22 Home Selling Tips

“…discover how to protect and capitalize on your most important investment..”

Because your home may well be your largest asset, selling it is probably one of the most important decisions you will make in your life. To better understand the home selling process, a guide has been prepared from current industry insider reports. Through these 26 tips you will discover how to protect and capitalize on your most important investment, reduce stress, be in control of your situation, and make the most profit possible.

1. Understand Why You Are Selling Your Home

Your motivation to sell is the determining factor as to how you will approach the process. It affects everything from what you set your asking price at to how much time, money and effort you’re willing to invest in order to prepare your home for sale. For example, if your goal is for a quick sale, this would determine one approach. If you want to maximize your profit, the sales process might take longer thus determining a different approach.

2. Keep the Reason(s) You are Selling to Yourself

The reason(s) you are selling your home will affect the way you negotiate its sale. Your agent does not provide this to prospective buyers. For example, if they learned that you must move quickly, you could be placed at a disadvantage in the negotiation process. When asked, your agent can simply say that your housing needs have changed. Remember, the reason(s) you are selling is only for you to know.

3. Before Setting a Price – Do Your Homework

When you set your price, you make buyers aware of the absolute maximum they have to pay for your home. As a seller, you will want to get a selling price as close to the list price as possible. If you start out by pricing too high you run the risk of not being taken seriously by buyers and their agents and pricing too low can result in selling for much less than you were hoping for.

Setting Your Home’s Sale Price

  • If You Live in a Subdivision – If your home is comprised of similar or identical floor plans, built in the same period, looking at recent sales in your neighbourhood subdivision will give you a good idea of what your home is worth.
  • If You Live in An Older Neighbourhood – As neighbourhoods change over time each home may be different in minor or substantial ways. Because of this your agent will have to assess value from many different angles to come up with the best selling price for your home.

4. Do Some “Home Shopping” With You Agent

The best way to learn about your competition and discover what turns buyers off is to check out other open houses or do a tour of the competition with your agent. This gives a better hands on look at the competition vs. just looking on-line.  You can take in the floor plans, condition, appearance, lot size, location and other features. Remember, if you’re serious about getting your home sold fast, don’t price it higher than your neighbours.

5. Tax Assessments – What They Really Mean

Some people think that tax assessments are a way of evaluating a home. The difficulty here is that assessments are based on a number of criteria that may not be related to property values, so they may not necessarily reflect your home’s true value. Tax Assessments are simply mathematical calculations provided by the local city, town or municipality simply to designate a value for taxation purposes.

6. Deciding Upon a REALTOR®

Nearly two-thirds of people who sell their own homes say they wouldn’t do it again themselves. Primary reasons included setting a price, marketing handicaps, liability concerns, and time constraints. When deciding upon a REALTOR®, consider two or three. Be as wary of quotes that are too low as those that are too high.

All REALTOR® are not the same! A professional REALTOR® knows the market and has information on past sales, current listings, a marketing plan, and will provide their background and references. Evaluate each candidate carefully on the basis of his or her experience, qualifications, enthusiasm and personality. Be sure you choose someone that you trust and feel confident that they will do a good job on your behalf.

If you choose to sell on your own, you can still talk to a REALTOR®. Many are more than willing to help do-it-yourselfers with paperwork, contracts, etc. and should problems arise, you now have someone you can readily call upon.

7. Ensure You Have Room to Negotiate

Before settling on your asking price make sure you leave yourself enough room in which to bargain. For example, set your lowest and highest selling price. Then check your priorities to know if you’ll price high to maximize your profit or price closer to market value if you want sell quickly.

8. Appearances Do Matter – Make them Count!

Appearance is so critical that it would be unwise to ignore this when selling your home. The look and “feel” of your home will generate a greater emotional response than any other factor. Prospective buyers react to what they see, hear, feel, and smell even though you may have priced your home to sell.

