questions about the Mormon religion I wanted answered, that I had no general interest in church architecture, and that I expected to find nothing more spectacular or stirring than what I might see at a number of other churches or cathedrals in the area. It became clear as I spoke that the special lure of the temple had a sole cause: If I did not experience the restricted sector soon, I would never again have the chance. Something that, on its own merits, held little appeal for me had become decidedly more attractive merely because it was rapidly becoming less available.

> It's a good example of the "scarcity
> principle". That is, the idea that when
> something is "scarce", suddenly we
> value it. We see it as being valuable, and
> it makes us want it even more!

No quite so. There's plenty of scarce things that aren't valuable - certain ancient pottery from the middle east, for example. Thousands and thousands of years old and you can't hardly give it away.

Why?

Because no-one wants it.

And THAT is the trick with scarcity... other people wanting it.

> In brief, it explains how a new Mormon
> Temple was being constructed in his city.
> There's an inner part of the Mormon Temple
> that non-Mormons can never see.... There was
> an exception, though, which was a few days
> after a new Temple is constructed.

> Reading about this in the paper made him
> want to see it! It was purely due to the
> scarcity principle - if he didn't see it
> now, he may never again get the chance! Even
> though he had no questions about the Mormon
> religion he wanted answered, and had no
> interest in Mormon Temples before....

It wasn't just the scarcity of it... it was also the fact other people get to see it.

Somehow, I don't think he would want to see the inside of my home just because only a few people have seen it.

> People also use "scarcity" in
> relationships....

> Perhaps you've heard of playing "hard
> to get"? That's nothing but
> scarcity.... Because someone is "hard
> to get" - that is, "scarce" -
> it makes someone want him/her even more.

> In contrast, when someone seems
> "easy" - suddenly his or her
> desirability drops. If she's TOO
> "available" - suddenly, she
> doesn't seem as attractive.

> For some people, using the scarcity
> principle is VERY important when it comes to
> successful courting. Some people seem very
> good at acting "interested" yet
> still "unavailable" - which will
> drive some others crazy with desire.

Okay... here's some "Courting/Relationships 101"...

Guys are gutless wonders. Scared of women.

Women are attracted to a guy who has a stamp of approval. And a stamp of approval is... another woman is going out with him.

Women are not attracted to a man who is not sought by other women in any way, shape or form.

Women are not attracted to desperate men. And the more he tries to get with a woman who is not interested, the less she wants him. And thinks he's making a fool of himself.

A woman playing "hard to get" is partly trying to see how true your intentions are and partly trying to see how "available" you are. The more available you are, the less she will want you and give you "not interested" signals. And the more you, as a guy, will think she is REALLY playing hard to get.

"Hard to get" signals are "I'm not interested" signals which a guy is too stupid to understand.

If a woman is interested in you, you will know by her actions.

If you aren't together, she is NOT interested. Period. And any "interest" shown will be at times when she is not with someone else. And using you as her "entertainment," playing you for a sucker.

A woman does not waste her time with a guy who is not interested in her. In other words... no "hard to get" ploy works. She just moves on.

When a couple go to a function (or any outing) and another woman begins flirting with the guy (after all, he has a stamp of approval), the guy's woman can tell what's going on but the guy is too dumb to see it.

Michael Ross

> No quite so. There's plenty of scarce things
> that aren't valuable - certain ancient
> pottery from the middle east, for example.
> Thousands and thousands of years old and you
> can't hardly give it away.

> Why?

> Because no-one wants it.

Have you checked eBay lately?

Seriously, though, I would be interested to know why you think/know this, Michael. I would think that there must be a market of people into pottery and/or archaeology of the region that would have an interest in the stuff. Although, I note that you say "certain" pottery. Is there a particular type that is excessively plain & boring?

> Okay... here's some
> "Courting/Relationships 101"...
.
.
.
> Women are not attracted to desperate men.
> And the more he tries to get with a woman
> who is not interested, the less she wants
> him. And thinks he's making a fool of
> himself.

