Client consultation is my favorite part of the interview with a prospective seller. This session gives me an opportunity to set the stage for our working relationship. I can set up the parameters for marketing the property by answering some very basic questions posed by the seller. Invariably, it goes something like this:
1. When is the best time to sell my home? The best time to market your property is when you decide to do so. As soon as you know that it is something that you want to do, that's the time to start the process.
2. Is this a good market in which to list? There are some schools of thought that the best time to market residential property is early spring through early fall. While I agree for some that is a time period worthy of consideration. The same can be said for the late fall and winter months. People committed to looking at property during the holiday season and inclement weather, tend be very serious buyers. The benefit to you the seller, is that you have less competition, because there is usually less inventory on the market during this time. Therefore, it stands to reason that you have a better chance of selling your home at a good price.
3. What do you think I can get for my home? Fair market value is determined by the buyer. Fortunately, we have information on neighborhood homes similar to yours, that have sold recently. We can use this information in helping to arrive at a list price.
4. What if I find a new home, before I sell my current home? It would be best to start your search for a new home once your current home is under contract to be sold. However, you can make an offer to purchase your new home subject to the sale of your present home. Additionally, should you wish, there are many financing arms that you can use to secure a new home before you have sold your current home.
5. What if I don't find a home by the time I sell my current home? Typically most buyers are looking to take possession of the property at closing. If we have not identified a new home for you by the time we are scheduled to close on your current home, I will be able to assist you with identifying temporary housing and storage arrangements. Likewise, we can pursue a use in occupancy with the new owners for a limited period of time.
6. What will the commission be? Fees are negotiable. That being said, many sellers are offering incentives to the buyers and their agents, in order to get the property sold. We can analyze the data of past sales to see what would work best for you.
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Hi William,
That is great information for the seller - you certainly covered the basics. I am wondering, however if that is enough in today's market? There has been a shift in marketing because of a new generation of very discerning buyers, the internet where many, if not most start their search for a new home, and a need to prepare the house to show at its very best in order to stand out from the competition and meet the requirements of today's busy families.
Have you ever thought of teaming up with a Home Stager in your area who could accompany you on the initial visit to meet the client and explain how 'staging' or 'styling the house to sell' would benefit the seller? Since the stager is trained to see the house through the eyes of a buyer and has no emotional attachment to the 'home', he or she is able to address those issues that might stand in the way of a potential buyer focusing on all of the positive aspects of the property. Staging goes beyond de-cluttering, organizing, cleaning and fresh paint because the house is styled to appeal to the buyer on an emotional level - one that creates a desire to live in that house. This makes the listing memorable and helps it to stand apart from the competition.
Just a thought!