Kansas City Real Estate ::JIMBEAMAN.com:: Selling Your Home

Selling Your Home

A Buyer's or Seller's Market

If you are going to sell your present home in the Overland Park area, the market conditions will play a crucial role in determining the asking price. Market conditions change constantly, so it is important that you get solid advice from a professional who is familiar with your specific area.

A good Realtor will know how houses in your area are selling, as well as the other factors that may influence the sale. Nearby commercial development, which may create congestion and noise, may also mean a greater demand for housing from people who will be working in the new office buildings. A new bus route that cuts commuting time could make your home more valuable and highways close by can be an issue with the price. The economic conditions have a strong impact on the real estate market. Real estate professionals can help you consider all of the issues and assist you in setting a fair price for your home.

A Disappointed Seller

Your adrenaline is flowing! Your agent just called to say that she has an offer on your home. You are really excited, but the bubble bursts when you are presented with the contract. It's just not enough! The buyers asked for your new washing machine, and they also want to postpone the closing for three months. You don't see how it can work!

Before rejecting any offer on your property, you should consider making a counter offer. Rarely does an offer look the way it would if you had written it yourself. Consider the good and bad points of the offer, and work with the agents to find a middle ground that you and buyers can live with. You may have to go back and forth several times, and there will probably be compromises on both sides. Unless you are lucky enough to be selling in a strong sellers' market, the buyers will expect to do some bargaining. With a little patience, you and your agent can create a "win-win" situation for you and the buyers.

An Empty House

There are two schools of thought about whether it is better to show a house empty or with the furnishings in it. An empty house is like a blank canvas, and prospective buyers can more easily imagine what their things would look like in it. But buyers could take the fact that the house is vacant as a sign that the sellers are very anxious to sell and, therefore, might entertain a low offer.

Our recommendations are usually based on how the house would look. Since taste is so subjective, unless your furniture looks really wonderful and is neutral in taste, it could distract buyers from the most attractive qualities of your home. The fact that your home is vacant could give it a competitive edge when they make their final selection. Will it attract low offers? It might, but if the price is right, it will attract reasonable offers, too.

Are You Bugged by Bugs?

Tiny insects can create huge problems when a house is on the market. Whether it is fleas or roaches, their presence can turn away prospective buyers. And so can the odor of insects.

If you have an insect problem, handle it before you place your home on the market. Consider calling in a professional to advise you on the most effective and least toxic way to exterminate your home. Be very careful if you have an expectant mother, children, or pets in your household. Air the house thoroughly to eliminate any lingering bug spray odors. Consider replacing moth balls with cedar chips and using boric acid or some other odorless ant and roach killers. If this sounds like a lot of trouble, remember that even if they love your house, a single cockroach can frighten off prospective buyers.

Before You Sell

If you are selling a home in the Overland Park area, the buyers will probably include a home inspection clause in the offer. This will allow them to hire an expert to make sure that the house is structurally sound and all the systems are working properly.

The time to get ready for the home inspection is before you sell your house! Owners usually know about most of the defects in their house, such as plumbing or electrical problems or leaks that occur when it rains. When you decide to put your home on the market, you should repair any defects immediately. Most purchase agreements require sellers to convey the property with all systems and appliances in working order. You won't save money by delaying repairs, and buyers may be frightened away by an inspection report that contains a long list of needed repairs. Eliminating maintenance as a potential issue in the sale can help you ensure that the transaction goes as smoothly as possible. This is especially important when there is growing new construction in the area.

Busy, Busy, Busy!

Once you list your home, you want it sold as soon as possible. Most appointments to view a house are arranged for the convenience of both parties. Prospective buyers are sometimes on tight schedules and the Realtor has to make last-minute appointments.

Sellers shouldn't be annoyed by last-minute appointments. These appointments have the highest percentage of success in sales. Why?

Often the prospects are on a whirlwind house-hunting trip. They don't have the luxury of time on their side, but they have money, and an urgent need for a house--right now. The busy prospect is more likely to make an immediate offer than the buyer who has all the time in the world. If you really want to sell your house in a hurry, treat last-minute appointments as an opportunity--not an inconvenience.

Closing Your House

Your house may have to jump through a few hoops between the time you and the buyer reach an agreement and the time the money and deed change hands. The structural inspector usually finds a few things that need to be repaired or replaced, and the termite inspection may reveal the presence of unwanted pests. Most buyers will also have a list of items that they want the seller to fix.

The ideal is to have your home as perfect condition as possible in time for the walk-through inspection prior to closing. If you have agreed to complete repairs on your home, it is a good idea to get an early start on the work so there will be plenty of time to correct any "surprises" that may be found. Call several companies to get competitive bids for the work that needs to be done or ask your Realtor for recommendations. Presenting the buyers with a clean, well-maintained home will make the process a lot easier for them, especially if they get a case of last-minute jitters.

