Selling? Get a leg up on the competition!
Selling
in today’s market has become less of a struggle then it was 12 months ago, but
there are certainly still homeowners out there struggling to get their home
sold in a timely and profitable manner. If you are currently having trouble getting to a
closing table, these three “leg up” ideas may help.
Pre Sale Seller
Inspection
Many
sellers and agents alike appreciate the idea of an As-Is sale. It’s less to worry about and more money
in the pocket, right? Maybe
not. As we are struggling to get
this market back on track, many buyers are adamant about purchasing a true move in ready home. While many will go to contract with an
as-is contract, if anything comes up at inspection the buyer will generally ask
for repairs to be made or request a price adjustment to equal out repairs
deemed necessary. A good way to
stay ahead of the game is to pre-order an inspection report. Averaging $300, the cost will be worth
it. Knowing ahead of time what
needs to be done will not only allow you to correct issues prior to buyer
knowledge, but will also allow you to promote a true move in ready home knowing
that you will not have to decrease your sales price due to repairs
necessary. Buyers with
knowledge that the home has been inspected and repaired will immediately have
more interest in your home over your competition. One leg up!
What do your buyers
want?
A
constant problem with the state of our financial environment is the fact that
banks are requiring larger down payments.
This puts a substantial percentage of buyers in a cash poor position
after purchase. Using all of their
cash resources to purchase a home leaves them with no reserves to add things
they may deem necessary to purchase. If buyers are turned off by the lack of a fence, add a
fence! If the carpet is worn,
replace it! Spending these
additional funds may feel like a waste of cash when selling, but you need to
see it as a loss leader. A
contract today will net you much more then a contract 7 months from now. Adding that fence today can actually end
up netting you more! Give ‘em what
they want.. Two legs up!
Re-Educate your
buyers
With
the numerous on-line resources available today, buyers are extremely educated
in today’s market. This information
can be helpful, but can also be a deterrent to a successful sale. You must keep in mind that buyers have
a ton of information at hand, and though it may be wrong, it is what they will
be basing negotiations on. It is
imperative that you are familiar with comps in your area and have true data to
base your pricing off of. Be sure
that your marketing material educates the buyer on where your pricing came from
and why it is true fair market value for your particular home. Hopefully you didn’t just make up a
number, explain to your buyers how and why you are priced correctly for a
successful sale. Three legs up!
Using
these three simple steps can and will help you sell in a more timely and
profitable manner. Think of your
sale as a business transaction, do your homework, listen to your prospects and
you will get to a closing table - I guarantee it.
