We have no shortage of buyers in our San Diego real estate market.
Most are just sitting on the sidelines waiting for what feels like a market bottom.
It is a scenario that is probably duplicated in real estate markets throughout the country.
Through a period of trial and error, we have learned to attract serious and qualified buyers utilizing value range marketing, with very enticing bottom pricing. Utilizing value range pricing, we establish a price range which will be acceptable to the seller.
Here are three recent and successful examples:
Case I: We listed an older 1900 square foot home in San Diego’s Clairemont Mesa. The home was clean and vacant, but in dire need of updating. Other unsold homes in the neighborhood were priced in the mid $500’s to low $600’s. Our seller was motivated and did not wish to be bothered with updating the home We knew there would be buyers who would be happy to remodel a home to their own desires–if the price were attractive enough. We priced this property with a value range of $479,000 to $525,000. Within a week or so we had two offers--and ended up settling on a price of $465,000 in as-is condition. The first time home buyers are delighted with their purchase, and the seller is relieved to have sold her home with no required repairs.
Case II: A listing in Encinitas Ranch is rented to uncooperative tenants, who adamantly refuse to allow the home to be shown to anyone. It languished on the market at $950,000, in danger of slipping into foreclosure. We reduced the price to $700,000 to $800,000, and within five days had six offers. The top negotiated price is $50,000 over the high end of the value range–and the lender is pleased. The buyers are also ecstatic to be buying a home in upscale and coastal Encinitas Ranch at such a reasonable price–and are willing to collect rent and await lease expiration in April.
Case III: This home in Lake San Marcos gathered few lookers when priced at the high end of the current market: $499,000 to $525,000. Destined to be a short sale, we slashed the price to $300,000 to $400,000 and currently have two offers in mid range–with others promised in the next few days.
None of these offers have come from buyers seeking 100 percent financing. All are putting down a minimum of 20 percent, and a couple are all cash offers.
These are serious home buyers who have been waiting for San Diego buying opportunities such as these. They are not looking at homes with yesterday’s pricing; they are seeking below-market pricing and the security that brings in turbulent real estate markets.
Stay tuned for the next installment, where we will reveal an innovative real estate pioneer’s plan to free locked-up equity in homes whose owners are wishing to move up or down in the San Diego real estate market.
Realtor.com is surely thumping its chest over its domination for market share and eyeballs, but other interesting observations can be gleaned from this 
Bob Dyson
Today, 
I grew up as a military brat, but we never had the good fortune to be transferred to the San Diego area. Had that happened, I don't think we would have wanted to ever leave.