Communicating Tips

There are two basic types of buyers. The first kind of buyer is the one who thinks that the way a realtor makes house hunting easier is by eliminating all the houses that are either too big or too small, too unattractive, too overpriced by unrealistic owners, or houses that are just not what they think their buyer wants. The second group of buyers is terrified that the realtor will miss the absolutely perfect house, and they want to see everything.

You don't really have to see every house on the market if you can establish good communication with the realtor with whom you decide to work. If the realtor encourages feedback and tries hard to listen to what you say and to what you don't say, and you feel he or she truly understands your criteria and will be able to narrow down your choice to the homes which would suit your needs, then there is really only one type of buyer to be.

Determining A Price Range

If you are working with a Realtor to find a new home, the agent will probably ask a lot of questions about your income, liquid assets, and debt situation. The Realtor needs such information to help you determine your price range.

Whether you are buying your first home in the Overland Park area or moving up, your Realtor can give you solid advice on how to maximize your buying power. With so many mortgage alternatives available, you may find that you can buy more than you thought. Your individual situation might make some types of mortgages or financing more of a risk than you really want to take. Each buyer's situation is unique, and Realtors understand the importance of finding you the perfect home and the perfect financing to enable you to afford it.

Doing What Comes Unnaturally

The most inconvenient aspect of having your house on the market is the constant housekeeping required. Even if you are naturally neat, it requires a lot of hard work to constantly keep your home in top "showing" condition.
Do whatever it takes to make your home shine and to keep it looking beautiful. It may mean getting extra help from the children or hiring short-term professional help. The importance of making a good impression on the Realtors and buyers who come through your home cannot be overstated. Many interested buyers may call for last-minute appointments to see your home. Buyers may associate a messy home with poor maintenance of the structure, systems and appliances, which can discourage offers or result in a lower offer than the house might otherwise bring.

Don't Lien On My House!

Occasionally homeowners who are trying to sell their home are surprised to learn that their title is encumbered by a lien. There are several types of liens; the most common are mechanic's or contractor's liens.

The lien (or debt) must be paid to be cleared. If the owner prefers to challenge the lien, he can release it by posting a bond, pending adjudication.

In some types of liens, a title search may disclose claims against the property by an ex-spouse or long-ago heir of a former owner. A simple "quitclaim" deed may be used in these cases. By signing the deed, the person involved signs over whatever rights he or she might have, without laying any claim to the property.

Most real estate transactions involve at least some minor unresolved issues on the part of either the buyer or the seller. This is where an experienced Realtor can provide solutions to resolve the issues and conclude the sale.

Dress For Success

Looking good is important when you want to make a great impression, whether for a job interview or a social function. The same is true of a home that is on the market. When the "For Sale" sign goes up in front of your home, it should be "dressed" for the occasion.

Since the first impression will be of the front of the house, a well-groomed exterior is crucial, from the landscaping to the paint. The interior of your home should be clean and tastefully decorated. Take care of any minor cosmetic repairs that are needed, such as cracked plaster or peeling paint. A sparkling kitchen and shiny bathrooms, clean windows, and the absence of clutter will help your home "show well". Keeping your home looking good at all times is hard work, especially if you have children and are packing for a move. The dividends are impressive, however, because a home that looks well cared for has an excellent chance of selling quickly for top dollar.

Effective Marketing

You are feeling a little hysterical--your home has been listed for two weeks, and you have seen only one newspaper ad featuring it. Although your house is being shown regularly, you are wondering if the agent is doing enough.

Sellers often equate effective marketing with classified ads in the weekend Sunday real estate section, however, the most skilled Realtors know their market well enough to know where the prospective buyers for your home are likely to come from. They will look for the best ways to reach those people through direct mail, telephone contact or specialized ads in neighborhood publications. They will also work to get their colleagues excited about your house, especially agents who have many listings or sales in your neighborhood. And remember--it is important for you and your agent to communicate often so you will know exactly what is being done to sell your home.

Finding A Buyer

Selling a home is one of the most complex transactions that most people are ever involved in. Finding a buyer is often the easy part! When you find someone who wants your home and who has the money to buy it, it is still a long way to the closing table.

You must first negotiate a purchase contract that covers the price and all the terms of the agreement. How much of a deposit will the buyer put down? When and how will the transfer of title occur? Under what conditions can either the buyer or seller back out of the contract? There should always be a complete home inspection. Having a good agent to handle the details after a home inspection can make the difference in a successful transaction or a failure. The buyer must obtain financing, and the lender's appraiser will have to agree with the sale price. When clear title has been established, you can sign all the necessary papers to finalize the sale.

Finding A Realtor

Finding a good Realtor whom you like and trust is the first step in locating your new home in the Overland Park area.

