What Is A Itemizing “Technique” In This Market?

This fall has been a blended bag, to say the least.

We’ve had listings which have obtained a number of provides and we’ve had listings which have sat available on the market.

We’ve had consumers efficiently buy properties amid competitors in a number of provides and we’ve had consumers buy properties with upwards of ten sign-backs on the value and phrases.

As a lot as I need to say, “There’s no rhyme or purpose to the market on the market,” there is, in the event you concentrate.

Positive, there’s all the time that handful of gross sales that increase eyebrows, however for probably the most half, you’ll be able to see a failed provide night time and a re-list a mile away.

Then there are the listings that come onto the market and also you surprise, “What’s the purpose?  Why is the vendor even bothering?”

So right this moment, let’s discover a couple of itemizing “methods” and query what the hell the sellers and/or agent have been considering, or give kudos when it labored out.



Right here’s a list I noticed the opposite day for which I instantly did a double-take:

Be aware the value and the sq. footage.

This unit is 466 sq. ft and it’s priced at $1,586/sqft.

It appears a bit wealthy, however if you take a look at the itemizing historical past, it makes even much less sense.

Be aware what they paid, once they purchased, and what they’ve finished since:

Alright, so that they purchased the apartment in October of 2021 for $620,000.

They leased it out for $1,900/month.

One 12 months later, they leased it out for $2,275/month.

However then 5 days after that, they circled and listed it on the market?

Promoting tenanted models are very, very robust on this market!  And but it looks like these guys went out of their strategy to get the unit tenanted so they might then flip round and listing.

If that was a “technique,” it’s the exact opposite of what the technique ought to have been.  On this market, you all the time attempt to listing when the tenant is gone, and even incentivize the tenant to go away so you’ll be able to listing the unit vacant and staged.

However what will we make of that value?

Has the market actually gone up 19.2% since they purchased?

Evaluating common value from October of 2021 via October of 2022, the common GTA house value is down 5.7%, the common 416 house value is down 2.6%, and the common 416 Apartment value is up 0.1%.

So if we need to cherrypick information right here, we’d use the final value.

Solely, 0.1% remains to be barely lower than 19.2%….



Right here’s a ravishing home that offered in June of 2021:

Now, let’s say that “life occurs” and also you need to promote this in October of 2022.

What do you do?

First, you strive itemizing at $1,895,000 with an “provide night time” and seeing what occurs.

If that doesn’t work, then you definately increase the value, let’s say, to $2,050,000.

Then what?

Now you’re priced 16.5% greater than what you paid in June of 2021.

How has the market moved since then?

On common, the GTA house value is flat – actually differing by $108.  The typical 416 house value is up 1.2%.  And the common 416 indifferent value is down by 5.3%.

So was that $2,050,000 listing value going to work?


They re-listed at $1,799,999, once more with an “provide night time.”

And amazingly, that labored!

They offered for $1,850,000:

Whereas the vendor would possibly really feel snakebitten right here, that is really an excellent flip of occasions.

The itemizing agent put a technique collectively and adopted it, and the property offered for value.



Two weeks in the past, a consumer of mine reached out and stated he needed to see a home that had been sitting available on the market.

I took one take a look at the itemizing and I stated, “You’re kidding, proper?”

This home was listed for $2,880,000.

However the itemizing historical past confirmed the next:

This property had been available on the market for nearly 3 1/3 months.

They began at $3,850,000 and finally got here all the way down to $3,580,000.

However now they have been at $2,880,000 with a proposal date?

You know the way I really feel about making an attempt Plan-A after Plan-B, however this time round, it appeared much more silly.

In the event that they have been gunning for, say, $3,000,000 even, then the $2,880,000 listing value would possibly carry a contemporary subset of consumers into the property who might possibly be satisfied to pay up.

However what did they really need right here?

My purchasers noticed the home and stated, “This feels prefer it’s a $2.8 Million home.”

Give or take, however both method, this was a “wait and see” itemizing, as so a lot of them are right this moment.

The itemizing agent known as me on the provide night time, all amped and excited, asking, “Are you bringing a proposal?”

The query was odd, however I don’t assume the itemizing agent knew that.

She instantly added, “Any suggestions?”