> A woman playing "hard to get" is
> partly trying to see how true your
> intentions are and partly trying to see how
> "available" you are. The more
> available you are, the less she will want
> you and give you "not interested"
> signals. And the more you, as a guy, will
> think she is REALLY playing hard to get.
.
.
.
> If you aren't together, she is NOT
> interested. Period. And any
> "interest" shown will be at times
> when she is not with someone else. And using
> you as her "entertainment,"
> playing you for a sucker.

> A woman does not waste her time with a guy
> who is not interested in her. In other
> words... no "hard to get" ploy
> works. She just moves on.

Yet more proof that "playing games" is stupid. 8^]

No quite so. There's plenty of scarce things that aren't valuable - certain ancient pottery from the middle east, for example. Thousands and thousands of years old and you can't hardly give it away.

Why?

Because no-one wants it.

Have you checked eBay lately?

Seriously, though, I would be interested to know why you think/know this, Michael. I would think that there must be a market of people into pottery and/or archaeology of the region that would have an interest in the stuff. Although, I note that you say "certain" pottery. Is there a particular type that is excessively plain & boring?

Don would call it "The greater fool theory." Try and fool a bigger fool than you to pay more money for the item than you did.

How do I know? Because I've seen them fetch only $1 at an auction. I've seen the valuations - often based on what other pieces have fetched at auctions.

And the auction prices are low because no-one wants the item. (And maybe no-one wants the item because the price is low. Catch 22.)

Generally speaking, old items that don't have a "use value" don't get as high a price as an old item that does have a "use value."

Are the items I've seen which got only small amounts of money, dull and boring?

That's asking for an opinion. My opinion may differ to yours and to other people's.

To me, they were dull and boring. Then again, I find ALL ornamental items (knick-knacks, bits and bobs, whatever you call them) dull and boring. And I would NEVER buy one to decorate my place.

So even if you were giving those items away for free *I* would not take them.

The point is... if no-one wants something, for whatever reason, you can't hardly give them away. No matter how old it is.

If those items were suddenly "in fad" then their price would rise, if only because speculators were trying to make some money on them.

Personally, I was surprised to see these items get so low bids. To me, they are a part of history, from an area full of history. But if no-one wants them, the price stays low.

Maybe those with the items should weave a story around the item and make it sound more "romantic." Build up a fantasy history about the item's travels. Arabian knighs. Harems. That kind of thing.

Michael Ross

Thanks for the posts Dien, Don, and Mike. Great thread.

Sometimes I find it almost unbelievable how well the scarcity principle works.

Let me tell you about something I have been doing recently with my ezine.

When I release a new product I always offer it to my ezine subscribers first. And I always give them a good discount because they are my loyal subscribers and without them I would still be working 9 - 5.

Anyway, I used to use a deadline for the discount. They had to order within 24 or 48 hours to get the special price. But, what I found was that many of my subscribers didn't believe I was really going to raise the price. Since everybody and his brother has a "fake" deadline and "special price" for their product it's just not as effective a technique as it once was. Now, don't get me wrong, the technique still works just not as well as it used to.

Anyway, what I do now is I set a quota on how many people can order at the discounted price.

For example, I recently sent an email to my ezine list that had the following offer:

*************************************************
Here is the deal… if you are one of the first 75
people to subscribe you can get lifetime access
for only $xx.xx.

But, you must hurry! I am sending this out to my
entire list of ezine subscribers. Trust me –
it'll be gone before you can sneeze.

You will need to use this url to get the
discount:

http://www.exampleurl.com

Note: if the above url doesn't work it means the
75 member quota has been filled – didn't I tell
you to hurry :)

*************************************************
(by the way, the last paragraph utilizes a different but very effective marketing technique. Can you figure out what it is?)

That email worked better than I imagined. I sold the 75 within a few hours so I then sent out another email explaining that the 75 quota had been filled and they could still order but the price was now xxx (I raised it by 5 bucks but still discounted it off the regular price) if they ordered within 24 hours.

I ended up selling more the second time around because they REALLY believed me when I said it was a limited offer. If I had sent the second email first I would not have received near the amount of orders I did.

> It's a good example of the "scarcity
> principle". That is, the idea that when
> something is "scarce", suddenly we
> value it. We see it as being valuable, and
> it makes us want it even more!