THINKING OF SELLING

1. KNOW WHY YOU’RE SELLING


Look closely at why you want to sell. Your motivation plays an important role in the process. It will affect everything from setting a price to deciding how much time and money you’ll invest in getting your home ready for selling.

 

2. ONCE YOU KNOW, KEEP IT TO YOURSELF


Your reasons for moving will affect how you negotiate the sale of your home, but they shouldn’t be given as ammunition to the person who wants to buy it. Share with great transparency with your selected Realtor but do not put yourself at the mercy of a buyer in your negotiation process. Your reasons are nobody’s but your own. If anyone asks, your housing needs have changed.

 

3. DO YOUR HOMEWORK BEFORE SETTING A PRICE


No homes are totally alike, and many subtleties will affect the market value of your property. The most common way to set a value is to look at homes that have sold in your neighborhood within the past 6 to 12 months, as well as those currently on the market. Realtors can provide you with a detailed analysis of these homes and discuss with you how they compare to yours. In the industry, this report is called a Comparable Market Analysis (CMA) and when completed by an expert local agent, this analysis is perhaps more accurate than an appraisal.

 

4. FIND A GOOD REALTOR


A ‘Good” Realtor may not have the same meaning for each of us. So many of us are influenced by personalities, that we may forget what is most important. Think of yourself as needing a surgery, would the “loveliness” of the surgeon be your first concern or would you want to know how often he performs that type of surgery, how long has he been practicing, how successful is he known to be at it, what his patients say about him etc.

Track record, experience, expertise, designations, and certifications mean something, and you should pay attention. Some Realtors take their business to another level, studying all along their careers, always improving upon their knowledge and therefore have more to offer than the ones who think they already know it all. Think of that hair dresser you used to like 20 years ago but who still does the same haircuts now and has become obsolete – Realtors can also become obsolete, real estate has changed a great del in the last decades and the experienced smart Realtor should have too.

 

5. RELY ON OTHER PEOPLE’S JUDGEMENT AS WELL AS YOUR OWN


The key to effective marketing; know your home’s good and bad points. Accentuating the good can mean a faster sale for more money; failing to deal with the bad can mean months on the market and a lower-than-desired sales price. The biggest mistake a home-seller can make is to rely solely on their own opinion of their home. Remember this is your home, a place of fond memories, so you may have a bias opinion. Talk candidly with your Realtor, he/she will help you to transition to the sale of your “house”, not your home.

 

6. CLEAN LIKE YOU HAVE NEVER CLEANED BEFORE


Pick up, straighten, declutter, scrub, scour, dust... well, you get the idea. If your home feels crowded, take out every piece of furniture you can get away with. Think of it, all your belongings will soon have to be packed and moved away so do not hesitate to pack ahead anything which does not add value to your house right now. You are starting the process “from Home to House” allowing some buyer out there to start the exact opposite process…imagining themselves “ from House to Home”….

 

7. FIX EVERYTHING, NO MATTER HOW INSIGNIFICANT IT MAY BE


The step that squeaks, the light switch that doesn’t work, the hairline crack in the bathroom mirror – they might be minor annoyances to you, but they can also be deal-killers for a buy. The problem is that you never know what will turn a buyer off. Something minor that’s gone you attended can suggest that perhaps there are bigger, less visible problems as well. Do yourself a favor, and walk yourself through your front door, camera at hand and aim to look at every corner as if it was your very first visit, as a stranger… be critical, better be you that your potential buyers… you can still fix it.

 

8. LITTLE TOUCHES MAKE A DIFFERENCE


While personal items can detract, other small touches can help make your house a home to buyers. A well-placed vase of flowers, small accents, potpourri in the bathroom, these all enhance the attractiveness of your home in a soft-spoken way. As sellers, you need now to convert your home as a showroom and if you need help, seek the help of an Accredited Staging Professional (ASP certification) or see if your Realtor has such certification. A few dollars well spent in staging can produce phenomenal leverage. If necessary, ask your realtor about Virtual Staging.