Call or stop by a real estate office and ask to speak with the manager. Describe what type of home you are looking for. The manager can refer you to an agent who knows that market very well. You might also use weekend "open houses" as opportunities to look for a Realtor, as well as a new home. It is really a matter of chemistry! If you meet someone who is knowledgeable and with whom you feel comfortable, call that person!
Once you establish a good working relationship with a Realtor, your agent can show you the homes for sale, even if they are listed with other companies. Often they can show you a property as soon as it is placed on the market. (Many of the best homes never even make it to the weekend classified section of the newspaper).

Fixing To Sell

Many homeowners wait until they are ready to put their home on the market before painting, planting flowers, and making other improvements to their homes. After completing these improvements, they may wish that they had done all of this work on their homes sooner in order to enjoy the improvements.

Whether you have recently purchased a home or have been settled into your home for several years, you should consider going through your house as if you planned to sell it soon. Maximize your "curb appeal" now, so that you will reap the benefits every time you pull into your driveway. Plant those flowers and bulbs so you will have your fresh flowers on your own dining room table. Add new window treatments now. If your house needs a new kitchen, go ahead with the renovation to create a beautiful and functional kitchen. You will not only enhance your whole neighborhood, but you will enjoy the benefits and joys of living in a beautiful home.

For Sale

Real estate professionals have tried everything from fresh paint to new landscaping, but in every area there are homes that sell rather quickly, while others seem to linger on the market.

If the "For Sale" sign in front of your house in the Overland Park area has become a neighborhood fixture, it is important to work with your agent to keep your listing fresh. Whenever your house is shown, the Realtor will get feedback from the buyers or other Realtors about what they liked about your house and what would not work for them. Allow your agent to be completely frank with you about any feedback he or she receives. Listen with an open mind and with the understanding that there is nothing personal about these comments. Don't delay in implementing any of the ideas that make sense to you. Your agent's job is to come up with new ideas for marketing your home in order to get buyers inside. Your job is to ensure that your house looks its best.

Full Disclosure

You are about to list your home in the Overland Park area. Since you have lived there for many years, you know that it is not perfect. There's a leak in the basement that is noticeable only after a heavy rain, the garage door sticks, the toilet in the master bath works like a fountain, and the dishwasher is prone to work stoppages.

Any home has some quirks. When it is time to sell your home, you have a choice of either making the repairs or letting the buyers know what the problems are, especially any potentially serious problems. Some buyers will want a structural inspection so that they will have a good idea about what they are getting into. Even if the buyers don't ask for an expert to look at the house, it is the seller's responsibility to disclose any defects in the property that they know about. A concealed problem may come back to haunt you after the closing. Many lawsuits involve undisclosed defects, and the settlement of these cases makes the cost of repair or the price concession during the sales look like a real bargain.

Getting Ready To Sell

You have a listing appointment with a Realtor who shows up with a detailed market analysis and a list of all the advantages of listing with his or her company. The agent then goes through your home with you, making suggestions about how you can present your home at its best.

This last part makes some sellers a little uncomfortable. The Realtor's recommendations about cosmetic "fix-ups" make them realize how they have put off all of those "little" projects. If the suggestions about the cat box, spider webs, kitchen and bathroom cleanup, and removing clutter make you feel a little defensive, remember that none of this is personal! Most sellers need a little coaching to make their homes show well. Providing suggestions is an important part of our job. The better your home looks while it's on the market in the Overland Park area, the more likely it is to sell quickly, and for top dollar.

Hard Sell!

Many of our listings come from individuals who thought they had sold their homes. Sellers who try to sell their own home learn the hard way that selling a home is not easy, and keeping it sold and getting to the closing table is even more difficult. What are the pitfalls involved in selling your own home?

First, face-to-face negotiations can be difficult, even when the buyer really wants the house. Then there is the paperwork. Standard contract forms rarely cover all of the local requirements regarding disclosure laws. Such contracts may create loopholes which could allow a buyer with cold feet to back out at the last minute. When you have finally come to an agreement, how can you be sure that your buyers will find competent professionals to handle their loan and complete the closing? What if structural problems are discovered or property boundary problems are revealed? The experience and expertise of a professional Realtor is needed to conclude a successful transaction!

Help Your Realtor

Once your home in the Overland Park area is listed for sale, it may be difficult for you to step aside and let your agent take over. When prospective buyers arrive, you may want to stand by to point out the closet extenders, the hidden spice cabinet behind the kitchen door, the energy-saving storm windows or the updated copper plumbing. If you really want to help, however, you will leave the house whenever it is being shown!

