The media love to tell us about the real estate market --- housing bubbles inflating and just-about-to-burst looming market corrections, seasonal cycles, up and down trends --- but usually leave out the simple essentials of selling a home anywhere, even in the Bay Area. Those essentials are: prepare well, present well, and price well.

Preparing a home well means minimizing Section One structural problems such as pests, foundation defects, roof issues, outdated furnaces and decking dry rot. Correcting such problems usually requires the services of a reliable contractor.

Presenting a home well means maximizing the aesthetic elements, both interior and exterior, such as material quality, colors, space planning utilization, circulation flow, landscaping, furnishing and decoration. These elements are best addressed by a good designer or stager experienced specifically in preparing homes for sale.

Today’s serious buyers are noting all these elements as they examine the home you are selling, and neglecting any of them may cost you the best buyer at the best price, which brings me to the third element. It is generally not helpful to compare today’s home prices to those of last year or several years ago, since this only distorts expectations, both yours and

the potential buyer. It is much wiser to rely on the knowledge of an experienced listing agent in pricing your home, someone who regularly follows market trends, knows local neighborhoods, is skilled in marketing and in locating buyers, and has seen what really sells in the current market.

Today’s buyers, especially in the Bay Area, are sophisticated, take their time buying, and want a home that will not require further large structural or aesthetic investments, we call it “turn-key.” They also tend to be aware of their budget limitations and don’t jump into unwise financial obligations (nor do their lenders let them).

In my experience, the well-prepared, well-presented, and thoughtfully (well) priced home sells quickly and to the satisfaction of all parties, especially in today’s real estate market.

Gary Faber is owner of NurtureSource Designs Inc., a Berkeley-based, design marketing company that helps Bay Area homeowners prepare and present their homes for sale.  Gary has lived in the Bay Area for over 20 years and has both an M.B.A. in real estate & finance and experience in residential real estate development.  Visit our website at www.nurturesourcedesigns.com 02.2008