Things To Keep In Mind Before Selling

Determine Your Mortgage Payoff

Call your lender to determine the payoff for your current home mortgage.  If you have a Home Equity Loan or 2nd Mortgage, obtain the payoff(s) for these loans also.

Determine How Much Your House is Worth

You need to know the fair market value of you home.  As a realtor, I can prepare a Comparative Market Analysis (CMA) report for you.  A CMA report will provide you with information concerning the recent home sales in your area by depicting the final sales price of each home, the price per square foot, and the number of days each house was on the market.  If you have a recent appraisal of the home, the information provided will also help in pricing your home appropriately.  Please call me if you would like me to compile a CMA report for you.

Estimate the Costs to Sell Your Home

As your real estate agent, I will prepare a Disclosure of Estimated Sales Expense form, giving you an estimate of the closing costs you may incur, including the following factors:

• Real Estate Commissions
• Attorney, closing agent, and other professional fees
• Excise tax for the sale
• Pro-rated costs for your share of annual expenses, such as property taxes, home owner association fees, and fuel tank rentals
• Any other fees typically paid by the seller in your area (surveys, inspections, etc.)
• Any required repairs

Calculate Your Estimated Proceeds

As part of the Disclosure of Estimated Sales Expense, I will calculate the estimated proceeds you will be paid at closing by:

• Deducting your mortgage payoff(s) from your home's fair market value, then
• Deducting your costs to sell from the remainder

Make Necessary Repairs

Unless you plan to sell your home "as is" or as a fixer-upper, you should make any repairs that need to be done.  Even though some major repairs like new roofs, new carpet, etc. may be negotiated into the selling price of the home, the more repairs that are completed, the better your chances of selling your home at the price you want.  In addition, lending agencies usually require a home inspection be completed before granting a mortgage to the buyer.  Any needed structural repairs reported by an inspection must be fixed before selling your home.

Get the House Ready to Show

Most houses need a little "spiffing up" before they are shown to potential buyers.  Fresh paint indoors, organized closets and cabinets, clean windows and appliances, a clutter-free atmosphere, and an overall "clean" feel are essential to impressing buyers.  Great curb appeal is also important when selling a home, so mow that grass, clean those flower beds, and put down fresh mulch.

Secure Your Animals

If you have animals, you will need to have a "plan" for them whenever the house is being shown.   Remove pets during showings, if possible.  Keep cat boxes clean.  Use deodorizers in areas where animals normally stay.

Make Your Home Accessible and Comfortable

Keep your home ready to show.  Many agents won't show a house that takes more than a couple of hours to access.  Don't crowd home buyers when they are viewing your home, let the agent show them around.  Make yourself scarce.

Buyer Turn-Offs

1.  Odors

House odors are the number one turn-off for home seekers, especially odors from cigarette smoke, pets, and mildew.  Get an opinion from someone who does not live in your home, as you may have become used to the smell and no longer realize it is there.  Plug-in de-ordorizes are helpful, as long as they don't become overpowering.

2.  Animals

You'll have a much better response from showings if you control your pets, as they may frighten or irritate some people.  Restricting access to portions of your home due to pets, does not allow potential buyers to inspect that part of the home.  Remove pets during showings, if at all possible.

3.  Dirty Bathrooms

Grimy bathrooms are an instant turn-off.  Keep them clean.  Scrub away any mildew or mold, buy a new shower curtain, replace the rugs, and be sure clean towels are on display.

4.  Messy Kitchens

As with bathrooms, the kitchen should always be kept clean.  Wash dishes and put them away.  Keep the counters cleared and clean.  Sweep or mop the floor regularly.  Clean all the appliances, inside and out.

5.  Dimly Lit Rooms

Dark homes can be a turn-off to most home buyers.  Here are some suggestions for brightening up your home:

• Replace dim light fixtures
• Install additional light fixtures
• Install skylights, if possible
• Remove heavy drapes or keep them open
• Repaint some rooms with colors that reflect light
• Trim tree limbs that shadow the house
• Clean windows

6.  Busy Wallpaper and Loud Colors

Another critical issue to consider when selling a home, is busy wallpaper and loud paint.  Even people who love wallpaper, will rarely like what you've chosen.  It's a personal decorative touch that most will want to select themselves.  Likewise, unusual or loud color schemes may also be a turn-off to most buyers.  Your home should appeal to the majority.  Decide if the wallpaper should be replaced with paint, but DON'T PAINT OVER IT.  If you decide to paint, select soft neutral colors.

7.  Bugs 

Roaches, spiders, any type of insect, even dead ones, are definite turn-offs to potential buyers.  If you don't have a regular pest control service, you might consider hiring one to to treat your home for bugs before placing it on the market.