We have found that the sales process does not really begin until buyers have begun to voice their objections about a property. Sometimes these concerns are serious enough to remove your house from consideration. Often, however, people voice objections as a defense mechanism because they really love the house and they want to buy it. We are trained to know the difference. If a seller is standing at the agent's elbow, the buyer won't be comfortable enough to let this process take place, and we could lose the sale. The best way to help is to give us the room to do our job.

Home Sense (Scents)

Prospective buyers may react strongly to the way a home smells. Smoke, strong disinfectants, insecticides, kitty litter, and french fries have all been known to dampen the enthusiasm of buyers who might otherwise respond positively to a house that would meet their needs.

Be sure that your home in the Overland Park area passes the sniff test when it is on the market. Smoke and pets are the biggest offenders. Consider a temporary smoking ban in your home while your home is on the market. If you have a cat box, be meticulous about cleaning it. If your new puppy has ruined a chair, get rid of the chair. There are cleaning services which specialize in odor removal. They may suggest carpet steaming and other techniques to remove the offensive odor. Even if buyers smoke themselves or have pets, they will react differently to the same odors lingering in a home they are considering.

House Odors

What is "H.O."? You can probably guess--it means "home odors".

Be careful of odors in your home. If your family room smells stale or your cat or dog has left a distinctive odor in the hallway, the important thing is to remove the root cause of the odor rather than to merely treat the symptoms. Smells have a powerful effect on the way people react to a house, and no amount of room freshener or vanilla on the light bulbs can mask a serious odor problem. In fact, such remedies may draw attention to the problem. We have seen homes with an odor problem languish unsold on the market for months or sell for thousands of dollars less than comparable homes in the neighborhood.

If you think that you may have a problem, talk candidly with your Realtor. Your agent should be able to offer some constructive suggestions, and perhaps refer you to a professional who can help banish H.O. from your home!

Houses and Pets

Most Realtors are animal lovers and have pets of their own, but we have all shared stories of having our fingers or ankles nipped by furry creatures during a showing. We have opened the front door to the home we are showing only to have a purebred Persian kitten scoot toward the nearest busy street.

If you have pets and are going to put your house on the market, be sure to work out the showing arrangements carefully. It is important for us to be able to communicate to our colleagues what to expect when they pass through your front door. It is rare for pets to pose significant problems, but big dogs can be menacing. Buyers or agents may be allergic or even a little phobic about dogs or cats. It is difficult to get a buyer excited about your home if he or she is sneezing continuously or cowering in a corner in fear of Fido. If we know there might be a problem, we can arrange ahead of time for you to walk the dog, vacuum the cat dander or do whatever is necessary to make sure that the showing goes smoothly.

If It's Broken...

Most houses have a few "little" problems, like leaking faucets, a stove burner that won't light, or electrical outlets with too much "spark". These defects may not seem very important--unless your house is about to go on the market.

We rarely have difficulty getting sellers to agree to paint, replace worn carpets or plant a few flowers in the front yard. These kinds of repairs obviously increase the overall appeal of the property. However, if any of the major systems in your home need maintenance, be sure to have the necessary repairs made. It is also a good idea to have your furnace, central air-conditioning system, plumbing and wiring checked as part of your pre-marketing efforts. The best rule is--if it's broken, fix it!

The purchase agreement requires that a house be conveyed with all the systems in working order, and most buyers will bring in a home inspector to identify any problems. During the period of time between the "meeting of the minds" and the removal of the inspection contingencies, the buyers are the most vulnerable to an attack of buyer's remorse. This is also the time when anything that hasn't been repaired could become a major issue.

Inspection Repairs

When you sell a house, the buyers will probably have a home inspection before they are contractually obligated to purchase the home. The inspector may turn up something that needs attention or repair, and after the inspection, the buyers may produce a list of items they want repaired as a condition for moving forward on the sale.

When you get the buyers' list, remember that some of the items may be negotiable. Sales contracts usually require that all the systems be in working condition. Some buyers may make requests that go beyond the normal obligations of the seller. They may ask for a new roof or certain structural repairs that you may not want to make. Your agent can help you to assess the risks of just saying "no" to buyers who are making demands you consider to be unreasonable. You may just decline the requests, but the buyers may back out of the deal as a result. When you agree to make repairs, hire licensed professionals who will back up their work and give copies of the receipts to the buyers. Arrange to have the repairs made as far ahead of time to avoid last-minute complications which could compromise the transaction.

Is It Time To Sell?

Selling a house seems like a pretty simple matter, so you have decided to try to sell your own home. You decide how much you want to ask for your property, and then you call the local newspaper to insert a "For Sale By Owner" ad in the weekend classifieds. You then sit back and wait for the buyers to materialize.

