To help buyers preview your home, you or your real estate agent can attach a container of fact sheets to the “For Sale” sign. If possible, print the floor plan on one side of the sheet. On the other side, have a photograph of the home and describe the home’s amenities. Be sure to include price and phone numbers. It is also a good idea to indicate if the existing loan is assumable. This could be a good selling point if interest rates are high.

Making Your Home More Sellable

There are steps you can take to make your home more attractive to prospective buyers. See Making Your Home More Sellable for some basic recommendations.

The Art Of Advertising

If you are selling it yourself, you will want to advertise your home in a newspaper classified section online. Ask for assistance from the newspaper staff if you have trouble wording your ad. If your home is listed with a real estate company, do not automatically expect to see it advertised in the paper. Most real estate agents concentrate their promotional efforts behind the scenes to other real estate agents since most prospective buyers in any market are viewing homes through real estate agents. These real estate agents are in constant need of new listings to show prospective buyers.

Showing Your Home

Many buyers want to see homes during business hours. This can be a problem if the seller works and cannot show the home on weekdays. If you are selling your home through a real estate company, your real estate agent will arrange all showings. You may specify that your home not be shown without prior notice. This inconvenience may discourage some buyers. To sell your home quickly, you need to be as flexible as possible. If other real estate agents want to show your home, they will first notify your real estate agent. Your real estate agent will attempt to call you and confirm the time.

Most buyers prefer to see a home when the owner is away. They feel more comfortable examining closet and cabinet spaces and taking time to look at your home. Your real estate agent may request that you are not home during showings. If a real estate company has it listed, they will suggest that a lockbox and key be placed on the property. The lockbox combination and any security system code can be given to agents over the phone to facilitate showings. Another option is to leave the key with the real estate office. In some cases, you might want your real estate agent present at showings. Discuss the alternatives with your real estate agent, keeping in mind that easy accessibility will promote more showings and a quicker sale. Be advised that the contract with your real estate company may exempt them from any damage or theft that occurs during showings when your home has a lockbox.

If you are listing your home for sale by owner you may receive calls from buyers who are in the neighborhood and would like to see your home within minutes. You will not want to pass up any opportunities to show your home to prospective buyers, so your home must be in a constant state of readiness.

You may feel a little apprehensive about strangers coming into your home while you still live there. Unfortunately, most sellers cannot afford to move out before marketing their home and conventional wisdom is that lived-in homes generally show better than vacant ones. Put valuables in a safe deposit box. If you are selling it yourself, stay with prospective buyers as they tour your home. If possible, arrange showings when you can have a friend or spouse there with you.

Staging Your Home For Showing
Draw back drapes and curtains. Turn on lights. Put on soft background music. Clean and unclutter your home. Do not allow pets to be a distraction.

What Stays — What Goes. Prior to marketing your home, determine what items stay with the home and what you want to take with you. If you have a favorite stained-glass window or chandelier that you intend to take, be sure that potential buyers know this the first time they see the home. The best option would be to remove the item before it is shown the first time to eliminate any confusion or negotiation over the valued piece. Write these exceptions into the listing and final contract as exclusions.

Full Disclosure. In most states sellers and agents are legally required to disclose any known property defects which might influence a buyer's decision to purchase the home. Most states mandate full disclosure through legislation or regulation. In these states, sellers must complete standardized forms in which they answer detailed questions about their properties. If your state requires full disclosure, your real estate agent will likely not help you complete the form, as this would shift some of the legal responsibility for any defects to the real estate agent.

To protect yourself against potential lawsuits from disgruntled buyers, complete the form as accurately and honestly as you can. Save receipts for any repairs, renovations or upgraded appliances. If your home is energy efficient, you may want to leave copies of recent utility bills on the kitchen counter along with a fact sheet about the home. This will help you prove your home is well maintained and in good repair. If you need help, you might want to get a professional inspection of your home to make sure there are no major problems with structural, electrical or plumbing systems, the roof or other major items.

Second Showings. When prospective buyers ask to see your home a second time, you can assume they are very interested. For the best results, make sure the stage is set and everything is in its place.

A home that shows well, is priced right and marketed correctly will sell in the shortest time possible. The same things that first attracted you to the home are sure to catch another buyer’s attention.

Next: Making The Deal

Updated Thursday, September 25, 2008

HELPFUL FORMS & LISTS

Interviewing Real Estate Agents

Making Your Home More Sellable