I doesn't take a rocket scientists to realize that real estate across most of the country is not appreciating as fast as it was at one time.  This isn't necessarily a bad thing, unless of course you purchased last year and are selling now. People who have owned a property for several years are still generally well ahead in the game. While we cannot predict what 2009 will bring, most markets have slowed, if not declined. For the majority of established home owners in the prevailing market, prior property appreciation will ensure at least some degree of profit, however today's sales may not be as prosperous as they would have been in 2006. All homeowners want to get the highest possible profits; The questions is . . How does one go about this? There are 10 negotiating steps that a seller can follow to assure that their home gets the best price and is sold quickly.

 Step 1: Use A Local Realtor.When the market is down, so is the number of buyers. That means that you need to expose your property to as many potential buyers as possible. Who do prospective buyers get in touch with when they are house hunting? Real Estate Brokers, National Association of Realtors statistics show that 85% of buyers count on real estate brokers for their home selections, while the Internet accounts for 80%. That being the case; Who creates all of those on-line real estate postings? The Answer, local Realtors right in your neighborhood. .

Step 2: Familiarize Yourself With The Entire Sales Agreement. Nearly all jurisdictions have standardized real estate contracts which have become lengthy and complex over the years. It is important that you read it carefully and be aware of what you are agreeing to and become familiar with every unmodified term and condition. Make sure there is nothing in the agreement that needs to be taken out, rewritten or added. The Realtor will be able to assist you in the process to assure are protected and in compliance with law of your State or local municipality.

Step 3: Become Familiar With The Current Real Estate Market. When it comes time for negotiations, knowing what the recorded sale prices were isn't sufficient because often they don't give the complete detail of the transaction. As an example, two houses might have both sold for $300,000. One home in the area may have sold for $350,000 while the other went for $300,000. One owner negotiated with the buyer and agreed to a 6 percent seller credit for a new roof and appliances. In this example, the 6% would equal $18,000. Local Realtors who are familiar with the details of recent sales are able to provide the best negotiation advice.

Step 4: Understand All Of The Terms You Are Willing To Offer. You are confident that your home is going to sell at some satisfactory price, but instead of starting out with an inflexible amount, consider the property sale as a combination of price and terms. For example, it might make more sense in a slow market to help reduce the buyer's closing costs by offering a "seller contribution "instead of lowering the price of the property. Often the seller contribution could be significantly less than a reduction in price, and buyers who require cash to close the sale could find it more attractive as well. Another popular strategy is to offer the buyer an incentive in the form of a credit to buy down their interest rate, therefore making it more affordable on a monthly basis.

Step 5: Request A Smaller Deposit.In order to bind a legal contract, the buyer needs to make a deposit. In an ideal marketplace, a seller will receive a large deposit, but in a down or "off" market, a much smaller deposit may have to be accepted. The buyers prefer to make the lowest possible deposit because a huge deposit indicates a big financial and psychological commitment. You can ask for a lower deposit if the buyer has a mortgage pre-approval or if the buyer shows a strong interest in the property and you have no other offers.

Step 6: Sweeten The Pot. Are you really planning to take large items like a swing set or washing machine? In certain cases it may be better to leave such items if a buyer makes an offer.

Step 7: MLS Photos Must Be Up To Date. If your MLS photo shows snow around your home in the middle of the summer, potential buyers will know your house has been on the market a while.  They may interpret this as meaning that you might be desperate to sell and will expect to lower your initial offer. Make sure your Realtor posts recent photographs.

Step 8: Fully Understand The Marketing Plan. The realtor's marketing plan should be reviewed quite often to see that it is being followed and is changed whenever it is needed.

Step 9: Check Out Open Houses. Going to open houses, also known as your competition is a great idea. It isn't always easy to be objective.  However, do other owners have selling ideas that might work in regards to your home? Is there something you can use to bargain with? You could consider offering to do some painting or other cosmetic repairs.

Step 10: Keep Everything In Context. Don't worry about nickels and dimes when your main goal is to get the house sold.

As an example, we were just about 1 week away from settlement when I was advised by the Realtor that the buyer (my client) was requesting an extra $600 to resolve last minute concerns. That gesture seemed like nothing more than a case of buyer's remorse, so rather than loose the deal, the seller agreed to it, received an otherwise ideal price, and closed the sale. It wasn't long before the prices softened in the local market. The seller thought it was better to lose $600 than to find another buyer later when the market was harsher and the final sale price might have been less by several thousands of dollars. Of course the seller would have preferred to save that $600; However, six hundred dollars was a small price to pay considering that the delays could have meant a big reduction in price and worse no sale at all.

Finally, as you work with your Realtor, make sure you set a fair and realistic price.  Even a 2-3 month delay in selling your home could cost you $10-20,000.  They know the market and what is selling.  Don't get attached to a set sales price and remember, you will be getting a great deal on the new home you are purchasing.

Gwenn Tanvas is a Certified Mortgage Planning Specialists who specializes in Government Programs such as FHA, State and Federal VA and USDA Rural Housing Loans. Visit her website for more information, on-line calculators and a secure on-line application. She is able to assist with transaction throughout the state of Wisconsin. Her offices are located in Appleton, Oshkosh and Green Bay and offers the convenience of one-stop shopping. http://www.WisconsinLoanTips.com or http://www.MortgageProsOfWisconsin.com she can also be reached for comment or to answer questions via email at gwennt@centurytel.net