What happens next? You may start getting calls right away, but not from necessarily from buyers. You may be inundated with calls from Realtors who say they have a buyer for your house. Other agents are frank enough to say they would like to talk with you about professionally marketing your home. Placing a "For Sale By Owner" ad is a great way to find a successful Realtor. If you are really committed to selling on your own home, you may learn a lot from meeting with professionals that could help you succeed. However, if you eventually decide to turn the marketing of your home over to a Realtor (as 94% of all FSBO's eventually do), you will have met several good agents from which to choose!

Year 4 Your children have left the nest, and your four bedroom home now seems quite large. The maintenance of your house and yard requires more time and energy than you are willing or able to continue at this point in your life. Could it be time for a change?
This could be the perfect time for you to consider scaling down, and there are many options available to you. You may be able to find a beautiful townhouse community where the association takes care of the grounds and exterior maintenance. Many condominium developments provide services that you now have time to enjoy--pools and spas, tennis courts, gyms and other amenities.
If you sell your principal residence after May 6, 1997, the new 1997 tax bill gives you a break in capital gains tax. Married home-sellers filing jointly get to enjoy up to $500,000 in home sale gains tax-free, provided you occupied the property as your principal residence during two of the prior five years. Taxpayers who file singly (even if married) get a $250,000 capital gains exclusion. Home-sellers are eligible for the exclusions for gains made on sales as often as once every two years.

It's a Pain in the Neck!

Ideally we like the properties we market to look spotless, but even the most impeccable housekeepers find it difficult to keep the house in prime showing condition all the time.
Keeping the beds perpetually made, dishes washed, bathrooms spotless and the closets neat is a lot of work. Is it worth it? It is if you want to get your house sold in a reasonable amount of time for top dollar. Buyers often see normal clutter, and what registers is "this place hasn't been maintained." They see bathtub rings and think "plumber's bills." They see lint under the refrigerator and grease on the electric range and imagine having to replace all of the appliances. It isn't very logical, but people are often less than logical about buying a house. When making their final selection, they may be going on emotion and adrenaline rather than imagination. You can help your broker by minimizing the amount of imagination they will need to fall in love with your home.

It's a Pricey Life

Pricing a house is the most important part of the marketing process. You want to get as much for the property as you can, but if you set the price too high, you can frighten off qualified purchasers. Your Realtor can tell you the selling price of homes similar to yours. Pricing strategy depends on market conditions, and it is different in a buyers' market than it is in a sellers' market.

If your home is overpriced, the marketplace will reflect that to you. When a property fails to sell in a reasonable period of time, you and your Realtor should have a frank discussion to determine whether too high a price tag is the reason. Your Realtor will also be getting feedback from other Realtors who have shown your home. Remember that price is only one factor. You might consider ways you can make the property easier for Realtors to show or make cosmetic fix-ups that are needed. You should also discuss the current market conditions in the Overland Park area.The problem may be some combination of factors, including an overly optimistic asking price.

Keeping Your House Safe

Home safety precautions are always important, but it is especially important to make your home "accident-proof" while it is on the market. Many strangers will be coming through your home who won't be aware of the minor hazards that you and your family instinctively avoid.

Go through your home with an eye for potential hazards. Remove the obstacles that you can and post "watch your head" or "watch your step" signs where they are needed. Look for loose banisters, uneven steps, precariously placed plants, art objects or anything else that could fall on someone, wet spots on bath or kitchen floors, toys that someone might fall over and anything that you have to step over or duck under. Make sure that rugs will not slip, especially those at the bottom of stairs. There aren't many things that will more quickly dampen a buyer's enthusiasm for a house than a bump on the head or an unexpected trip down a flight of stairs.

Kitchen Clutter

The kitchen is usually very important to prospective buyers. Your kitchen doesn't have to be new and state-of-the-art, but it should look its best.

Your kitchen should be spotlessly clean and well organized while your home is on the market. The counter tops should be clean and free of clutter, and the floor should shine. Appliances should be clean and in good working order. You may want to add a few decorator touches or replace cabinets, flooring, and even appliances for a small investment. Dollars spent on kitchen improvements usually pay major dividends when you sell your home.

If you are planning to sell your home and need some advice in this area, I will be happy to discuss your options with you.

Locating A Buyer

Listing your home with our agency is like setting a group of "busy beavers" to the task of finding a buyer--quickly. We try to arrange showing appointments that are convenient to both parties, but it does not always work out that way.

Last-minute appointments are sometimes necessary because buyers who are relocating from other areas are often on tight schedules. This can be annoying to sellers unless they understand the nature of the Realtor's job. When selling homes, we sometimes have to rely on our intuition. Many sales have been consummated as the result of last-minute appointments.

The prospective buyer who is on a very short house hunting trip may need a house now! In this kind of situation, the Realtor can make things can happen fast! So when the phone rings at the last-minute, keep in mind that the appointment represents an opportunity for the sale.

