"...discover how to protect and capitalize on your
most important investment.."
Because your home may well be your largest asset, selling it
is probably one of the most important decisions you will make in your life. To
better understand the homeselling process, a guide has been prepared from
current industry insider reports. Through these 27 tips you will discover how to
protect and capitalize on your most important investment, reduce stress, be in
control of your situation, and make the most profit possible.
1. Understand Why You Are Selling Your Home
Your motivation to sell is the determining factor as to how you will approach
the process. It affects everything from what you set your asking price at to how
much time, money and effort you're willing to invest in order to prepare your
home for sale. For example, if your goal is for a quick sale, this would
determine one approach. If you want to maximize your profit, the sales process
might take longer thus determining a different approach.
2. Keep the Reason(s) You are Selling to Yourself
The reason(s) you are selling your home will affect the way you negotiate its
sale. By keeping this to yourself you don't provide ammunition to your
prospective buyers. For example, should they learn that you must move quickly,
you could be placed at a disadvantage in the negotiation process. When asked,
simply say that your housing needs have changed. Remember, the reason( s) you
are selling is only for you to know .
3. Before Setting a Price - Do Your Homework
When you set your price, you make buyers aware of the absolute maximum they
have to pay for your home. As a seller, you will want to get a selling price as
close to the list price as possible. If you start out by pricing too high you
run the risk of not being taken seriously by buyers and their agents. If you are pricing
too low it can result in selling for much less than you were hoping for.
Setting Your Home's Sale Price
If You Live in a Subdivision - If your home is comprised of similar or
identical floor plans, built in the same period, simply look at recent sales in
your neighborhood subdivision to give you a good idea of what your home is
If You Live in An Older Neighborhood - As neighborhoods change over
time each home may be different in minor or substantial ways and you will probably
find that there aren't many homes truly comparable to yourown.
In this case you may want to consider seeking a Realtor ® to help you with
the pricing process.
If You Decide to Sell On Your Own - A good way to establish a value is
to look at homes that have sold in your neighborhood within the past 6 months,
including those now on the market. This is how prospective buyers will assess
the worth of your home. Also a trip to City Hall can provide you with home sale
information in its public records, for most communities.
4. Do Some "Home Shopping" Yourself
The best way to learn about your competition and discover what turns buyers
off is to check out other open houses. Note floor plans, condition, appearance,
size of lot, location and other features. Particularly note, not only the asking
prices but what they are actually selling for. Remember, if you're serious about
getting your home sold fast, don't price it higher than your neighbor's.
5. When Getting an Appraisal is a Benefit
Sometimes a good appraisal can be a benefit in marketing your home. Getting
an appraisal is a good way to let prospective buyers know that your home can be
financed. However, an appraisal does cost money, has a limited life, and there's
no guarantee you'll like the figure you hear.
6. Tax Assessments - What They Really Mean
Some people think that tax assessments are a way of evaluating a home. The
difficulty here is that assessments are based on a number of criteria that may
not be related to property values, so they may not necessarily reflect your
home's true value.
7. Deciding Upon a Realtor®
According to the National Association of Realtors, nearly two-thirds of the
people surveyed who sell their own homes say they wouldn't do it again
themselves. Primary reasons included setting a price, marketing handicaps,
liability concerns, and time constraints. When deciding upon a Realtor® ,
consider two or three. Be as wary of quotes that are too low as those that are
All Realtors® are not the same! A professional Realtor® knows the market
and has information on past sales, current listings, a marketing plan, and will
provide their background and references. Evaluate each candidate carefully on
the basis of their experience, qualifications, enthusiasm and personality. Be
sure you choose someone that you trust and feel confident that they will do a
good job on your behalf.
If you choose to sell on your own, you can still talk to a Realtor®. Many
are more than willing to help do-it-your-selfers with paperwork, contracts, etc.
and should problems arise, you now have someone you can readily call upon.
8. Ensure You Have Room to Negotiate
Before settling on your asking price make sure you leave yourself enough room
in which to bargain. For example, set your lowest and highest selling price.
Then check your priorities to know if you'll price high to maximize your profit
or price closer to market value if you want sell quickly.
9. Appearances Do Matter - Make them Count!
Appearance is so critical that it would be unwise to ignore this when selling
your home. The look and "feel" of your home will generate a greater
emotional response than any other factor. Prospective buyers react to what they
see, hear, feel, and smell even though you may have priced your home to sell.
10. Invite the Honest Opinions of Others
The biggest mistake you can make at this point is to rely solely on your own
judgment. Don't be shy about seeking the honest opinions of others. You need to
be objective about your home's good points as well as bad. Fortunately, your
Realtor® will be unabashed about discussing what should be done to make your
home more marketable.
