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New Hampshire (NH) Seacoast Real Estate | Common Home Selling Mistakes

By
Real Estate Agent with Bean Group

As seen in The Seacoast Scene

June 20, 2007 

Caution:  Bumpy Road Ahead!

This is prime home selling season- I thought this week I would share some advice right from my website: Don't make these deadly mistakes if you really want to sell your home... this is good advice whether you're trying to sell your home yourself or have it listed with a REALTOR®.

Mistake #1 -- Pricing Your Property Too High

Every home seller obviously wants to get the most money for his or her product. Ironically, the best way to do this is NOT to list your product at an excessively high price! A high listing price will cause some prospective buyers to lose interest before even seeing your property. Also, it may lead other buyers to expect more than what you have to offer. As a result, overpriced properties tend to take an unusually long time to sell, and they end up being sold at a lower price.

Mistake #2 -- Mistaking Re-finance Appraisals for the Market Value

Unfortunately, a refinance appraisal may have been stated at an unrealistically high price. Often, lenders estimate the value of your property to be higher than it actually is in order to encourage refinancing. The true market value of your home could actually be lower. Your best bet is to ask your REALTOR® for the most recent information regarding property sales in your community. This will give you an up-to-date and factually accurate estimate of your property value.

Mistake #3 -- Forgetting to "Showcase Your Home"

In spite of how frequently this mistake is addressed and how simple it is to avoid, its prevalence is still widespread. When attempting to sell your home to prospective buyers, do not forget to make your home look as pleasant as possible. Make necessary repairs. Clean. Make sure everything functions and looks presentable. A poorly kept home in need of repairs will surely lower the selling price of your property and will even turn away some buyers.

Mistake #4 -- Trying to "Hard Sell" While Showing

Buying a house is always an emotional and difficult decision. As a result, you should try to allow prospective buyers to comfortably examine your property. Don't try haggling or forcefully selling. Instead, be friendly and hospitable. A good idea would be to point out any subtle amenities and be receptive to questions.

 Mistake #5 -- Trying to Sell to "Professional Lookers"

A prospective buyer who shows interest because of a "for sale" sign he saw may not really be interested in your property. Often buyers who do not come through a REALTOR® are a good 6-9 months away from buying, and they are more interested in seeing what is out there than in actually making a purchase. They may still have to sell their house, or may not be able to afford a house yet. They may still even be unsure as to whether or not they want to relocate. They may look at homes as a form of recreation and enjoyment- lining up Open Houses as a nice way to spend a weekend afternoon. Your REALTOR® should be able to distinguish realistic potential buyers from mere lookers. REALTORS® should usually find out a prospective buyer's savings, credit rating, and purchasing power in advance of a showing. This will help avoid wasting valuable time marketing towards the wrong people. If you have to do this work yourself, consider finding a new REALTOR®.

Mistake #6 -- Not Knowing Your Rights & Responsibilities

It is extremely important that you are well-informed of the details in your real estate contract. Real estate contracts are legally binding documents, and they can often be complex and confusing. Not being aware of the terms in your contract could cost you thousands for repairs and inspections. Know what you are responsible for before signing the contract. Can the property be sold "as is"? How will deed restrictions and local zoning laws affect your transaction? Not knowing the answers to these kinds of questions could end up costing you a considerable amount of money.

Mistake #7 -- Limiting the Marketing and Advertising of the Property

Your REALTOR® should employ a wide variety of marketing techniques. Your REALTOR® should also be committed to selling your property; he or she should be available for every phone call from a prospective buyer. Most calls are received, and open houses are scheduled, during business hours, so make sure that your REALTOR® is working on selling your home during these hours. As always, my advice to you is to hire a  REALTOR®   and trust in his or her expertise.    Next week:  2007 year-to-date 6 month recap:  Don't miss this one!

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