Newsletters Selling Practices

Clean Your House
What to Do When an Agent Shows Up at The Door
Best Deal to Get

CLEAN YOUR HOUSE
I just wanted to put a couple thoughts down on paper for those of you who might be thinking of making a move here in the next couple of months. I am forever amazed by the number of homes I see that look like they have never been cleaned, well… okay,… they have the "lived in" look. The following are some ideas that might help when you are ready to allow people to see how you live…..

FIRST IMPRESSIONS ARE LASTING
The front door greets the prospective buyer. Make sure it is fresh, clean, and scrubbed looking. Keep lawn trimmed and edged, and the yard free of refuse.

DECORATE FOR A QUICK SALE
Faded walls and worn woodwork reduce appeal. Why try to tell the prospect how your home could look, when you can show him by quickly redecorating? A quicker sale at a higher price will result. You can't find a better investment when you're selling than a few cans of paint to brighten it up.

LET THE SUN SHINE IN
Open draperies and curtains and let the buyer see how cheerful your home can be. Dark rooms are just that….dark.

FIX THAT FAUCET!
Dripping water discolors sinks and suggests faulty plumbing and lack of maintenance.

REPAIRS CAN MAKE A DIFFERENCE
Loose knobs, sticking and squeaking doors and windows, warped cabinet doors, and other minor flaws detract from the home's value. Have them fixed. Many buyers believe that there will be ten problems they can't see for every one they can.

SAFETY FIRST
Keep stairways clear. Avoid cluttering appearances and possible injuries.

MAKE CLOSETS LOOK BIGGER
Neat Well-ordered closets show space is ample.

BATHROOMS HELP SELL HOMES
Check and repair caulking in bathtubs and showers. Make these rooms sparkle.

ARRANGE BEDROOMS NEATLY
Remove excess furniture. Pick up the toys and dirty clothes, keep beds made.

YOU CAN SELL PRIDE OF OWNERSHIP FASTER AND FOR MORE MONEY
It's called cleanliness, and cleanliness sells more buyers than used dirt. Put sparkle in your bathrooms and kitchen, and you'll take more cash with you when you leave.

In a couple weeks, I'll have some tips for you to remember when an agent shows your home.

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WHAT TO DO WHEN AN AGENT SHOWS UP AT YOUR HOUSE?
I know that one of the most invasive things you call deal with as a homeowner is an agent and buyer trampling through your home. Here are a few ideas to make it less stressful for you, easier for the agent and buyer, and to GET YOU MORE MONEY!

NEVER STAY IN YOUR HOUSE WITH HOUSE HUNTERS
Let the agent handle it, and remove yourself if you possibly can. Remember, the agent has worked many hours with these people, and knows what they're looking for, and how to work with them. Let him or her do their job without interference. You may feel that the agent isn't showing the important features of your home to the buyer, but the agent likely knows what features are individually important to the buyers, as well as which things about the house will help them to get emotionally attached. The presence of any member of the seller's family can't help, always unnerves buyers, and often prevents a sale. Don't put this obstacle in your path. Try to leave when buyers are coming.

PETS UNDERFOOT?
Keep pets out of the way-if possible, out of the house. Many people are acutely uncomfortable around some animals.

MUSIC IS MELLOW
But not when showing a house. Turn off the blaring radio or television. Let the salesperson and buyer be able to talk, free of disturbances. Background "soft playing" music is okay.

OFFENSIVE SMELLS
Surprisingly enough, not everyone likes the smell of cigarettes or animals. Hopefully, you have changed the carpet and paint to combat this. Make sure to burn candles, or drop a little vanilla into a warm oven. Make the house smell inviting, not like something died.

WHY TRY TO PUT THE CART BEFORE THE HORSE?
Trying to dispose of furniture and furnishings to potential buyers before he has purchased the house often loses a sale.

THREE'S A CROWD
Once you have sold the house, avoid having too many people present during inspections. The potential buyer will feel like an intruder. Don't force conversation with a buyer, remember, they are there to inspect your home, not pay a social call.

A WORD TO THE WISE
Let your agent discuss price, terms, possession, and other factors with the prospect. He is eminently qualified to bring negotiations to a favorable conclusion. Remember, this does not have to be a "us against them" situation. Everyone wants the same thing. For the buyer and seller to be happy with the outcome.

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BEST DEAL TO GET
In a falling market one of the biggest challenges I face everyday is pricing real estate to sell quickly, yet at the highest price possible. The following are some of the keys that I use to help my clients get every dollar they can…

1. Remember, An agent has no control over the market, only the marketing plan.

2. Never, Ever, select an agent based on price.

3. Pricing in rising and falling markets:
Overpricing in a rising market may be OK, however slow;
Overpricing in a falling market is disastrous.
Market trend is as important as pricing, make sure your agent understands market trends.

4. There are Four kinds of numbers used to represent your property:
A. Cost--What was paid plus capital improvements
B. Price--What the seller wants
C. Value--What the buyer is willing to pay
D. Market Value--What a willing buyer and seller will agree upon.

5. Regression and Progression:
A. Regression--the phenomenon of an expensive house being decreased in value because of the lesser desirable homes around it.
B. Progression--the phenomenon of a home selling for more than its worth because of having more expensive property or a more desirable area around it.

6. Substitution
The value of an amenity is based upon what it will produce, not what it costs.

7. Reasons for overpricing:
A. Over Improvement-a seller cannot select, add to their lifestyle, enjoy it and expect the buyer to pay the original cost.
B. Need- the need for money does not increase value.
C. Seller will be buying in a Higher Priced Area
D. Sellers original Purchase Price was High.
E. Looking for Bargaining Room.
F. Move is not Necessary.

10. Benefits to Proper Pricing:
A. Faster Sale which will save carrying costs and time.
B. Less Inconvenience.
C. Exposure to More Prospects.
D. Increased Salesperson Response.
E. Better Response from Advertising Calls.
F. Attracts the Highest Offers.
G. Means More Money to Sellers

These pricing strategies help to show a potential roadblock between you and your goals. My job is to identify these potential pitfalls and eliminate them.

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