The author obviously knows his topic well, and he conveys that knowledge via his advice and examples. He even admits when things don't always work out, such as his bad experience with lease-option home sales. Irwin explains what sellers should expect from a top realty agent. But he doesn't neglect sellers who want to sell without any agent or who want to use a discount or ''fee for service'' agent. He emphasizes saving on the sales commission and minimizing sales costs.
Considerable attention is placed on fixing up the home to earn top sales dollar.
Although Irwin definitely recommends getting the home into tip-top condition, he doesn't neglect circumstances when sellers should consider an ''as is'' sale, which means the seller won't pay for any repairs. But the book's heaviest emphasis is on negotiation tactics, including getting a big deposit to make the buyer feel committed to completing the purchase, as agreed. One of his negotiation strategies, such as learning the buyer's motivation, shows how to get buyers to increase their purchase offers. Irwin advises always to make counteroffers, even to a lowball purchase offer that a seller might otherwise pass over. If in doubt, disclose'' seems to be the author's motto.