Marketing

When you list your home for sale in the Overland Park area, you and your agent must work as partners to ensure it sells as quickly as possible, for top dollar. While you take the necessary steps to make your property look good inside and out, your Realtor will go to work to make sure your home is exposed to qualified buyers.
Realtors work with each seller to develop a written marketing plan. This enables you to know what your agent is doing to sell your home and what you can expect to happen while your property is on the market. It will also include suggestions on how to make your home sell. There will be regular communication between you and your Realtor from the day the listing agreement is signed. The agent will give you progress reports and feedback from the people who have seen your home. You will also have frequent opportunities to ask questions and discuss changes in the marketing strategy.

Marketing Techniques

When a seller lists a home with a Realtor, a lot of brainstorming follows. Who are the potential buyers, where do they live and work? How can they be reached effectively with information that will attract them to this particular property?

Professional Realtors use a variety of marketing techniques tailored to the individual home they are selling. A Realtor will look at different buyer lists to find potential purchasers and use telephone and direct mail marketing, colorful flyers, seminars and real estate and community publications. Contacts will be made to other agents who sell homes in the area to encourage them to show the home to prospective buyers. Realtors combine pro-active marketing with realistic pricing to spell results for their sellers.

Moving Up

Have your housing needs changed along with your income to the point where you are starting to look for a change in your housing situation?

It is usually easier to find your second home than to find buyers for your first one. As part of your selling strategy, it is a good idea to have your present home under contract before you begin a serious search for a new home. This will make you attractive to sellers in two ways. You won't have to include a contingency in your offer to cover the sale of your present home. And you will look more qualified financially, which will improve your bargaining position if you negotiate on the price or terms. In a situation where there are multiple offers, the chances of your offer being accepted are increased if your offer isn't dependent on selling another house before you can make a move.

Multiple Listing Service

When you list your house in the Overland Park area with a Realtor who participates in the Multiple Listing Service (MLS), you get a lot of service for your money. Depending upon the MLS region, there may be hundreds of participating members.

The Realtor who lists your home works to get it sold. This is done by marketing directly to home buyers, but an even more powerful tool is marketing your home to other agents who have buyers. Your Realtor makes all the crucial information about your home available to the other members through the MLS, such as location, size, the number of rooms, the style of architecture, what personal property is included, and any other special features. The MLS description will also contain information about any special financing that might be available, showing instructions, and special needs you may have with respect to closing. It is a powerful tool for real estate matchmakers.

New Home Priorities

No matter how much storage space they have, most people feel that it's never enough. Most buyers put storage space high on their list of priorities for a new home, and all sellers must face the minor indignity of having prospective buyers open all of their closets to determine the size of each one.

Even an enormous closet looks small if it is cluttered. Your closets should be as organized as possible while your property is on the market. If you have too many things, have a yard sale, rent a storage unit temporarily, or make a tax deductible donation to a local charity. When you finish putting all of your closets in order, then attack the other storage areas. The areas that you have for storage will look much more spacious and attractive if they are neat and well-organized.

No Risk Listing

You have decided to move, but you are afraid to put your present home in the Overland Park area on the market until you have found a new one and completed purchase negotiations. You have found that most sellers are reluctant to finalize offers from buyers who must include a contingency that calls for the sale of a current residence before settling on the new one.

If you are in such a dilemma, the first step is to contact a professional Realtor. The agent can show you how to list your home without the risk of putting your family out on the street. When you have a firm contract from a qualified buyer, you will become much more attractive to sellers, and when you do find the perfect home, you will greatly increase your chances of being able to buy it.

No Smoking!

Everyone picks on smokers these days. It is a hard habit to kick, even if you really want to. If your home is on the market, however, it may sell more quickly if you temporarily make it a smoke-free zone.

The sense of smell is the most powerful of all the five senses. Be sure to keep your home aired out while it is on the market. If the weather is good, you can smoke outside or while taking a walk or a drive. Avoid heavily-scented room fresheners which combined with the smoke can be worse than the smoke alone. It helps to wash the walls and have drapes and upholstered furniture professionally cleaned. This is really a serious issue for many buyers, so don't limit your audience.

Open House

Your home has been on the market for a few weeks, and your Realtor has suggested an "open house." Your agent puts up signs, gives you some pointers about how to prepare your home for showing, and shows up early on Sunday. You may be tempted to stay around, but the best advice is to leave while your home is being shown! When sellers are present at an open house, they can hamper the sales professional's ability to cultivate interested buyers, and can even squelch a sale. What would your response be, for instance, if someone strolls into your kitchen and says, "What awful wallpaper!" If buyers know that the owners are present, the agent may never even get to hear the concerns of reserved buyers.

If your object is to get your home SOLD, the best thing to do is to get out of the way and let the sales professional do the job.

