Early in my real estate career I had a real estate professional explain there are four factors in successfully selling a home. This may surprise you, but it’s not location, location, location. It’s Condition, Price, Access and Agent.
If you want top dollar for your home, you must present your home in top condition. Think of it this way, your home is in a beauty contest competing with other homes trying to capture the heart of the same buyers. One of the biggest mistakes Realtors make is not helping sellers prepare their home for sale. One of the best things you can do before you list your home for sale is to have a home inspection. In today’s market buyers are looking for homes that are move-in ready. Homes without blemishes – inside or outside. Having a pre-listing home inspection helps you to remove any problems that are likely to be revealed when a buyer does his inspection. This reduces the chances a buyer will walk away due to minor or major repairs needed or perceived by the buyer to be needed. Consult with a professional stager too. The condition of a home is so very important that we advise sellers exactly what to do room-by-room. To sell for top dollar, you need to show off space.
In today’s market buyers are looking for value. They have access to all available homes for sale in the area and compare your home with other properties on the market to see which home has the greatest value for their investment. So, when selling your home think like a buyer and remain flexible in your ideas of what your home will sell for. You must also stay on top of your competition. Your agent should be watching your competition daily and advising you on changes that could affect you. If another seller reduces their asking price or offers buyer incentives, it can keep your home from selling. Homes that sit on the market become stale to potential buyers and makes them wonder what is wrong with homes that don’t sell in a timely manner. A competitive price at the beginning will save you time and money. Ask your agent to do a Competitive Market Analysis (CMA) for your neighborhood, zip code and / or school district. Good agents may suggest that you join them on a tour of homes comparable to yours for you to see your competition first hand. This is often an eye-opening experience for sellers.
There is a saying in real estate: “If you can’t show it, you can’t sell it.” If you don’t allow buyers to see your home on their schedules – which may not always be your schedule – it will be very difficult to sell and will surely take longer and ultimately cost you more money. The hardest part of selling your home is to keep your home in “show ready” conditions at all times. Usually this requires an extra 30 minutes in the morning before you leave for work or take the kids to school. Don’t forget to empty the trash, do the dishes, make the beds, open the blinds, turn on the lights and whatever else your agent suggests you do to keep your home ready for showings every day – all day long. Plan for a little longer if you have pets. I’m a pet lover and as an owner of Dachshunds and Dobermans – I know having a home for sale with pets can be a real challenge. You need to do whatever is necessary for your home to be in show-ready condition at all times. If that involves taking your pets to another location or crating them or whatever – you need to commit to the plan. A well thought out plan is very important.
While I’m marketing and advertising your home for sale, I see my role as a real estate consultant and facilitator too. You’ll find I’m very consultative. A great consultant should be advising you on matters of the real estate transaction saving you time and money. They should be experienced in the market, sales trends, negotiating, and time-sensitive contractual elements of the transaction. My job is also to list and market your home for sale. What does that mean? It means, I’ll be doing a lot more than planting a sign in your front yard. I will be marketing your home to buyers who specifically have the financial capability of purchasing your home as well as being ready, willing and able to complete a transaction. According to statistics nearly 86% of all buyers begin their search for a new home on the Internet. Your real estate consultant should be in tune with how-to market real estate and strategies designed to yield qualified buyers while maximizing marketing dollars to showcase your home and reach a favorable result.