Page 2
Selling Your Home (cont'd)
2. Understand that choosing the agent with the highest recommended list price
is not always a good thing. Some agents will “buy a listing”.
In other words, these agents lure the seller to list with them by suggesting
a higher list price. After a few weeks they come back to the sellers with
an excuse -- market is bad, difficult time of the year, etc. Although these
conditions may be true, the correctly priced homes will still be showing and
also sell quicker. Look at the facts of the comparative market analysis. They
are intended to place the seller in the know.
IV. The need for a professional Real Estate agent:
1. Your home is the largest single asset you own
a. Need for professional marketing
b. Need for unemotional negotiating
c. Need to be certain all the real estate laws are followed
1. All required legal forms are completed, i.e. property
disclosure etc.
2. No need to devise your own marketing plan, advertise, be present for all
showings, etc.
a. The professional agent, who is paid on commission, knows how to get buyers
qualified. This will limit traffic to only those persons who are able to afford
your home.
b. Think safety for your family and yourself. How will you know whom you are
letting into your home?
3. The professional agent negotiates the sales price and terms from an unemotional
viewpoint
a. You will be dealing with a buyer’s agent who is a professional and
does this for a living, not a one time transaction
b. Would you be your own attorney or business accountant?
V. The Selling process begins
1. The listing price is based upon the Market Analysis
a. The buyer will have a CMA from his buyer’s agent and will know the
market value of homes in your neighborhood
b. Re-evaluate the price after 30 days on the market
2. Receive timely feedback on showings from your agent
a. Document feedback so you can see if there is a pattern
3. Adjust your marketing plan as you proceed
4. Only if you must, offer cash allowances for items that you do not wish
to address. It is far better for your bottom line to fix things before the
buyers come to your house or have a home inspection.
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