9. Invite the Honest Opinions of Others

The biggest mistake you can make at this point is to rely solely on your own judgment. You need to be objective about your home’s good points as well as bad. Your REALTOR® will be unabashed about discussing your pricing, show you all the market data available and discuss what should be done to make your home more marketable.

10. Get it Spic n’ Span Clean and Fix Everything, Even If It Seems Insignificant

Scrub, scour, tidy up, straighten, get rid of the clutter, declare war on dust, repair squeaks, the light switch that doesn’t work, and the tiny crack in the bathroom mirror because these can be deal-killers and you’ll never know what turns buyers off. Remember, you’re not just competing with other resale homes, but brand-new ones as well.

11. Allow Prospective Buyers to Visualize Themselves in Your Home

The last thing you want prospective buyers to feel when viewing your home is that they may be intruding into someone’s life. Avoid clutter such as too many knick-knacks, etc. Decorate in neutral colors, like white or beige and place a few carefully chosen items to add warmth and character. You can enhance the attractiveness of your home with a well-placed vase of flowers, furniture arrangement and artwork. Home-decor magazines are great for tips.

12. Deal Killer Odours – Must Go!

You may not realize but odd smells like traces of food, pets and smoking odours can kill deals quickly. If prospective buyers know you have a dog, or that you smoke, they’ll start being aware of odours and seeing stains that may not even exist. Don’t leave any clues.

13. Be a Smart Seller – Disclose Everything

Smart sellers are proactive in disclosing all known defects to their agent and have them included in the contract. This will reduce liability and prevent law suits later on.

14. It’s Better With More Prospects

When you maximize your home’s marketability, you will most likely attract more than one prospective buyer. It is much better to have several buyers because they will compete with each other; a single buyer will end up competing with you.

15. Keep Emotions in Check During Negotiations

Let go of the emotion you’ve invested in your home. Take a business-like approach to the negotiations. They may become frustrating or you may feel insulted, but let your agent navigate through this for you to achieve a selling price you are happy with. You’ll definitely have an advantage over those who get caught up emotionally in the situation.

16. Be Cautious of Signing a Deal on Your Next Home Until You Sell Your Current Home

Beware of closing on your new home while you’re still making mortgage payments on the old one or you might end up becoming a seller who is eager (even desperate) for the first deal that comes along.

17. Moving Out Before You Sell Can Put You at a Disadvantage

It has been proven that it’s more difficult to sell a home that is vacant because it becomes forlorn looking, forgotten, no longer an appealing sight. Buyers start getting the message that you have another home and are probably motivated to sell. This could cost you thousands of dollars.  Staging a home can be a way of offsetting this disadvantage.

18. Deadlines Create A Serious Disadvantage

Don’t try to sell by a certain date. This adds unnecessary pressure and is a serious disadvantage in negotiations.

19. A Low Offer – Don’t Take It Personally

Invariably the initial offer is below what both you and the buyer knows he’ll pay for your property. Don’t be upset; evaluate the offer objectively. Ensure it spells out the offering price, sufficient deposit, amount of down payment, mortgage amount, a closing date and any special requests. This can simply provide a starting point from which you can negotiate.

20. Turn That Low Offer Around

You can counter a low offer or even an offer that’s just under your asking price. This lets the buyer know that the first offer isn’t seen as being a serious one. Now you’ll be negotiating only with buyers with serious offers.

21. Maybe the Buyer’s Not Qualified

If you feel an offer is inadequate, now is the time to make sure the buyer is qualified to carry the size of mortgage the deal requires. Inquire how they arrived at their figure, and suggest they compare your price to the prices of homes for sale in your neighbourhood

22. Ensure the Contract is Complete

To avoid problems, ensure that all terms, costs and responsibilities are spelled out in the contract of sale. It should include such items as the date it was made, names of parties involved, address of property being sold, purchase price, where deposit monies will be held, date for loan approval, date and place of closing, type of deed, including any contingencies that remain to be settled and what personal property is included (or not) in the sale.