When customers are in the market to purchase a home they have a certain level of expectations and as a seller it your job to exceed those expectations. As a seller your home needs to appeal to the mass audience and your comprehension of what buyer want in today’s real estate market is critical to a successful transaction. There are seven key points to selling your home for top dollar that I will share.
1. Ensure your home is in excellent condition. Make sure that your home is meticulously landscaped which includes trees and shrubs trimmed and not blocking windows. Make sure the home is free of debris by getting it power washed, this can make a home look like it is brand new.
2. De-clutter the space. Not only is this process free it makes the most significant impact to a prospective buyer. I have shown homes that had things on the refrigerator, bathroom vanity, kitchen counters and in the living areas and the feedback from my buyers was that the home was small, unkempt and looked like it needed work. If you need help with this staging tip, go view a model home.
3. Let there be light! One of the key things I bring to every listing appointment is a case of assorted light bulbs because many home owners only change them when they go out. Changing light bulbs out in fixtures will brighten the rooms. As a seller you decide to paint utilize very light neutral colors.
4. Mass marketing and multiple pillars of exposure. I am amazed every day when I see homes in the MLS with only 4 pictures and no virtual tour. Ask them how many photos they use and how do they do the virtual tour. I love virtual tours because it ensures that anyone seeing the property in person has already seen it once in the virtual tour so it is like having a second showing. Make sure that if you are using an agent you ask for their property marketing plan and get it in writing. Find out what websites your property will be marketed on, are the listings on these websites premium placement advertisement and if the agent can track activity. Does the agent utilize international marketing and what mediums do they use? Does the agent do open houses or a broker open and what is the frequency? Does the agent have technology that captures potential buyer’s information so that they can follow up at a later date if the property has a price reduction or to send open house invitations to?
5. Right place at the right time. In my market there is a distinguished seasonality factor that can play a role in selling the home. Find out if this is the case in your market and try if possible to list the home 30 days prior to that “peak”.
6. If the price is right. One of the biggest mistakes I see with a seller is pricing the property above the market and then following the market down and accepting a much lower price than they could of if they originally priced it at the market. In addition to a great CMA you should find out how many properties are currently on the market compared to how many are pending. In addition find out what the average days on market is for your type of home (size, location, etc.).
7. Hire a knowledgeable and professional agent. I think that these five credentials are universal and are a MUST when hiring an agent. They must be a great marketer; at the end of the day this is what will get your property sold through mass exposure. They must be honest and have a high level of ethics; this builds trust not only between you and them but other agents and potential buyer. They must have excellent negotiation skills to ensure they will get you the best price and can get a sales contract to close especially if the transaction has any unforeseen issues. They must provide a process and system to sell your home which includes how they schedule closings, manage lock boxes, offers and weekly communications with you. Finally they must be passionate about the work they do. In today’s real estate market I find agents who were at one time on top of the world in their business but today are cynical and just going through the motions.
Selling a home is a big deal but with the right preparation, vision and agent the process does not have to be hard and stressful. Doing a little research on staging techniques and the sales process in your market will give you, the seller, the edge!
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