11. Get it Spic n' Span Clean and Fix Everything, Even If It Seems
Scrub, scour, tidy up, straighten, get rid of the clutter, declare war on
dust, repair squeaks, the light switch that doesn't work, and the tiny crack in
the bathroom mirror because these can be deal-killers and you'll never know what
turns buyers off. Remember, you're not just competing with other resale homes,
but brand-new ones as well.
12. Allow Prospective Buyers to Visualize Themselves in Your Home
The last thing you want prospective buyers to feel when viewing your home is
that they may be intruding into someone's life. Avoid clutter such as too many
knick-knacks, etc. Decorate in neutral colors, like white or beige and place a
few carefully chosen items to add warmth and character. You can enhance the
attractiveness of your home with a well-placed vase of flowers or potpourri in
the bathroom. Home-decor magazines are great for tips.
13. Deal Killer Odors - Must Go!
You may not realize but odd smells like traces of food, pets and smoking
odors can kill deals quickly. If prospective buyers know you have a dog, or that
you smoke, they'll start being aware of odors and seeing stains that may not
even exist. Don't leave any clues.
14. Be a Smart Seller - Disclose Everything
Smart sellers are proactive in disclosing all known defects to their buyers
in writing. This can reduce liability and prevent lawsuits later on.
15. It's Better With More Prospects
When you maximize your home's marketability, you will most likely attract
more than one prospective buyer. It is much better to have several buyers
because they will compete with each other; a single buyer will end up competing
16. Keep Emotions in Check During Negotiations
Let go of the emotion you've invested in your home. Be detached, using a
business-like manner in your negotiations. You'll definitely have an advantage
over those who get caught up emotionally in the situation.
17. Learn Why Your Buyer is Motivated
The better you know your buyers the better you can use the negotiation
process to your advantage. This allows you to control the pace and duration of
As a rule, buyers are looking to purchase the best affordable property for
the least amount of money. Knowing what motivates them enables you to negotiate
more effectively. For example, does your buyer need to move quickly. Armed with
this information you are in a better position to bargain.
18. What the Buyer Can Really Pay
As soon as possible, try to learn the amount of mortgage the buyer is
qualified to carry and how much his/her down payment is. If their offer is low,
ask their Realtor® about the buyer's ability to pay what your home is worth.
19. When the Buyer Would Like to Close
Quite often, when buyers would "like" to close is when they need to
close. Knowledge of their deadlines for completing negotiations again creates a
negotiating advantage for you.
20. Never Sign a Deal on Your Next Home Until You Sell Your Current Home
Beware of closing on your new home while you're still making mortgage
payments on the old one or you might end up becoming a seller who is eager (even
desperate) for the first deal that comes along.
21. Moving Out Before You Sell Can Put You at a Disadvantage
It has been proven that it's more difficult to sell a home that is vacant
because it becomes forlorn looking, forgotten, no longer an appealing sight.
Buyers start getting the message that you have a another home and are probably
motivated to sell. This could cost you thousands of dollars.
22. Deadlines Create A Serious Disadvantage
Don't try to sell by a certain date. This adds unnecessary pressure and is a
serious disadvantage in negotiations.
23. A Low Offer - Don't Take It Personally
Invariably the initial offer is below what both you and the buyer knows he'll
pay for your property. Don't be upset, evaluate the offer objectively. Ensure it
spells out the offering price, sufficient deposit, amount of down payment,
mortgage amount, a closing date and any special requests. This can simply
provide a starting point from which you can negotiate.
24. Turn That Low Offer Around
You can counter a low offer or even an offer that's just under your asking
price. This lets the buyer know that the first offer isn't seen as being a
serious one. Now you'll be negotiating only with buyers with serious offers.
25. Maybe the Buyer's Not Qualified
If you feel an offer is inadequate, now is the time to make sure the buyer is
qualified to carry the size of mortgage the deal requires. Inquire how they
arrived at their figure, and suggest they compare your price to the prices of
homes for sale in your neighborhood.
26. Ensure the Contract is Complete
To avoid problems, ensure that all terms, costs and responsibilities are
spelled out in the contract of sale. It should include such items as the date it
was made, names of parties involved, address of property being sold, purchase
price, where deposit monies will be held, date for loan approval, date and place
of closing, type of deed, including any contingencies that remain to be settled
and what personal property is included (or not) in the sale.
27. Resist Deviating From the Contract
For example, if the buyer requests a move-in prior to closing, just say no and
that you've been advised against it. Now is not the time to take any chances of the deal falling through.