8.  Overrun Gutters

Be sure to keep your gutters clean when attempting to sell your home.  If your gutters are overrun with leaves, weeds, etc., buyers may question what other maintenance issues may exist.

9.  Poor Curb Appeal

It is always to your advantage to "grab" the buyers interest from the curb.  Well kept yards and flower beds help give that "first impression" that is so important when selling a home.  Buyers often refuse to go into a house with an poorly maintained yard, sagging doors, or peeling paint.

10.  Sellers Who Hang Around

Give potential buyers space.  If possible, leave the house during showings.  Home buyers feel awkward about opening closet doors and lingering for a really good look at the house when the seller is there.

The Importance of Curb Appeal

A large percentage of home buyers decide whether or not to look inside a house based on its curb appeal or exterior appearance.  What they see when they drive by, or arrive for a showing, sets an immediate impression and often determines if they want to see more.

We are all proud of our homes, but when selling a house, you must detach yourself from the personal feelings and approach the transaction as purely business.  Try to look at your home in the same way that potential buyers will do.  Be objective.  Ask for critiques from others on potential red flags or issues.

1.  Curb Appeal Exercise

The next time you come home, stop across the street, or far enough away to have a good view of the house and its surroundings.

• What is your first impression of the house and yard area?
• What are the best exterior features of the house or yard?  How can you enhance them?
• What are the worst exterior features of the house or yard?  How can you minimize or improve them?
• Park where a potential buyer would and walk towards the house.  Is the path clean and tidy?
• Start making a list of your positive and negative feelings about the property's appearance.
• Take photos of the home's exterior.  If you have a digital camera, view the color versions first, then switch the photos to greyscale, because it's easier to see problem when color isn't present to affect our senses.

2.  Evening Appeal is Important

Do the curb appeal exercise again at dusk, or just after dark.  It's not unusual for potential buyers to drive by houses in the evening.

3.  Lighting is Always a Plus

• Install low voltage lighting along your driveway, sidewalks, and around landscaping elements.
• Add a decorative street lamp or an attractive light fixture to a front porch.
• Solar versions of outdoor lights are quick and easy to install, but only work when they receive full sun each day.
•  Lighting that's visible through front windows should enhance the home's appearance.

4.  Don't Forget the Rear View

Buyers doing a drive-by will try to see your back yard.  If it's visible from another street, or from someone's driveway, it should be addressed in the same manner as the front of the house.  Be sure its clean and orderly.

5.  Curb Appeal Starters

• Kill mold and mildew on the house, sidewalks, roof, or driveway.
• Pressure wash siding, decks, sidewalks, and driveways.
• Keep sidewalks and driveways clean.
• Stow away unnecessary garden implements and tools.
• Clean the windows and gutters.
• Mow the lawn regularly.  Get rid of weeds.
• Rake and dispose of leaves, even if your lot is wooded.
• Edge sidewalks and driveways.
• Trim tree limbs that are near or touching the roof.
• If possible, a fresh paint job does wonders.
• A more attractive front door...or replace doorknob hardware...or repaint/stain the door and polish the hardware.

Small Improvements That Sell

1.  Paint Inside and Out

Fresh paint is the most cost-effective and profitable improvement you can make.  Paint the interior walls a neutral color and the ceilings white to make rooms look larger.

2.  New Lights

Replace outdated fixtures.  This inexpensive improvement can update old decor that might discourage potential buyers.

3.  New Flooring

Install new carpet, linoleum, or tile.  Refurbish hardwood floors, if needed.  Choose a neutral color for new carpeting.  New flooring will increase the market value of your home, while worn and scuffed floors, or stained carpet can kill a sale.

4.  Planted Landscape

Attractive front and back yards boost the value of any property.  Keep the lawn mowed, the shrubs trimmed, and plant new bedding flowers.  Plant some trees if the yard is barren.  Sweep the patio or deck and decorate with potted plants and flowers.

5.  Completed Repairs

Before listing your home for sale, make all minor repairs and needed maintenance.  If possible, get a professional home inspection.  If the inspection reveals problems, make the repairs before listing the home.  If you until you have a contract, the buyer may discount the offer price for more than the cost of repairs.

6.  A Clean Garage

• If you use your garage for storage, rent a storage place and clean it out.
•  Paint the interior white.
• If your garage is unfinished, install wallboard or build storage shelves on the back wall.
• Clean any stains on the garage floor.

Preparing Your Home For Sale

As your agent, I will do a pre-sale walk-through of your home and provide you with advice and suggestions for making your home more marketable.  Budget enough time and resources for improvements.  Keep it simple so that you can keep it up.  Your home may sell immediately, or be on the market for multiple weeks.  Use a check list to keep track of what needs to be done.  Consider the following: