Setting the Asking Price

Sellers sometimes miss the mark entirely by asking too much or too little because they base their asking price on what they paid for the home, plus some estimated amount, tax assessments, or information gathered from neighbors. When pricing your house, remember that the value of your property is not based upon the cost of construction, the amount you paid, or any guess as to what it is worth. The market value of your property is, by definition, the price at which a willing seller will sell, and a willing buyer will buy, on any given day. A careful review of recent sale prices of homes that are the same, or similar to yours, in your area will help you evaluate the worth of your property based upon when the others sold, their condition and the actual sale prices.

Preparing Your House To Sell

To prepare your house for sale, view it from the "eyes of a buyer." Any time and money spent on cleaning, repairing and removing clutter will maximize its appearance. This can help increase your profits and hopefully result in a faster sale. If your house exhibits outstanding "curb appeal" you’ll attract more buyers. A well-manicured yard and lawn show potential buyers that your property has been well cared for by you. Sparkling clean entry light fixtures, a cleanly swept entry area and an inviting doorway show attention to detail and pride of ownership. Clean up anything that might detract from an appealing first glance, such as oil spills in the driveway and contact marks from the children bouncing balls against the garage door, and toys scattered about the yard. Other ways to maximize the "curb appeal:"

• Repaint the front door and trim. Repaint the rest of the house, if needed.
• Move all garbage cans, extra building materials and gardening supplies, etc. that are in the yard into the garage or shed.
• Check gutters and/or roof for dry rot and leaks.
• Prune bushes and trees. Remove any dead shrubs and trees.
• Weed and maintain all planted areas.
• Clean the patio, porch, or decks of all small items, such as small planters, flower pots, charcoal, barbecues, toys, etc. Sweep all areas and walkways.
• Check all screens and windows. Repair or replace if appropriate.
• Test all fences, gates, and latches. Repair or replace any weakened areas.
• Clean the swimming pool, Jacuzzi, or hot tub.
• Check external structures, patio cover, gazebo, sheds. Repair, repaint, or clean.
• Use driveway cleaner to remove oil stains from the driveway or garage floor.
• Replace worn, badly stained, or personalized door mats.

Ways to Help the Buyers Mentally "Move In"

• Open the front door. If it squeaks, groans, or drags, fix it.
• Review each room. Paint walls, clean windows, window coverings, and shampoo soiled carpets.
• Rearrange or remove some furniture. Less furniture in the room makes the room appear larger.
• Remove all unnecessary objects on the furniture throughout the house. Restrict decorative objects to groups of one, three, or five items.
• Take down or rearrange certain pictures or objects on the walls. A gallery wall of family photos or large collections frequently distract buyers and cause them to focus away from the house.
• Clear all unnecessary appliances from the kitchen countertops.
• Remove messages and magnets from refrigerator fronts.
• Clean the stove, stove hood and screen, microwave, and sinks.
• Remove all extra items from tubs, shower stalls, commode tops, and countertops in the bathroom. Group the most needed cosmetics, brushes, etc. on one counter. Coordinate towels to one or two colors only.
• Keep toilet lids down.
• Fix leaky plumbing.
• Organize your closets and cupboards. Thin them out and keep them orderly.
• Sweep the garage and keep it tidy.
• Place all money, jewelry, and other valuables (including guns) in a secure, out of sight location.
• Put pets, pet food dishes, and litterboxes outside, whenever possible.
• Check all light fixtures. Replace all burned out lightbulbs.
• Clean the fireplace and hearth.
• Locate operating manuals for appliances. Have warranty information available.

Disclosure

Be prepared to enumerate anything that has occurred to the property, such as flooding, etc, and anything that affects the property, such as cracked foundation or a lot line dispute with a neighbor. Your CENTURY 21 professional may be able to help you determine what you are required to disclose. The State of North Carolina requires that all sellers disclose any problem, malfunction or defect with any structural, mechanical, or other issues affecting the house using a "Residential Property Disclosure Statement" form that will be furnished by your CENTURY 21 professional.

Showing Your Property

Imagine that you are looking at your house as if you were a prospective buyer. Does each room look welcoming? You may want to copy ideas that you’ve seen in new model homes such as leaving a book open on the master bedroom chair with a cozy blanket over the back of the chair. Fresh flowers, lights on, television and video games off, a friendly teddy bear perched on the corner of a child’s bed, the dining room table set attractively as if for company... these are just a few ideas to help your house be more inviting to prospective buyers. Clean walls, kitchen counters, clothes and shoes picked up and in closets, and guest towels in the baths are important in helping your house "show" well.

While you may love your pets and allow them complete freedom throughout your home, keep in mind that some buyers have negative reactions to pets, their fur and feathers, and unkempt pet areas. It’s a good bet to keep all pet areas clean and to further ensure the comfort of prospective buyers by containing pets while buyers are looking through the property.

Most prospective buyers prefer to see your house when the owner is not there. Buyers are more comfortable asking questions, pointing out defects, discussing price, etc., when the sellers are not overhearing their conversations. In some cases, potential buyers will not thoroughly inspect the house if the owner is present for fear of being too intrusive. Let the real estate professional "show" the house. He or she knows the business and will present you property to its best advantage. If you are home when a salesperson comes by with a buyer, always ask for a business card before allowing them into your home. After you have made proper identification, make yourself inconspicuous ( go outside, to the garage, run an errand).

Other ways to make your showings more effective:
• Place basket or dish on a table near the front door for business cards.
• Place flyers on a table by the front door.
• Save all real estate business cards left at your home. Your sales associate will follow up on all showings.
• Leave certain lights on during the day. During showings, turn on all lights and lamps.
• Have soft FM music on during the days of all showings.

Your sales associate may have other specific recommendations for you in preparing your house for selling. Be sure to inquire when they come by to inspect your house. Selling a house is a team effort. Preparing your house in a fashion that presents itself to a potential buyer in its best condition will assist in maximizing your net proceeds and selling in a reasonable time period.

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