 

9. REMOVE ALL TRACES OF YOU FROM THE HOME


When you toured other people’s homes, you have felt some discomfort. This probably occurs because you saw, heard, or otherwise sensed something that made you feel as if you were in someone’s life. The last thing you want someone to feel when visiting your home is that same discomfort. Avoid this by making your home as neutral as possible. Anything that interferes with prospective buyer’s ability to see themselves in your home must be eliminated. A few carefully chosen knick knacks and family portraits may add warmth and character to the home, but too many can be a distraction. Avoid trendy color schemes and try to keep carpet in neutral shades of white or beige. More importantly, you should not be at the home while it is being shown, otherwise your buyer will only feel like a guest, and not like the potential new owner.

 

10. DON’T LET A SMELL BE YOUR DOWNFALL


Old smells kill deals quickly. All traces of strong food, smoking or pet odors must be eliminated. Even if you’re sure they’re gone, don’t encourage pre buyers to imagine things. If they know you have a dog, they’ll start smelling or seeing stains that may not even exist. Be safe, don’t leave any clues.

 

11. DISCLOSE EVERYTHING


Smart sellers proactively go above and beyond the law to disclose all known defects to their buyer in writing. If buyers are aware of a problem, they can’t come back with a lawsuit later. A trained and experienced Realtor can help with these matters.

 

12. THE MORE PROSPECTS, THE BETTER


By maximizing your homes marketability, you’ll increase your chances of attracting more than one prospective buyer. The price, terms and conditions that you will be securing are directly related to the traffic your Realtor will be able to generate for your property. Why more traffic is better? Because several buyers may compete with each other: a single buyer ends up competing with you. Address your marketing strategy with your Realtor, seek to understand and put together a plan that works for you and your family

 

13. DON'T GET EMOTIONAL DURING NEGOTIATIONS


For most people, the art of negotiation begins and ends at their local auto dealership, and few of us have pleasant memories of haggling with car salesmen. If you can, just let go of the emotion you’ve invested in your home and approach negotiations in a detached, businesslike manner. You will find the process to be a lot less painful. In fact, you might even enjoy it. Either way, you’ll definitely have an advantage over prospective buyers who get caught up in the emotion of the situation.

 

14. TRY TO LEARN ABOUT YOUR BUYER


In the negotiation process, your objective is to control the pace, and the better you know your buyer, the more easily you can maintain control. As a rule, buyers want the best property they can afford for the least amount of money; but knowing specifically what motivates your buyer enables you to negotiate more effectively. This is your Realtor’ job to try to find out as much as he/she can about the prospective Buyer(s), knowing this information puts you in a better bargaining position. Local experienced Realtors know tons of other agents, have done transactions with them, have developed relationships and forged a great network of resources supporting them in their quest of information on your behalf, this is perhaps the most important role of your Realtor.

 

15. DON’T GIVE YOURSELF A DEADLINE


Forcing yourself to sell by a certain date adds unnecessary pressure and puts you at a serious disadvantage in negotiations. Share your calendar concerns with your Realtor as it may impact your marketing strategy. Your Realtor is your ally in this journey, keep him/her in the loop.

 

16. IF POSSIBLE and if necessary, sell and stay


Especially in our actual markets, sellers who would consider selling are quite concerned about their ability to find and purchase a replacement home. The problem unfolds two ways: sometimes the sellers need the proceeds of the sale to acquire the replacement property and these days, sometimes need a lap of time in between their sale ad their purchase to do so. However, do not let such situation stops you from going ahead with your dream, talk to your Realtor, there are solutions to these situations.

 

17. DON’T TAKE A “LOW OFFER” PERSONALLY


You can’t blame buyers for trying to get the best property of their choosing at the very lowest price possible – keep in mind that even if their offer is low, it is not necessarily an indication of their lack of seriousness or ability to purchase, let your Realtor decipher the situation. Keep also in mind that it is not “only” about the price, but also the terms and conditions attached to the Offer. The very best offer is not always the one with the highest price. Terms and Conditions are as important if not more sometimes.

 

18. pay attention to paperwork


The best way to avoid problems is to make sure that all terms, costs, and responsibilities are spelled out in the agreement of sale. Among other things, a contract should include any contingencies that remain to be settled and whether there’s any personal property included (or not) in the sale. A savvy Realtor will cross all T’s and dot all I’s with you and for you.