Owner Financing

If you are selling a house in which you have a lot of equity, and you don't need that equity to buy a new home, an owner-financing agreement may benefit you and your buyers.

Seller-financing arrangements usually involve the buyers securing the largest portion of their purchase money from a mortgage company and getting a smaller second loan from the sellers. For example, they may finance 75% from a lender, put in 15% from savings, and ask the sellers to finance the remaining 10%. The terms and interest rates on seller carry-backs are negotiated on a case-by-case basis. Sellers should ensure that the note protects them to the fullest. They may be able to negotiate a note that provides a better return on their money than 1-to-5 year CD's or treasury notes. Use common sense when considering such a loan, and verify the buyers' income, credit history, and job stability before making your final decision.

Playing It Safe

Conduct a thorough check for any safety hazards when you are getting your house ready to put on the market. You may be accustomed to the worn tread on the stairs, toys in the hallway, or closets that deposit their contents at your feet when the door is opened, but strangers won't be as intuitive as you are. They will be vulnerable to those little "hazards" as they walk through your home, turning on the faucets, opening closet doors, and going up and down the stairs.

The stairs are a good place to begin your safety check--could someone tall accidentally bang their head on a beam, pipe or the ceiling as they go up or down? Is the carpeting on the stairs securely fastened? An area rug should have a non-slip mat underneath.

Safety is important because someone who is injured in your home could sue you for damages. This doesn't happen often, but if it does, it can be extremely unpleasant. "Better safe than sorry" applies to houses as well--especially when they are for sale.

Plumbing

The plumbing is one of your home's most mysterious systems. The pipes are hidden in the wall, and when you have a problem, you have to call in a plumber. Plumbers' rates are hefty, so prospective buyers are often frightened away by evidence of leaky pipes, ceiling stains below shower pans, or antiquated bathroom fixtures.
If you are planning to sell your home, it is a good idea to solve your plumbing issues before you place it on the market. Take care of any cosmetic damage that leaks may have caused after the plumber has finished his work. Plumbing repairs are cost-effective, and most sales agreements call for all systems, including the plumbing, to be in working order. If you have a problem, you will probably have to repair it before the closing anyway, so by doing it ahead of time, you eliminate that issue. Plumbing that is in top condition will make your home appear to be well cared for and will make it more attractive to potential buyers.

Preparing For Sale

Very few people will buy a house because they are attracted by fantastic bathrooms. Buyers do react to bathrooms that are not cared for, however, because they view them as a reflection of the overall condition of the property.

Many buyers know that plumbing repairs potentially represent a major expense. They get nervous about dripping faucets, loose tiles, and running toilets. Your pre-marketing preparations should include making sure that your plumbing is working properly and that any cosmetic damage caused by former leaks has been repaired.

Keep the bathroom spotless while your home is on the market. Get out the scouring powder, mildew remover, glass and tile cleaner and a scrub brush. Re-caulk around the tub and shower, if necessary. A new shower curtain, bath mat, and nice smelling soap can help give the buyer one more positive reason for liking your home!

Preparing For Sale

Does your home have more than its share of dust bunnies? Do you have a "noticeable" kitty litter box and closets that provide "at your toetips" service when opened? If you are planning to sell your home, don't be offended by your Realtor's suggestions about what you should do to prepare your home for the market.

One of the major challenges that sellers face is keeping their home in top showing condition while it is on the market. Many sellers are busy and, understandably, have a hard time managing this task. In such situations we strongly recommend that you get professional help. If you already have a cleaning person, you may want to increase the cleaning frequency. Remember that not all buyers have a lot of imagination. They usually react emotionally to what they see, not to the possibilities that your home represents. If your home looks like it will require a lot of work, they may elect to keep looking. If your goal is to get your home in the Overland Park area sold as quickly as possible, and for top dollar, hiring a professional cleaner can pay high dividends.

Preparing For Sale

Realtors sometimes receive calls from people who are asking for advice on what they should do to prepare their house in the Overland Park area for the market. They may have settled for living in a "less than optimal" circumstance for years, and are now going to spend money to make it nice for someone else to enjoy.

If you are considering painting, updating the kitchen, landscaping, or any other improvements that would increase your home's re-sale value, think about making those improvements while you are still there to enjoy them. Create your own dream kitchen or Jacuzzi, your garden deck, or restore your wood floors now. Maintaining your property well will make your home more enjoyable, will help maintain the property values in your neighborhood, and will expedite the sale of your home when you are ready for a move.

Preparing Your Home

As you prepare your home for the market, keep in mind that some of the people who will look at your home may have small children. They are looking for a larger home with more bedrooms and a bigger yard.

Prospective buyers will be accompanied by a Realtor while touring your home, but that doesn't guarantee that the children will be supervised the entire time they are in your home. Every agent has a story of a little person grabbing a Steuben apple from a low shelf or of a toddler running full speed to the edge of a high deck.

