Keystone Real Estate: Getting your upscale Keystone resort home SOLD |

Keystone Real Estate: Getting your upscale Keystone resort home SOLD

Craig WalshSpecial to the Daily

If an owner is planning to sell an upscale Keystone resort home and make it ‘stand out from the rest’ (especially in TODAY’s market!), that seller needs to make sure their property is in the best condition possible, ‘show it off’ in the best light possible AND employ an agent who not only has the marketing expertise but also has the comprehensive knowledge and extensive experience in selling AND negotiating in that local market as well. Having ALL of these ‘assets’ will give an edge to the high-end seller in THIS resort market!To avoid the ‘upscale pitfalls’, homeowners selling these types of properties – whether in Keystone, in Breckenridge, in Summit County or any resort market – will also need to work with their agent to create a unique marketing plan. In this regard, it’s critical that an agent hired to sell an upscale resort property listens intently to the seller’s specific needs, desires, motivations AND priorities. Only in this way can the agent determine and fashion a specific marketing plan that will be unique to that particular property.Here are some valuable pointers for sellers of these properties to consider. First, with the help of your real estate professional, take a close look at the competition. Although the seller’s high-end property may offer features and amenities that are unique to only their property, the competition will be showing off their own ‘uniqueness’ as well. Therefore, a Comparative Market Analysis (CMA) that encompasses ALL of these features and amenities of each is of course ‘the first step’. This should enable a seller to use their head (and not the heart!) when setting the price. This is also the first step to know how to best market the BENEFITS of those features and amenities…because it’s only by ‘selling the benefits’ that a competent agent will maximize the activity (showings) and, therefore, increase the ‘selling opportunities’ to receive an ‘offer to purchase’ in the shortest time possible! Also, what the seller originally paid for the property has little to do with what a ready, willing and able buyer will pay for that same property in TODAY’s market. In this regard, a seller needs to be informed. Their real estate professional should fully communicate how the special strategies that the agent is recommending will sell THIS unique property! Then (and only then) can they both agree on THE best plan – which will allow for maximum exposure of this special property…AND to the ‘right buyers’ – because targeting the right buyers for THIS property is also a critical component of the marketing plan! Another requirement for sellers is to be sure to show the property in a ‘no-excuses’ condition. Prospective buyers who can afford an upscale resort property expect a purchase that reflects a “Better Homes & Gardens” image! Their lifestyle rarely allows time for “fixing up.” In this same vein, it’s also important that a high-end property be ‘staged’ properly – to arrange furniture and decor to reflect ALL of the property’s unique features in the best light possible! Lastly, sellers in an upscale market need to be flexible. Upscale buyers expect to see properties on their schedule…not the sellers! And finally, a ‘little psychology’ goes a long way! People buying beautiful resort homes also expect a prompt answer to their purchase offer. Playing ‘hard to get’ does not work in this market. In fact, during the entire process, sellers will get the best results by working openly and honestly with their real estate professional – to arrive at a prompt and satisfactory conclusion to the property sale. Although all of this is a ‘mere snippet’ of what it really takes to sell an high-end resort property, it should serve to give a seller of such a property a ‘basic idea’ of what to look for – not only in how the property should be ‘positioned’ but how to choose the best agent to GET IT SOLD!When you are ready to sell your upscale Keystone Resort/Summit County home, we hope you’ll contact the real estate professionals at The Walsh Group and RE/MAX Properties of the Summit. You can reach us toll free at (800) 594-1010, email us at or just visit us on the web at

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