Whether you’re planning to sell your home in the
next few months or just studying up for that eventuality, there’s no
time like now to prepare. If buying a house seems complicated,
selling involves even more responsibilities and expenses.
Here are some common steps to selling your home:
1. Prepare Your Home for Sale
Well before you’re ready to plant that “For Sale” sign in
your front yard, there is work to be done to prepare your home for
sale.
Remember how keen your eye was to every small detail and defect in
the houses you saw as a buyer? Now that door to your bedroom that
never quite closed properly or that leaky faucet that you never got
around to fixing will be seen by a potential buyer with that same
keen eye.
Start making the obvious repairs today – even if you don’t plan to
sell until a year from now. These repairs can cost money and take
time. Plus fixing it now will allow you to enjoy the results before
it’s time to move out.
If you plan on doing some improvements before the sale, the best
place to start is where the buyers start: at your curb. Potential
buyers base a large part of their decision on a property’s “curb
appeal,” so make yours say something positive. That means a tidy
front yard, a house with well-painted trim, a tidy driveway and a
clear, welcoming entryway.
Inside, the biggest return on your investment continues to be
improvements to the kitchen, followed closely by improvements to the
master bedroom. If you’re making these improvements shortly before
selling the house, consider painting and decorating the rooms in
neutral colors, the most appealing choice to the greatest number of
potential buyers.
Inside and outside, start reducing the clutter. When it comes time
to show your home, less will mean more. Potential buyers don’t want
to see how your closets overflow with clothes, how every room feels
cramped with furniture, or how the yard is difficult to maneuver
with that rusty swing set in the way. So downsize now; it not only
will make the preparation for showing your home easier, it also will
make packing for your move faster.
2. Find a Real Estate Professional
If you’ve been through the home-buying process, you already
know how complicated the real estate business can be. While you can
opt to sell your home yourself, it can be time-consuming and often
not worth the money saved on commissions.
However, if you do hire a real estate professional as your selling
agent, do your homework. Ask friends and family for recommendations,
interview several candidates, attend a few open houses and watch the
professional in action. Do you think this person would present your
house well to potential clients?
When interviewing me or another candidate, ask him or her to prepare
a “comparative marketing analysis” for your house. This might
include a demographic of the neighborhood, the quality of schools in
the area and a suggested list price for the property.
If you’ve chosen me or another real estate professional to help sell
your home, you’ll have to sign a contract stating that you’ll work
solely with them for a designated number of months, often between
one and six months. This means no other real estate professional
will be allowed to sell your home on your behalf during this time.
So put some thought into the professional you choose and if you
decide to choose me, I will help you sell your home to a qualified
buyer for the highest market price in the quickest, most convienent
timeline.
3. Get Your Paperwork Together
After you sign the Listing Agreement with me she will need
a lot of documents from you to prepare your home for sale. Among the
things she will want to see are:
• Pay-off Notice: A letter to the lender stating intention to payoff
the mortgage.
• Assessments or Easements: If there’s a tax assessment or easement
on the property, documents stating such will have to be included in
the purchase contract.
• Property Taxes: Proof of property taxes paid.
• Utilities: Provide a record of the past 12 months’ utility
bills.
You’ll want to make it clear now which items in the home you want to
take with you – the heirloom chandelier in the dining room, the
washer and dryer set you just bought last month – and which can stay
behind as part of the home sale. I can help show you which items you
should put away or replace before your house goes on the market.
4. Price Your Home
There are a number of factors that will affect the success
of your home sale. They include: location of the home, interest
rates, economic conditions, time of year, condition of the home,
marketing the home, terms of the sale and accessibility to the home.
Some of these are not within your or my control – location of the
home, interest rates, economic conditions. The other factors are
items you should discuss with me to determine what would benefit the
sale of this property most.
For example, marketing your property in more innovative ways, such
as on an Internet site like this one, may broaden the pool of
potential buyers. If you can, waiting for a good time to sell your
home – spring or fall, the most popularly home buying times – also
may help it sell faster except in this Seller's market, anytime is a
good time. And pricing the home properly can make a huge difference
in whether a house is snapped up within the first several weeks of
listing or sits on the market for more than a year.
