Nail that sale: Joe and Jeannie Leocha

This couple in Fairfax, Va., faces a sagging market and needs to get more aggressive with their marketing.

Price it right
Nothing counts more than price. The Leochas used the price of other homes in the area as a benchmark to set their asking price. But most of those houses have four bedrooms; since the Leochas' home has only three, it is overpriced by $50,000, says Joe Grouby, a member of the American Society of Appraisers.

Realtor Moe recommends dropping the price from $676,000 to $624,900. But the Leochas balk, convinced that they can get more, and drop the price by just $26,100 to $649,900.

Says Jeannie: "We want room to negotiate."
The problem Marketing Move-in condition Smart cosmetic fixes Make it vanilla Price it right Give extras
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