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How To Sell A Home That Didn't Sell
If your home has
just come off the market and hasn't sold, don't be discouraged. The reason it
didn't sell may have nothing to do with your home. Your home may have been one
of the more desirable properties for sale. If your listing has expired and you
still wish to sell, take a moment to review your situation.
Selling your home
can be very inconvenient, but make the commitment to do what it takes to get
your home sold the next time. With the right agent and your cooperation, your
home will sell.
Why didn't your
home sell? Honestly assess your listing history. Your home probably did not sell
for one of the four most common reasons:
Availability
Is your home easy
to show? Your home must be easily accessible, if you don’t have a lock box,
consider installing one. Be flexible, and allow showing times that are
convenient to buyers and their agents. Do not follow the buyer and their agent
around the house; go for a walk, or at the very least, step outside. The showing
agent is compensated only after they sell your home – they are motivated to get
paid. Buyers need the freedom to voice objections and only then, can their agent
solve the issues raised. Allow the buyer and their agent the “freedom” to
discuss your home, without worrying about hurting your feelings.
Make a good
first impression
Make the Buyer
fall in love with your home. Typically a buyer’s decision to purchase a home is
based on emotion, not logic. A house in move-in condition invites a sale.
Consider: fixing all the readily apparent defects that a buyer will discover
during their first ten to fifteen-minute walk thru. Keep it clean for all
showings, declutter, brighten up (open the curtains, turn on the lights).
Enhance the curb appeal. Most buyers make up their mind in 2 minutes whether or
not they like a home. Discuss with your agent about taking care of other repairs
and improvements such as paint, flooring, etc. Because a buyer envisions only
their inflated idea of the cost of the improvement, offering an allowance to
your prospective buyers, is not always as desired as having the work completed.
A house that makes a good first impression, sells for the best price because it
outshines the competition.
Pricing
The proper price
depends on current market conditions, competition, location and the condition of
your home. If your home doesn't compare favorably with others in the same price
range, buyers and their agents won’t give your home serious consideration. Ask
your Realtor to provide you with a current market analysis (a summary of
comparable homes: recently sold, for sale, in escrow and expired).
Marketing
The first step in
your marketing plan involves finding an agent who will best represent you. When
interviewing agents, ask each to demonstrate how they marketed other similar
homes and discuss a specific marketing plan tailored to your home. Compare, too,
how much money each spends on marketing? Ask them how they advertise (newspaper,
internet, call capture hotline, etc.). Your Listing Agent, not only needs to
spend money, but also must spend it effectively. Not all agents are “created
equal”. To sell your home for top dollar in any market, you must have an agent
who uses an innovative marketing approach. Eliminate any real estate agent using
tired, traditional methods to sell your home because they don't work in today's
market!
BUYERS ARE OUT
THERE ...AND WITH THE RIGHT AGENT, THEY WILL COME IN DROVES. Before You Put Your
Home Back on the Market, remember:
1. Honest
communication is vital between you and your agent.
2. Price your
home according to market conditions, competition and the condition of your
house.
3. Be sure your
house is in show condition, some agents, offer assistance in staging your home
for sale.
4. Have an
innovative marketing plan firmly set in place.
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