Chapter 3: How to Define “Good” Properties
A house often sells itself. Even if it needs work, a property with innate charm stands out. As an agent, your job is to explain why one home — say, a three-bedroom, two-bath — sells for more than another with similar specs. Understanding what makes a house desirable is key to successful sales and strong income.
Sometimes, a smaller home with charm outperforms a larger property without it. Charm — what I call a modicum of charm — often defines both price and appreciation. Price per square foot matters, but amenities and distinctive features ultimately drive value.
When presenting a property, create clarity, confidence, and excitement. Use comparable sales to validate your suggested price. Think of these homes as blue-chip stocks: they retain value even in downturns and appreciate fastest in strong markets.
Features that contribute to charm include flowing floor plans, light-filled rooms, high ceilings, and seamless indoor-outdoor access. These elements protect buyers from depreciation and maximize long-term growth.
In weaker markets, even minor issues — an old roof, obstructive walls, or foundation concerns — can deter buyers. Always guide clients toward homes with minimal fixable issues and away from problems that can’t be remedied.
If a client prioritizes size over charm, your analysis shifts. These buyers focus on price per square foot and larger layouts, often seeking a “good deal.” A “good deal” in my experience is a home with enough charm to weather market fluctuations and still appreciate when conditions improve.
Handling Common Buyer Objections
“Will I lose money if I buy now?”
Highlight properties with charm—they hold value and appreciate even during downturns. Focus on location, features, and long-term potential.
“Interest rates are too high; should I wait?”
Guide buyers to examine monthly payments, not just rates. Show different scenarios within their preferred price range. The right home is worth acting on; refinancing later is an option.
“Why spend more on a ‘special’ property?”
These homes are like blue-chip stocks: safe investments that combine daily living amenities with long-term value. Features like open floor plans, light-filled rooms, spa-like baths, and outdoor access enhance both lifestyle and price.
Emotion Rules Real Estate
Residential real estate is emotional. Buyers who connect emotionally with a property are motivated to act decisively. Those who don’t may struggle to make competitive offers.
Building Excitement and Trust
Your enthusiasm drives client excitement. Honest guidance—even walking away from a property with red flags—builds long-term trust and loyalty.
Defining a “Good” Property
A “good” property excels beyond square footage. Consider:
Modicum of charm: Unique features that elevate the home.
Presentation: Is it staged effectively?
Location: Neighborhood quality and convenience.
Floor plan: Functional layouts for family needs.
Outdoor space: Decks, yards, and indoor-outdoor flow.
High ceilings & spacious rooms
Garage & storage availability
For a full checklist, download The Closing Coach Property Checklist.
Prioritizing charm, minimizing fixable issues, and highlighting emotional connection ensures clients make sound purchases that protect investment and maximize satisfaction.