I requested her if she needed some trustworthy suggestions and she or he stated that she did.

So I instructed her, “You’re in your fourth itemizing now, at your third value, and for some purpose you’re itemizing an over-priced property with a proposal date.  No one’s getting concerned with this, are they?”

She stated, “Nicely, we do have one provide.”

I instructed her: “Take it.  No matter it’s, offered it’s at your listing value, take it.”

That was the top of our name.

So did she pay attention?


They raised the value by $700,000 the subsequent day!

What have been they considering?

Did they assume that 9 consumers have been going to submit provides on this home, get carried away, and bid it up seven hundred thousand {dollars} over asking?

There’s no technique right here.  Only a mixture of greed, stupidity, and a wilful ignorance.



Again in early October, I took purchasers to see an east-side itemizing that was up for $2,188,800.

It felt like a good value if I’m being trustworthy.  Perhaps a bit wealthy, as we have been evaluating to a property on the identical road that was far superior, having offered for $2,450,000 in September, however working backwards from the sale value of a greater property may be very subjective.

We noticed the home and it was alright.  It checked many of the containers, but it surely simply didn’t really feel particular.

With the way in which the market was, is, you need a home to really feel particular in the event you’re prepared to tug the set off, particularly if you’re shopping for what you assume is a 20-year home.

I instructed my purchasers we must always see if it’s nonetheless listed in three or 4 weeks and are available again to it.

4 weeks later, I instructed my purchasers, “They’re nonetheless listed.  Give some consideration as to whether you’d be a purchaser at, say, $2,000,000 even.”

Was {that a} life like sale value?

Perhaps.  Must be.  However possibly not.

The purpose was: if the consumers thought-about this home at a value that the vendor wouldn’t take they usually nonetheless wouldn’t pull the set off, then 100%, it’s not the proper home for them.  This can be a excellent check for consumers who don’t really know the way motivated they’re by value and the way motivated they’re by the right match.

A number of days later, the home was listed for $2,089,000.

The value discount was proper on cue.

Besides, upon nearer inspection, I spotted that it was now listed for $2,089,000, with a proposal date.

Oh, right here we go once more…

Look, if it have been listed at $1,799,000 with a proposal date, I nonetheless don’t just like the “technique” however I perceive it.

However how on the earth do you are taking a home that’s not promoting on the $2,188,800 listing value, then re-list at $2,089,000 with a proposal date, and look forward to finding success.

The property didn’t promote on provide night time.  No kidding.

However none of that is loopy in comparison with the ending right here, of us.

After the failed provide night time, priced at $2,089,000, for the home beforehand listed at $2,188,000, they re-listed at………….$2,279,000.

In order that they raised the value.

Use the logic check right here.  After they have been priced at $2,188,000, had anyone come alongside within the third week of that itemizing and provided, say, $2,170,000, they’d have jumped at it.  So the place’s the logic in now providing the home on the market for $2,279,000?

This isn’t a technique.

It’s frustration and entitlement.



One other itemizing I’ve been watching tells an analogous story to these above.

A home was listed for $2,399,000 in September, with a proposal date.

It didn’t promote.

So now what?

Nicely, based mostly on the tales above, after a home is “under-priced” and a proposal date is ready, and the provide date bears no fruit, the vendor and agent sometimes re-list greater, someplace round what they’re really on the lookout for, or what they have been gunning for on the provide date.

We’ve seen this earlier than, proper?

Solely this time, the property wasn’t re-listed greater.  One thing completely different occurred.  One thing I don’t know that I’ve seen earlier than, or at the least not in latest reminiscence.

What occurred?

The property was re-listed even decrease!  This time for $2,149,000 with but one other provide date.

Again-to-back “underpricing with provide dates” as a technique?

That basically didn’t make any sense.

And it didn’t work both, as that itemizing was terminated.

So what do the sellers do now?  Alter their expectations?  Settle for market actuality?  Listing at honest market worth!


Swap brokers!

The property was listed with a brand new agent for $1,879,000, once more, with a proposal date.

However that didn’t work both.

Now, the property is listed for $2,399,000.

