AS THE REAL ESTATE MARKET COOLS and begins to find a level of normal, some folks who are looking to sell are finding that their homes are sitting on the market for weeks without even a nibble, while others sell within days — and with multiple offers.

Why do some homes sell quickly while others languish for weeks? And what can a seller do to make sure their home sells quickly and at the highest value?

The first step in selling your property is to locate a local professional who will guide you through the process of preparing your home for sale, pricing it correctly and navigating the negotiating and closing processes. Hiring the right professional is a critical first step. A qualified Realtor will guide you through all the steps and insure your home sells quickly and at the best possible value. Realtors are trained to assist you in all aspects of the selling process.

Preparing your home for sale is a critical step in the process. I recently overheard a real estate agent complain that she couldn’t understand why a particular property was not selling even after drastic price reductions. I happened to drive by the property in question and could see immediately one reason it was not selling. The property was overgrown with vegetation and weeds. You cannot overestimate the power of first impressions, or what Realtors like to call “curb appeal.”

You only get one chance at a first impression. Many buyers will make a decision about a property before even going into a home and drive right on by if they don’t like what they see when they first drive up. If your yard is a mess, doing a little sprucing up will help to insure they get out of the car to take a look inside.

Removing clutter and large pieces of furniture can enhance the interior of a home and make rooms feel more spacious. A Realtor can advise you on staging tips and recommend a staging company, if appropriate. It is important that potential buyers are able to visualize themselves living in the home. Remove family pictures and minimize dust-catching knick-knacks. These may be your favorite items, but they will distract a buyer from mentally making your home their home.

Pricing is where your Realtor is as valuable as their weight in gold. Realtors who are active in the community know how to price a home correctly. I have seen many sellers Realtor shop until they find one who is willing to list a property for far more than its realistic market value. This usually results in the home sitting on the market with no offers for weeks. The idea that you can always drop your price or negotiate with a buyer is a bad idea. Properties that are overpriced don’t get the attention of buyers and Realtors.

The attention span for new listings is short — by the time you drop your price to a realistic value, the property has lost interest. Sellers often wind up dropping the price several times and selling the property for far less than if they had priced it correctly in the beginning.

Guy Benjamin (CAL BRE License #01014834, NMLS 887909) writes a weekly column for The Herald, offering general information on real estate matters. As it is impossible to address all possibilities and variations, he will try to answer individual questions by readers who contact him at 707-246-0949 or guyb@fairwaymc.com.

Sharing is caring!