After years of being stuck on the
sidelines due to poor market conditions, millions of homeowners are
dipping their toes back in the water as they consider selling their
homes. With home values on the rise and banks easing lending standards,
it’s quite possible that a homeowner can finally be in a position to
sell their home, and maybe even buy one at the same time.
Though the market has turned, it’s not necessarily as simple as
handing over the keys to your agent, doing an open house and getting
some offers. To get top dollar and move on, sellers still need to work
with a good local agent early on. A good agent is looking out for the
client’s best interests at every stage of the game — they know it’s not
over until it’s over.
Ideally, the seller-agent relationship should remain strong and
positive throughout the process. But sellers can sometimes get in the
real estate agent’s way, and in doing so, diminish their chances for a
successful sale at the best price and in the shortest amount of time.
Here are five ways sellers often drive real estate agents nuts.
1. You think your property is unique and therefore worth more money.
Your home is no doubt very special to you. You’ve built memories,
tracked major life events and used it as more than just a place to lay
your head at night. When it comes time to sell, it’s often hard to think
of your home as a product on the open market. Because of your emotional
attachments to it, you may feel your place is unique, which you then
equate to being more valuable.
If you find yourself resisting your agent’s pricing advice, take a
step back and consider if you’re absolutely ready to sell. Resisting may
be a sign you’re not yet ready to emotionally detach. Keep in mind that
an overpriced home, even in a strong market, will ultimately sell for
less than a
home priced well from the start.
2. You don’t clean up the home.
When your home is on the market, it
needs to be ready for a showing on a moment’s notice. That means you
need be “seller aware” 24/7. If you’re serious about selling, it’s par
for the course. Make a plan to remove Fido’s saliva-stained tennis ball
from the couch or Susie’s Barbie doll off the floor. Before you list,
move away the stuff you won’t need until you settle into the new home.
Make a special space in a closet or storage bin for the day-to-day stuff
that could turn off potential buyers. Even though Inventory is limited
and buyers are out in full force in many markets, homes that don’t show
well may not get the top dollar they deserve. Who wants to leave money
on the table?
3. You stick around during an open house.
There’s a reason why real estate agents don’t want sellers hanging
around when potential buyers arrive. While you may be perfectly friendly
and agreeable, your presence can alienate buyers or make them feel
uncomfortable without even knowing it. A buyer wants to dig their feet
into their potential new home. That means they need to feel free to open
closets, poke around in cabinets and make comments to their partners or
kids. Your presence prevents them from getting to know your home and
can backfire. If you’re desperate to know what’s going on at an open
house or how buyers are responding, make a plan with your agent to show
up anonymously during the
open house.
4. You hold out for extra money at the last minute.
A home sale negotiation can be a rocky road, even in strong markets.
If you sense the market is in your favor, you may second-guess the list
price if you see activity quickly, particularly in the form of multiple
offers. It’s a great and powerful feeling. But imagine if, in an attempt
to squeak out an additional $3,500 from a serious buyer, you pit them
against a not-so-great buyer and you lose both? It happens, much to the
dismay of the listing agents who advocate working with the best buyer
and not necessarily the best “offer.” In other words, you should always
be thinking of the big picture, which isn’t always the same as the
biggest offer.
A serious buyer is working with a good local agent, has a bank
pre-approval, has seen the home on multiple occasions and demonstrates a
high level of experience in the market. A not-so-serious buyer may
submit blindly after only seeing your home once, may be unrepresented,
or represented by a not-so-well known or respected agent.
5. You don’t clean up before turning over the keys to the new buyer.
Imagine yourself as a future buyer. Would you want to walk into your
new home and find 12 cans of old paint in the garage? Or an old baby
carriage in the attic? Clean your home and deliver it in good condition
to the new buyers. Not only will they appreciate the gesture, but also
if you need them in the future for things like forwarding mail or
packages, you’ll have them on your side.
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