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If
you’ve decided to sell your home, chances are you’re caught up in a host
of emotions. You may be looking forward to moving up to a new dream
house or facing the uncertainty of a major move across country. You may
be reluctant to leave your memories behind or eager to start new
adventures. Whatever turbulent feelings you’re experiencing right now,
there are plenty of practical matters that need your attention. Keep in
mind the following considerations to help the whole process go more
smoothly.
Time Becomes Money
It’s a good idea to place your home on the market as far in advance as
possible of purchasing a new one. If you find a new home first and then
try to sell your present home, you may wind up with two mortgages. If
this does happen, ask your real estate agent or banker about a bridge
loan to help you make the double payments. Lenders use the same criteria
for offering bridge loans as they use for mortgages. Should you choose
to accept a bridge loan, beware of the expense; during the term of the
loan you must continue to pay both mortgages. Shop around for the best
terms.
Keep in mind that when people move, sell and buy, there usually is a
domino effect. Closing and moving dates have to be coordinated, and the
more firmly everyone commits to a window of dates and sticks to them,
the better for all involved. Put all agreements about dates in writing,
and protect yourself by negotiating financial penalties for failure to
comply.
Check Your Curb Appeal
Homes that are visually appealing and in good condition will attract
potential buyers driving down the street. Use this checklist to view
your property through an outsider’s eyes.
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 Are the lawn and shrubs well maintained?
Are there cracks in the foundation or walkways?
Does the driveway need resurfacing?
Are the gutters, chimney and walls in good condition?
Do the window casings, shutters, siding or doors need painting?
Are garbage and debris stored out of sight?
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Inside the Home
Strong curb appeal will lure potential buyers inside, where you have to
live up to their expectations. Fortunately, there are plenty of easy
improvements you can make to your home’s interior without spending a lot
of money. Cleaning is No. 1. Your windows, floors and bathroom tiles
should sparkle. Make sure you have clean heating and air conditioning
filters. Shampoo dirty carpets; repair dripping faucets and oil squeaky
doors. It may not seem fair, but a peek in the oven may be the hallmark
by which a buyer judges how well you have kept up your home.
Remove unnecessary clutter from the garage, basement, attic and closets.
If your home is crowded with too much furniture, consider putting some
things into storage. If a room needs a fresh coat of paint, use a
neutral off-white. Think, too, about how your home smells. You may be
used to the smell of a pet or cigarettes, but such odors can be a strong
turn-off to others. Finally, set a mood for the buyer. Make your house
homey with live flowers and fresh guest towels in the bathroom. Place
scented potpourri around the house or, on the day you’re expecting a
potential buyer, pop a batch of frozen cinnamon rolls into the oven for
a welcoming aroma.
Remember, cosmetic changes do not have to be expensive. In fact, costly
home improvements do not necessarily offer a good return on your
investment when you sell. It’s attention to the basics -- anything that
says ´´this home has been carefully maintained´´ -- that will help you
get the price you want.
Go It Alone or Choose an
Agent?
Some homeowners decide to sell their homes themselves in order to save
the commission charged by a real estate agent. The commission rate may
vary, depending on where you live or what agency you choose. However,
handling your own sale means you will be responsible for placing ads,
answering phones and showing your home to strangers. What’s more, buyers
who know you are saving on an agent’s commission may offer less for your
home, wiping out the financial incentive to do it all yourself.
You may decide an agent’s commission is a bargain the first time that a
would-be buyer shows up unannounced at dinnertime. Also, be aware that a
real estate agent probably knows a lot more about the business of
selling a home than you do. Here is some of the advantages professional
agents offer:
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They will help you establish a fair asking price for your home.
They will promote your home to other agents and list your property in
multiple listing services. A multiple listing service is a book or
computer database that all real estate agents who subscribe to the
service can access. Your home will get exposure to all those agents, one
of whom may have the perfect buyer.
They will create, pay for and place advertising for you.
They will schedule appointments to show your home to prospective buyers
even when you are not there.
They can weed out buyers who will not qualify for a mortgage.
They can refer you to sources for insurance, inspections, legal counsel
and financing.
They will help you negotiate with the buyer.
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Ask prospective agents how they plan to market your home. Don’t sign
with an agent just because he or she suggests the highest asking price.
Setting A Fair Price
Naturally, you want to get top dollar for your home. But, at the same
time, you don’t want to scare off potential buyers with a price tag
that’s too high. Setting an artificially high price may cause your
property to languish on the market for months. Reducing your asking
price later on may lead buyers to wonder if there is something wrong
with your home. Here are some of the factors to consider in pricing your
home.
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Your location
Economic conditions
Supply and demand in the local housing market
Seasonal influences
Local schools
Average home prices in the neighborhood
Your home’s extras -- pool, fireplace, central air, etc.
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To determine the value of your home, you probably will want the advice
of a real estate agent or appraiser. Ask an agent to prepare a market
analysis for you, showing the recent selling prices of three
neighborhood properties comparable to your own. The agent can help you
adjust for the unique features of your own property.
Either you or your agent will want to quickly weed out potential buyers
who cannot really afford to purchase your home. A number of factors will
help determine whether or not you are wasting your time negotiating a
sale.
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The buyer’s debt and
credit history
The buyer’s current income and employment
The buyer’s cash position and availability of a down payment
The length of time the buyer needs before closing on your home
How interested the buyer appears to be in your home versus others
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