It appears to me, this property might be “value” between $2,100,000 and $2,200,000 in right this moment’s market.  Perhaps it was value extra in July, and possibly it is going to be value extra in February, however proper now, based mostly on the opposite listings within the space that aren’t promoting, this home is over-priced.

So what can we make of this?

Is there a “technique” right here on the a part of the vendor?

It doesn’t look like it.  4 listings, 4 costs, by way of two completely different itemizing brokers, over the course of two months, and the home is unsold.  It’s a troublesome market on this space, on this value level, however the vendor doesn’t appear to have an precise technique right here.  It seems like the vendor is simply leaping back-and-forth between dangerous concepts.



Right here’s an fascinating one!

Take a look at the itemizing:

So let me see right here:

-$449,999, a value we by no means see
-2 bedrooms, and really two bedrooms
-689 sq. ft
-heart of downtown

However there’s a proposal date, proper?


Only a vendor and agent fishing.

Simply an $800,000 apartment being listed at a stupid-low value, with no set provide date, and no intention of contemplating any provide inside like 70% of that value.

I do know that a few of you previously have stated, “How is that this completely different than what we see with each property that’s below listed?”

The distinction is that if you element on the itemizing, “Gives Reviewed December third at 7:00pm,” you’re telling the market that you’ve got a date for provides and thus the listing value is merely a beginning value; an arbitrary value.

Within the case of the apartment above, one thing is lacking.

We’re long gone “false promoting” in actual property, however I actually do assume there’s an enormous distinction between under-listing with a proposal date, and easily doing what the vendor has finished above.



There are numerous completely different enterprise fashions on the market in the actual property business, and just lately there’s been numerous buzz a few new low cost brokerage that’s really a re-named model of an older brokerage, which has been purchased and offered many instances through the years.

Each time I see listings from this brokerage, the properties are normally grossly over-priced.

Evidently individuals who don’t need to pay brokers additionally don’t need to hearken to brokers, particularly round honest market worth.

I noticed this itemizing final week and my eyes nearly jumped out of my head:

This unit is 480 sq. ft.

It’s listed for $1,369/sqft.

We’ve seen models listed a lot greater elsewhere within the metropolis of Toronto, so it’s not like this can be a determine we’re laying eyes on for the very first time.

However in this specific constructing?


Listed here are the final two gross sales

1) 1-Mattress, Den, 1-Tub, 620 Sqft.  No parking.  $600,000 on August seventeenth.  $968/sqft.

2) 1-Mattress, Den, 1-Tub, 650 Sqft.  Parking.  $640,000 on August twenty fourth.  $985/sqft.

There’s simply no comparability.

And sadly, this is consultant of a lot of the energetic stock on the market proper now.



Final, however not least, I had a sense this one wouldn’t finish on a constructive notice.

A hosue was offered in January for $1,710,000 and re-listed in August, however that is not a kind of case the place the unique purchaser walked away.

The January sale closed in March and the brand new homeowners put the home up on the market 5 months later for $1,869,000.

However that didn’t work.  And why would it not?  It was $160,000 greater than they paid in January, and the common sale value in August, on this area, was down from January.

In order that they listed at $1,799,000.

Then they dropped the value to $1,699,000.

After that didn’t work, they did one thing drastic:

How’s $999,000 with a proposal date?

Gives on this property have been submitted final Monday night time they usually bought twelve.

However the itemizing nonetheless hasn’t been up to date.

That tells me the property didn’t promote, since below TRREB guidelines, you could have 24 hours to replace the itemizing after a sale.

However extra importantly, and extra annoyingly, the itemizing stays up at $999,000 with “Gives Reviewed November twenty first.”

That is “fishing” at its most interesting.  The agent is on the lookout for calls on the $999,000 itemizing.

However wait – weren’t there twelve provides on the property?  Aren’t these one of the best twelve leads the vendor and itemizing agent might have?

Positive, however don’t inform them that.  They’re nonetheless on the lookout for that magic purchaser who’s seeking to pay 170% of the listing value…




Nicely, possibly ultimately there was solely one constructive story within the group right here, however that wasn’t by design.

I simply don’t perceive the “methods” on this market, or moderately, the shortage thereof.

And we’ve solely bought about three weeks left earlier than issues actually die down…

Again To Prime

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