You have to have a game setup prior to starting. You need to be competent and prepared. In order to have a accomplished result you should be organized. You should have an answer-phone with a clear-cut message asking for call-back numbers and time of day it would be best to call back. People that are only window-shopping will not leave their call back numbers because they have no real objective of buying. This method will sift out the time-wasters and commit those that are serious.
Price it Right Correctly setting your asking price is critical. Setting your price too high can be as costly as setting it too low. Home prices are determined by fluctuations in the marketplace not by your emotional attachment or by what you feel your home is worth. In order to establish a realistic price for your home, objectively com-pare the price, features and condition of all similar homes in both your neighborhood and other similar ones which have sold in recent months. It is also important for you to be familiar with the terms of each potential sale. Terms are often as important as price in today’s market. Carefully budget your selling costs and prepare a net proceeds sheet to calculate your best estimate of what you will take away from your home sale. Prospective buyers may also request this kind of analysis of buying costs.
Break down your sales price in a way that would enable you to put it in front of a potential purchaser. Itemize your fittings so that they know that new loft studio cost you fifty thousand dollars only thirteen months ago. Often when someone believes they might be interested in your property they are also hoping to find support that will corroborate their choices – because nobody wants to make the wrong decision. If they can look at the list and validate the accounts then it gives them yet more reason to alleviate any concerns.
3. Prepare Yourself With All Necessary Legal Documentation Not surprisingly, there are many important legal contracts and documents which you must assemble, complete and understand. A partial checklist of forms that you will require for prospective buyers and for legal documentation is as follows:
Mortgage Payoff Loan Application Deposit Receipt Property Profile Fact Sheet Buyer’s Cost Sheet Closing & Settlement Personal Property Exclusion List Property Survey Sellers Statement /Plot Plan of Representation
Market Your Home Effectively Beyond the sign you will put on your lawn, you should find effective ways to spread the word about your home. Local buyers can be reached through the newspaper, but this is only a small part of the market you are after. Be sure you include the many buyers who could already be working with a realtor. To locate them, target as many top agents as possible in your market to see if the criteria of their buyers matches that of your home's. Because out-of town buyers are also an important target, you should create a strategy to reach these people as well. Above all, you should be very service minded and make it easy for pre-qualified buyers to view your home. Ensure there is always someone available to answer the phone, pick up messages promptly, and be ready to give qualified prospects a tour of your home as soon as possible.
Remain Objective During a Showing of Your Home Keep emotion out of the sale of your home, and the best way to do this during a showing is to remain physically in the background. If a prospective buyer says something negative about your home, it is better to counter-balance this point of view by illustrating the positives rather than becoming defensive.
One of the things that Realtors do best is remain detached. They remain calm and controlled when presenting their clients property. This presents less pressure to potential purchasers and they are able to ask the kind of questions that will allay any doubts they might otherwise have about purchasing. When selling your own real estate it is too easy to become defensive when being asked awkward questions about your real estate. The best scenario is to adopt a laisser-faire attitude that suggest you are not concerned if this particular purchaser makes an offer on your property since you have several other potential purchasers coming to view later that same day.
When potential buyers arrive – before you get into the showing of your property – it would be a good idea to ask THEM a few questions. You need to know if they are in any financial position to be able to afford your property. Check if they have a job that would enable them to make mortgage payments. Check if they are in a chain of house-sellers. Why invest your emotional energy in people that are just Sunday-shoppers and have no intention of purchasing. If you have established some references and know that these particular people have no way of going forward in the sale of your home, then you can focus on the next people that are just behind them.
Prepare yourself by being fully informed of the sales procedure. You wouldn’t bake a cake without having all the ingredients already to go, so why would you try and sell your real estate if you do nott fully understand each step of the process. The attitude of “I will learn as I NEED to” will not sell your property. You will not look professional and in charge. This does not inspire confidence in your negotiations and will reflect in the final sales price.
Listen carefully to the potential buyer. Determine if they are in a position to buy immediately or are waiting for other circumstances and finances to fall into position BEFORE they can purchase. If they are at the end of a long chain in which the people above them have to sell their own properties before they can sell, then they are less of a priority than a couple that have just sold their own home out of state and are looking to move into your area. Always prioritize.
If you have already moved out before selling, do not leave the property bereft of furniture. It is too difficult for most people to visualize how they would interact with your home unless you supply pointers. When you are ready to put your empty property on the market you should consider renting furniture. This way you can provide new ‘props’ that people can see how the spaces can be used. Keep the furnishings simple. Do not impose YOUR tastes.
Identify exactly why you are selling your property. This will help you in determining your final selling price. If you are selling so that you can upgrade, you will obviously require more money than if you are simply selling up to move on. Whatever the reason you should not disclose this to the potential buyer. If they have more information about your selling position they will be able to leverage this information to gain a better price for themselves – and less for you. If they ask, simply say that it you feel it is time for you to move. If they ask where you intend to move, suggest it isn’t so far away instead of simply needing finance. Keep it local and they will know that you already know the local market as well - and this will be reflected in your reasonable selling price.
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