There are many key decisions that must be made in selling your home, from choosing who will represent you, to preparing your home for sale, to negotiating the offer. In this section we deal with two of the most important factors in selling: (1) Pricing Your Home and (2) The Condition of Your Property. For additional information on selling your home please see the "Home Selling Process" web page. PRICING YOUR HOME Pricing your home is the single most important step in the listing process; therefore, it’s important to choose a Realtor who has the knowledge and experience to do so. It’s also important for a seller to understand that a home is ultimately worth what someone is willing to pay for it, not necessarily what a seller wants for it. The first step in pricing your home is a Competitive Market Analysis (CMA). A CMA compares your home to other comparable properties in and around your neighborhood. A good CMA includes up-to-date sold, pended, active, expired and cancelled listings. The CMA is the starting point for the pricing decision. Other factors must be considered including: the condition of your property, knowledge about the competition, market trends (e.g., Is it a buyer’s market or seller’s market?), and your motivation to sell (e.g., Do you need to sell quickly or are you looking for top dollar?). Based on the information contained in the CMA and the other selling factors, we’ll provide you with a price range of where your property should fall, discuss where we see your house within that range, and ultimately make a pricing recommendation, i.e., "the sweet spot". Keep in mind that a price initially set too high can be as detrimental as a price set too low. Statistics show that your property will generate the most attention and showings in the first weeks it’s on the market. If the asking price is too high, buyers will dismiss your home in favor of another. By the time you decide to lower the price, it may be too late. Buyers will have moved on and interest will have waned. Conversely, under-pricing can raise questions in buyer’s minds that there may be problems with the property, such as major repairs needed, mold, neighborhood issues, etc. But worst of all, under-pricing leaves money on the table that should be in your pocket! At the end of the day we provide you information and our professional opinion, but the final pricing decision is ultimately yours. Since the pricing decision is the single most important step in the listing process it’s paramount that you trust who you work with. You can trust the Schwarz Group. We know the homes, the neighborhoods, the trends, the buyers and the selling strategies that can get you top dollar! CONDITION OF YOUR PROPERTY The better your home’s condition, the greater its appeal, the faster it will sell, and the more money it will sell for. Buyers can quickly be turned off by things that could have easily been fixed. This is especially true in a "buyer’s market." Don't discount the impact of obvious imperfections. Stains, odors, worn carpeting, bold colors, etc., can significantly influence a buyer's perception, even if the property is perfect everywhere else. Correcting minor and/or cosmetic defects prior to selling your home can help avoid losing potential buyers. The first impression is extremely important when selling your home. There are no second chances. The first impression starts when a potential buyer drives up to the property. Is the lawn mowed? Does the landscaping compliment the home? Is the snow shoveled off the sidewalk? Does the home have "curb appeal?" A great first impression on the outside should lead a buyer through the front door excited about what awaits next. There are many quick, easy and inexpensive things can be done to ensure a buyer leaves your home with a great first impression: - The lawn should be mowed and landscaping trimmed. Mowing, pruning, weeding, and trimming cost virtually nothing, but contribute greatly to the overall first impression. And in the winter, sidewalks and steps should be shoveled.
- Make sure your house is neat and clean. This can make all the difference in the world. Pay special attention to the kitchen, bathrooms and bedrooms, since these are areas where buyers tend to focus.
- Eliminate clutter! Over time, clutter seems to collect everywhere, in drawers, on counters, in closets, garages, basements, etc. It can consist of rarely worn clothes, excess furniture, school papers, knick-knacks, or simply just "stuff." Clutter can dramatically affect how buyers perceive your home. A home with an abundance of storage space can appear smaller because of clutter.
- The sense of smell and sound can greatly influence a home's appeal. Pleasant aromas, such as fresh baked chocolate chip cookies, can help make a house feel more like a home. Conversely, offensive or strong odors (pets, tobacco, etc.) will negatively affect a buyer’s perception. Soft background music can also influence buyers. These small touches can make a big difference!
The Schwarz Group works with stagers and interior designers to ensure your home looks its absolute best. Potential buyers will walk away with great first impression! Statistics show that a well staged home sells faster and for more money so it pays to use a professional. And because we’re all about the customer, we pay for this service! Sellers should also consider hiring a professional to pre-inspect their home before beginning the selling process, especially if it’s an older home. A pre-inspection is a great way to can get issues identified up front. There is nothing worse than a buyer making an offer contingent on an inspection, having issues arise during the inspection, and ultimately the purchase agreement is cancelled because of those issues. A pre-inspection is a great way to reduce the likelihood of any "surprises." The Schwarz Group will give you the information, advice and resources—professional stagers and interior designers—to ensure your home looks its best!
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| Jim Schwarz |
| (612) 251-7201 |
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