Selling your home is a big deal, literally! You can maximize the return on your investment with a little inside info...
- Choose the right Listing Agent. A good agent will meet with you to discuss the entire selling process; help you get your home ready to list; and talk frankly with you about market issues that may impact your sale… not the least of which is price. The agent who gives you the highest price expectation is not necessarily the best one. Buyers choose how much they're willing to spend on any given property, not the seller or the agent. As a seller/agent team, our job is to make it the most attractive listing in the price range at the time. Balancing the variables of how it looks, when it lists, and what price it is listed at takes experience and perspective. Make sure you choose an agent — or team of agents — that you feel comfortable talking honestly with; who has a good track record of sales, a thorough marketing plan, and who will be available to you seven days a week. And make sure the company you choose to list with will see and care about your listing, and has invested in the tools to help maximize your home's exposure.
- Proper Pricing is Key. Pricing a home correctly is 1/2 science and 1/2 art. Most agents will do a Comparative Market Analysis or “CMA” to review recent sales in your area and compare your home to recently sold properties. But what the market is doing now is key, not what it did last year or even last month. Correct pricing is critical to selling your home quickly, with you in the driver’s seat. Price it too high, and your home will sit while the foot-traffic wanes. Price it low, and you could get “multiple offers” that drive the price up and bring the best terms. After more than 17 years in the business, I've honed a three-step pricing research protocol that looks at the past and present market for your specific area and property type. Following this protocol means that when the time comes to set the list price, you and I will be fully informed about how your home compares to the current market and you will know just where to price your home to help attract a serious, qualified buyer.
- Getting (and Staying) Ready. Take the time to clean, de-clutter, do yardwork, touch-up or fully paint. Paying attention to the details can make a big difference in your return. Most buyers are looking for well-maintained, clean, bright homes. Your agent should help specify where to put your time and money in preparation for listing your home. While it’s on the market, do your best to keep the kitchen and bathrooms sparkling. Maybe it’s a good time for some housekeeping help? I'm fortunate to partner with my husband, Brad Wakeman on listing preparation. Brad is a licensed architect and contractor, in addition to being a broker himself. His expert eye helps us focus on strategic investments in listing preparation -- those few things that will parlay into a faster sale at a higher price. AND, we can manage the work for you so that you can focus on moving into your future.
- Make it available. Houses that can be easily seen by agents and buyers sell more quickly than those that aren't easily viewed on short notice. Work out a schedule that is convenient for you, but allows as much showing time as possible. Selling a house is inherently stressful... Think about getting away the first couple of weekends to maximize your home’s show-ability.
- Reviewing Offers. Allow at least 72 hours of market time before looking at offers. And remember that the terms and conditions of the sale are just as important to carefully assess as the price. Your agent will go over the whole picture and help you negotiate a solid deal. Afterwards, your agent will follow-up on inspection, financing and appraisal issues, and help move the deal to closing.
The bottom line is, who you choose to be your agent will affect your bottom line — and the ease and enjoyment of your experience. Choose wisely and the rest will follow.