To price a home properly, you and I will have to study the local
market, research comparable properties and consider current market
conditions. This is where the “comparative marketing analysis” you
requested when interviewing for a listing agent will come in handy
as a place to start.
Now check around your neighborhood, your newspaper and Internet
sites like this one for:
• Your competition: Are there many properties just like yours for
sale in your area right now?
• Listing prices: What are other properties like yours listing for?
• Selling prices: What are other properties like yours selling for?
Based on these findings, I have the experience to help you price
your property at the right price for a sale that benefits you.
5. Market Your Home
Products that sell well usually have a good marketing
strategy. The same can be said for your home. Work with me to decide
where you want to advertise. Will the house be advertised only with
a yard sign? Do you want your house listed for sale not only in
newspapers but also on Internet sites like this one? When can you
make your house available for an “open house” showing?
When a potential buyer arrives for an “open house” or drives by and
sees the for sale sign, you’ll want to provide a home profile
handout that they can take with them. Decide what information should
be included in the description of your home that will make it a
must-see – and hopefully, a must-buy. Include one or more photos of
the home to showcase the most appealing features of your property
and help remind potential buyers of what they saw as they visit home
after home.
You may even want to include a few lines about benefits of moving to
this property, such as good schools, convenience to mass transit and
other desirable community features. You'll work with me to discuss
what the features and benefits of your property are.
6. Prepare Your Home for Showing (Your Job!)
Now that you've decided with me on the market price and how
you will market your home now there’s little time left to get your
house ready for visitors.
Now is the time to put on the finishing touches, just like that
quick housecleaning you do before company comes over for dinner.
Outside: Keep your lawn trimmed, the rose bushes pruned, the weeds
tamed. Put away the garden hose and the tools. Make sure the bulbs
in your home’s exterior lighting fixtures are all in working order.
Be vigilant about removing flyers, handouts and newspapers left on
your front doorstep or driveway.
Inside: Brighten the rooms by opening the drapes, turning on the
lights, cleaning the windows. Clear the clutter on the kitchen
counter, bathroom sink, coffee table and couches. Make all the beds.
Clean all your bathroom and kitchen fixtures. Do a quick vacuuming
of the entire house, being sure to catch any cobwebs in the corners
along the ceiling. Finally, take out the garbage.
If you have pets, find a safe place to keep them during a house
showing: in the garage, in the basement or at a friend’s house.
Now leave the work to me. Try to be away from home during a showing,
but if you happen to be home when the potential buyers arrive, greet
them at the door then politely excuse yourself. Make yourself scarce
or go take a walk. It’s easier for a buyer to picture himself or
herself living in the house when you’re not there. This is your
home’s time to shine.
7. Respond to an Offer
Depending on market conditions, you may receive one or more
offers for your property from interested buyers. Each offer will
include the proposed offer price, proposed closing date, proposed
move-in date, financing, and contingencies that may include an
appraisal or sale of the buyers’ current home. Let me help you sort
through the variables to determine whether you should accept,
counter-offer or reject the offer.
If there are multiple offers, each offer will be presented to you in
the order registered. You don’t need to decide anything until after
you’ve seen all the offers. If you do accept or counter more than
one offer, you are required to establish an order of precedence
noting which is the primary offer, followed by the backups in order.
This will help you avoid selling the house to more than one buyer.
8. Complete the Settlement
Once you have accepted an offer to buy your house, expect
to make your house available to a housing inspector, a termite
inspector, an appraiser and other inspectors. After seeing the
results of the inspections, the buyer may request additional work is
completed before purchase, such as repairing a damaged roof or
fixing a leaky faucet. You should consult with me to determine
whether to comply with the buyer’s request or risk losing this
offer.
During this flurry of activity, try to keep your home in show
condition. The deal has not closed and still may fall through, which
may mean showing your home to more potential buyers.
In the meantime, the buyer is working with a lender to secure a loan
for the purchase. When the buyer has written loan approval, a
closing date can be set.
There will be a final walk-through before all signatures are
collected and the deal considered done. The buyer will go room by
room to check that everything is in working condition and, if you
had agreed to do so, any additional work requested after inspection
is completed.
Now you can prepare for your own move, notify your utility companies
of the date to transfer your account to a new address and start
packing. Congratulations, you’ve sold your home!
