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The five minutes that decide your sale
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The short version
From Chapter 1 of The Auction Trap. The biggest financial decision in most sales is made before anyone talks about price.
- The first five minutes matter most. When an agent recommends auction at your dining table, the most important decision of the sale is often made right there, without a single question.
- A shortfall doesn't vanish. If your home sells for $50,000 less than it could have, that money moves to the buyer. The agent is still paid in full. Only the seller loses.
- Nobody has to do anything wrong. The trap closes through small decisions: a campaign built around a date, a price nobody commits to, buyers in one room reading each other's hesitation.
- Selling is not the reverse of buying. As a buyer you respond to a price. As a seller you create the outcome, and once the contract is signed there's no second chance.
- The system and you want different things. The system is built to complete sales. Your goal is to get the most for your home.
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