For
instance, the seller in Virginia, who thought the half bath the builder
had located at the front of the house would really be better situated
toward the back of the main level (though all the other similar models
had the powder room in the same place for the previous 20 years). He got
hung up on this detail so much, that he just had to move it -- and did
-- for thousands of dollars, just so he could get it on the market the
"right way." His hang-up may have settled some deep-seated emotional
need for him, but it didn't draw any more buyers, and it drained his
bottom line. You might say, that was a costly mistake.
Real estate broker and author
Sid Davis has identified in his book "A Survival Guide to Selling a
Home," another seven costly mistakes that many sellers make when it
comes time to put their home on the market. In my business, I've seen
each one of these mistakes played out and it just makes me shake my head
as to why, sellers forge ahead with unwise strategies, instead of
listening to the voice of an experienced professional.
The seven costly mistakes
Mistake 1: Putting the home on the market before it's ready. Most times this happens because the seller gets impatient or is a procrastinator and has pushed himself up against a moving deadline without getting the pre-sale work done. So it comes on the market with the horrible carpet (that gets replaced during the marketing of the home); or they are painting it while it goes on the market. Presentation is everything -- so get the work done before marketing the property.
Mistake 1: Putting the home on the market before it's ready. Most times this happens because the seller gets impatient or is a procrastinator and has pushed himself up against a moving deadline without getting the pre-sale work done. So it comes on the market with the horrible carpet (that gets replaced during the marketing of the home); or they are painting it while it goes on the market. Presentation is everything -- so get the work done before marketing the property.
Mistake 2:
Over improving the home for the neighborhood. This happens with
additions, bump outs, and upgrades that make the home stick out from
among its competitors so much that it's an anomaly, instead of a nice
addition to the community.
Mistake 3:
Pricing the home based on what the seller wants to net. This pricing
strategy always ends in failure. Sellers can control the "asking" price,
but they don't control the "sales" price. The market does. It doesn't
matter what the seller wants, the price is determined by the
black-and-white, matter-of-fact reality of the market.
Mistake 4:
Hiring an agent based on non-business factors. Make sure you're hiring a
professional with a proven track record. It might be nice to hand over
your largest asset to your nephew who just got his license -- but make
sure he has a mentor to keep your deal from going south.
Mistake 5:
Getting emotionally involved in the sale of the home. This is one of
the biggest challenges home sellers face when putting their house on the
market. Once you decide to sell your house, it's no longer a home, but a
commodity. It needs to be prepared as a commodity, marketed as a
commodity, and priced as a commodity. It doesn't matter what you "want,"
only what the market can bear on pricing. People are going to come in
to kick the tires, so to speak, and you can't get emotional about how
they may or may not appreciate the nuances of your home of seven years.
Mistake 6:
Trying to cover up problems, or not disclosing them. Most states have a
property disclosure/disclaimer form -- use it wisely. Just because you
disclaim doesn't mean you cannot be sued later for the leaky basement,
or dilapidated heating/air system that's discovered 30 days after
settlement.
Mistake 7:
Not getting your ducks lined up before trying to sell. This would
involve financing, reading the fine print on your current mortgage to
ensure no pre-payment penalties, not listening to the particulars of
your local market, etc. If your local market is dictating lower home
prices, then lower it early, not later -- it will cost you more. If the
local market dictates selling your home first, then buying second, do it
in that order, or vice versa.
Avoiding these mistakes is not
that difficult. There are plenty of resources (like this publication)
and professionals, who are there to help you step over the pitfalls. Do
the research early, and listen to that voice in your head (it's probably
the whispers of the finance, real estate, insurance person who's
warning you of a hole you're about to step into). Sell well.
