| What's
involved in selling a home? The goal
of marketing a home is to provide maximum exposure to the
widest array of potential buyers for that home as possible.
This is accomplished by exposing the right features of the
home in the right media so that the home is in front of potential
buyers no matter their schedule or their entry point into
the market. 
Buyer
profiles vary. First-time buyers use different resources
and have different needs than relocating buyers. Dual
income buyers with growing families have vastly different
schedules than "empty-nesters" who are looking to
down size.
A
buyer for a particular home, could come from any of the above
of other buyer profiles. As a result, it is important
that your home be exposed to the buying public with a variety
of schedules, media, and technologies.
Step 1 - Preparing a Marketing Program
The ultimate goal is to find the right buyer for your home.
Not just any buyer, but the right buyer. The right buyer will
give you the best price, and agree to the best terms and conditions.
An essential part of that process is how you present the product
(your home) to the potential customers. That's where marketing
comes in.
Step 2 - Pricing your House
The key is to find the right price. If you price your house
too low, you may lose money. If you price your house too high,
you may lose potential buyers who won't even look at your
house because it is out of their budget.
Since the right price is based on what just sold yesterday,
what is currently on the market (your competition), and the
trends in the marketplace going forward, it is always best
to find an individual who can supply the most recent information
to you. Ask your agent for a list of the most recent homes sold
in your area.
Step 3 - Setting the Terms and Conditions
When someone is buying a home, they are not buying a house based
on price alone. There are other factors, including when the
property will be available and what items are included with
the sale of the house.
Step 4 - Preparing Your House to Sell
Why do people walk into one house and say, "Yes, I want
to buy it," and walk into an identical house and say, "No,
it's not me"? Decor and appearance make the difference.
Learn what changes will enhance your sale price and which will
be a waste of money. Your Real Estate Professional can give
you a free home inspection to help clarify this for you.
Here is a partial list of recommendations:
- Clean all rooms (including attic and basement)
- Remove clutter
- Add a fresh coat of paint
- Create a natural and pleasant aroma
- Cut the grass, trim the bushes, and plant some flowers
Another item that can be a great help in selling your house
and limiting your liability during the sales process is a Home
Protection Plan. It is a proven fact
that a Home Protection Plan increases the selling price of a
house, helps keep the deal together, and gives both the seller
and buyer peace of mind. This is because it protects the seller
from paying repair or replacement costs of major items during
the listing period. It also protects the buyer during their
first year of home ownership.
Step 5 - Keeping Your House Secure
When you are selling your home you could also be inviting danger.
There are many actions that sellers unknowingly take that increase
the dangers to themselves and their family. Here are some things
you can do to add safety to the process of selling your home.
- Ask for identification
- Ask for pre-approval letters
- Lock up and hide collectibles and valuables
- Remember "For Sale" signs bring in buyers. Do
not allow your children to open doors to strangers.
- If you have pets, make sure they are under control.
- Remove any dangerous items.
Contact
us for more
safety tips that will help protect you and your family during
these stressful times.
Step 6 - Showing Your Home
Showing your home can be a much more complicated process than
one might think. Discovery is the buyer's objective. You should
watch, listen, and anticipate but be careful not to crowd. Remember
a potential buyer comes in knowing that you have a vested interest
in selling your home. Therefore, the buyer may be skeptical
and not believe the positive comments you might make.
The buyer will also be trying to get as much information as
possible from you. Make sure you are aware of all the federal,
state, and local disclosure laws. Ask
me.
Step 7 - Negotiating the Offer
Once an offer is made, you have two sets of people with totally
different agendas and desires trying to come together and settle
on an acceptable price, terms, and conditions. In most cases
where two parties are negotiating a contract, they bring in
a third party who can seek the win-win.
Step 8 - Keeping the Deal Together
Just because you accepted an offer does not mean that the accepted
offer will be the final closing price. The process ahead may
mean a change in the accepted offer price.
During this part of the selling process, someone needs to protect
your interests to make sure the deposit monies, numerous inspections,
and appropriate buyer visits are occurring on schedule and at
the appropriate time in the process.
The results of this step can lead the Buyer to renegotiate and
it is one of the main reasons a RealtorŪ is not allowed to disclose
the sale price of a house until it closes.
Step 9 - Prep the House to Close
During the negotiations you might have agreed to do additional
work on the house. This work, as well as having the house "broom
clean," must be completed prior to closing so that a Buyer
can have a final walk-through.
Step 10 - The Closing Table
Make sure that you arrive with all of the appropriate certificates
and approvals.
Step 11 - Moving
It's time to move. If you need help, I can help make your move a more pleasurable experience. Don't
forget to review the Buying a Home
to learn how I can
help simplify the process when buying your next home.
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