Industry expert Steve Harney's presentation at the B&W companywide event last month struck a chord with many of our sales associates, who have since had a great deal of success sharing his market insights with their clients.

Northwest Suburban sales associate Sandra Frampton went home and called her seller that same day to recommend a price adjustment.

"We were priced competitively, but as Steve said, we needed to price compellingly," said Sandra.  Her client agreed to reduce the price of her home by $25,000, and within a week received multiple offers.

"Everything Steve Harney said validated what I had been telling my client all along," said Sandra.  "Right now the tax credit and interest rates are holding your value.  In the near future, the cost for buyers is going to increase, and they will take it off the top.  It's better to sell now."

Fox Valley sales associate Cathy Barnard successfully used that line of reasoning with a client who "thought he had time, and was prepared to wait for the perfect offer."

She showed him a chart from Steve's presentation that predicts home prices in the Chicago area have further to fall and won't return to their current level until 2012.  Her client accepted a reasonable offer shortly thereafter. 

A favorite slide of North Randall sales associate Susan Angell-Case depicts home price appreciation over the last three decades in five year increments.  According to the chart, from 2000 to 2005, homes appreciated an astonishing 89 percent. 

"It's a very strong statement," said Susan.  "I now use that slide in my listing presentation and refer to it when I talk about pricing."

In addition to setting expectations up front, Susan has used Steve's stats to convince several clients to make price adjustments, including a recent one for $24,000.

"Steve's presentation was very powerful," said Susan. "I can't tell you the number of times I've used his material since."

Do you have a story to share?  Email us!  The slides from Steve Harney's presentation are available here.