Why
Hasn't My House Sold?
Home
sellers are very concerned when their home has been on
the market for some time. The offers presented, if any,
have been too low to even consider. The home hasn't sold!
Quite naturally they want to know “what's wrong?”
That's
a fair question. The newspapers say the home market is
active again. Some homes in the area have sold. Now sellers
are asking questions like “Interest rates are down, argent
they?”, “Why haven't I had any serious offer?”, “ Should
I take my house off the market?”, Should I change Realtors?”.
First
of all, slow down, Don't panic. Take a rational look at
the market and make the most of it. Smart and right now,
today. But they recognize the market today is different
from last year.
SECOND,
the smart home seller comes to the obvious conclusion
that with cautious buyers looking at more homes you have
to be more competitive, flexible, aggressive, and do a
better job of merchandising to generate offers. Your home
can also sell, and quickly.
Third,
sit down with your real estate professional and rethink
your marketing plan. There are a number of actions to
consider to beat our your competition.
PRICE,
Reviewing your asking price is the most difficult, painful
and personal part of answering the question “WHY argent
we getting any action?”. This is typically the single
most critical element in your new market plan. Get FRESH
comparable sales in your area. Forget the asking prices
of homes that argent selling. Check out the homes that
are selling.
Your
home must be priced to meet today's market or all the
other elements of your new plan won’t make much difference.
TERMS.
How flexible are you really prepared to be?
How big a second can you take?
Can you offer a fast escrow?
MERCHANDISING.
Are you offering a FIRST AMERICAN Home Warranty or any
other home warranty plans to the Buyer? A home warranty
covers many of the important systems that can and do break
down during the buyers first year of ownership. It stands
to reason your home will have a competitive advantage
when it includes a warranty.
Today's
buyers are picky. Give them something extra. Grab their
attention.
APPEARANCE. Remember the old advertising slogan “Even
your best friends won’t tell you!”? well, a good Realtor
will level with you.
Have
your real estate professional give you a set of ideas
on how to spiff up your house. Put aside what you think
is nice or adequate. Listen to our professional advisor.
Paint, clip, cut, clean, deodorize, send to storage, toss
out, caulk, mow, paper, cement, repair, and add, scoop,
weed, tear down, scrub and un-clutter.
Little
things do count. A minimum of time, effort and money spent
now can bring back large rewards.
ATMOSPHERE.
There are also some “do’s and don'ts” which can be helpful
in creating a selling atmosphere. Leave the house when
it’s being shown and take the dog and children with you.
If you must be home don't chat with buyers, just disappear.
Tune the FM radio to quiet, soothing music. Be careful
of cooking odors. Turn on all the lights. Fresh flower
are always a plus. Keep the temperature at a comfortable
level, open windows and doors if weather and security
permit. Pick up the kid’s toys.
Help
your real estate professional by creating a warm, pleasant,
private sale environment.
“PRICING
Right, Good First Impression and Easy ACCESS For Showings”
in a changing real estate market are THREE of the most
important factors in getting the home SOLD in a reasonable
time period.
By Philip B. Branson, President of First American Home
Buyers Protection, is a noted real estate author and lecturer.
Formerly a consultant to major firms. He has been active
in residential real estate since 1967.
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