Moving On: Powerful Tips For
Selling Your Home
by: W. Troy Swezey
Maybe you're moving to a larger home to accommodate a
growing family, relocating for a new career opportunity,
or purchasing a townhouse for retirement. Whatever the
reason for the move, you'll need to take the necessary
steps to sell your home for the best possible price,
within a reasonable amount of time. Where do you begin?
If you're like most people, you'll start by seeking
assistance from a professional. A local real estate
sales associate, who knows your neighborhood, can help
you determine a fair market price. The sales associate
should also recommend the extent to which you should
make repairs or improvements to your house.
In order to select a real estate professional who's
right for you, ask family, friends and neighbors for
referrals. Attend open houses and interview several
sales associates to find out how professional or
experienced they may be. Get a written outline of how
they plan to market your property and the services they
will offer you.
Once you've identified a qualified professional, the
rest is chemistry. Is the sales associate someone with
whom you would like to work closely? Do you feel
comfortable with the sales associate as your partner,
working with you to give you advice and acting as your
representative? Does he or she practice a consultative
selling approach, focusing on the long-term client
relationship and on the importance of exceeding client
needs and expectations or is he or she caught up in the
proverbial 'hard sell?'
The brokerage firm that your agent is associated with
is also important. Research the firm's success rate and
commitment to quality service. Does it survey existing
clients in order to ensure customer satisfaction? What
are the results of those surveys? How in tune are they
with consumer needs? Do they offer guidance with
mortgages or any discounts for other home related or
moving services?
"To be competitive in today's real estate
market, as agents, we have to offer the buyer/seller
products and services above and beyond the sale. That's
why the CENTURY 21 System has established partnerships
with various companies that allow us to offer everything
from mortgages to moving services. This Preferred
Alliance Services Program has enabled us to satisfy a
consumer need while maintaining a high-level of quality
service.
Determining your home's fair market value is one of
the most important decisions you'll make during the
home-selling/buying process. Your sales associate can
help you set a fair price based on local market
conditions. For instance, she or he will provide sale
prices and other statistics of homes similar to yours
that have recently been sold. Prospective buyers will be
comparing your home to others on the market. Therefore,
setting a comprehensive price can determine if your
property will or will not sell.
For the first offer made, it's rare that the
prospective buyer matches the asking price. If the offer
is reasonably close to the asking price, carefully
consider the offer before you consider turning it down.
Curiously, it's the first offer that can often be the
best offer. If the first offer is unacceptable to you,
it may in your best interest to have your sales
associate respond with a counter offer. Whenever
considering an offer, ask yourself if you would purchase
the property for the amount being offered. Always be
willing to negotiate, especially if the prospective
buyer is pre-qualified for a mortgage.
Once you decide what terms are acceptable, let your
sales associate negotiate with the prospective buyer to
work out the best agreement for you. You'll need to be
patient while the buyer arranges financing and as the
real estate company compiles and prepares pertinent
data.
Careful planning and sound advice from a real estate
professional can make selling your home a very
satisfying experience.
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