Preparing your home involves common sense, such as removing sharp or breakable objects from low shelves and making sure that any electric appliance don't have dangling cords that little hands can reach. If there is a possibility of falling from a porch or deck, place a visible note advising parents to supervise small children. Some sellers keep a few toys around to entertain young house hunters while their parents are looking at the house.

Pricing & Marketing

Remember that price is only one factor. You might consider ways you can make the property easier for Realtors to show or make cosmetic fix-ups that are needed. You should also discuss the current market conditions in the Overland Park area. The problem may be some combination of factors, including an overly optimistic asking price.

Sellers Beware

You contacted a Realtor to list your home in the Overland Park area, and the agent indicates that you might get more for your home than comparable homes on the market. After all, it just takes finding one person who is willing to pay your price--right?

Some Realtors approach a listing appointment as if they are bidding for your home. Sellers often start out with an unrealistic opinion of their home's value, and there is often a strong temptation to go with a person who says what you want to hear. A good Realtor will back up their opinion of your home's value with hard data. The agent should give you information about homes that are currently on the market, and recent selling prices of similar properties. The most heroic marketing efforts won't work on a property that is overpriced. Even if you find a buyer who is willing to pay more than your home is worth, the sale could fall apart when the appraisal comes in lower than the agreed-upon price. Listen to everything, but be careful!

Selling and Lock Boxes

Having your house in the Overland Park area on the market involves a certain invasion of your privacy. Realtors will be previewing it and showing it to buyers with some regularity. While you want to make your home reasonably accessible to the real estate professionals and their prospects, you don't want to run the risk of stepping out of your shower just as a Broker is bringing in buyers.

In many areas Realtors use a handy little tool of the trade called a "lock box". When a property is occupied, the Realtors first call to let the owner know when they will be coming by. If no one is at home, the Realtor can get into the house with a key stored in the lock box.

The other extreme of accessibility is to require a day's notice before a showing, and to insist that your Realtor be present at each one. This will eliminate a lot of the inconvenience to you, but it may also eliminate a lot of showings of your house. Whatever arrangements you work out, keep in mind that the easier you make it for us to see and show your home, the easier it is for us to sell it quickly.

Selling Appeal

Lighting is an important factor when you are selling your home. Natural and artificial lighting can create a mood that buyers notice when they walk into your home, so don't overlook this significant factor which can favorably influence a potential buyer.

Before your house is shown, walk through each room with an eye to creating a pleasant ambiance through lighting. Accentuate the natural light by keeping curtains open and windows sparkling. Arrange your furniture to take advantage of the best view. You may want to install indirect lighting to highlight a vaulted ceiling or to draw attention to indoor plants. Dimmer switches can create simple and inexpensive lighting appeal.

Selling Before Buying

Timing can sometimes be difficult if you have to sell a home before you can buy another one. Most people need the equity from the sale of their first home for the down payment on the new house. If your present home goes on the market first, you may be concerned that it will sell before you find the one you want to buy. If you find the perfect home before your present home is under contract, the sellers may be reluctant to accept your offer, and you may be too nervous to sign a contract.

It is a good idea to sit down with a good Realtor for some professional advice before you begin your search. It will probably be necessary to be flexible on the closing date because it is usually easier to find a home that you want to buy than to sell your present home. If you have found the house you want, you can ask the lender about arranging a short-term bridge loan that can make it possible for you.

Selling Details

It is the little things--both positive and negative--that can make a big difference to prospective buyers.

Before you list your home, go through the house with a careful eye. Fix any loose door knobs, popped screen doors, and loose grout around the tub and shower. A coat of fresh paint can work wonders to dress up a house. Wash the windows, hang a pretty plant from the bathroom skylight, and clean out the closets. Arrange the furniture to make the room look larger. If the rooms look cluttered, put your extra furniture into storage. You can brighten up a room by increasing the wattage of the light bulbs. Going the extra mile to showcase your home will pay significant dividends when it's time to show it to buyers. The less imagination people must bring with them when they look at your house in the Overland Park area, the greater your chances of selling your home quickly and for top dollar.

Selling For Top Dollar

When you get serious about selling your home, the chances of your selling it quickly for top dollar will improve considerably if you list it with a real estate sales professional. If you doubt this, consider the fact that eight out of ten homes sold today--more in some markets--are listed with a professional Realtor.

Listing your home places it on the local Multiple Listing Service that is subscribed to by a majority of real estate sales professionals. Through the MLS listing, your home is assured of getting the widest possible exposure to the market place.

Some buyers shop the home market on their own, but most save time and money by using the services of a real estate sales professional. Ask yourself which homes the real estate sales professional is going to show the prospective buyers--homes listed on the MLS or those that are not?

If you still want to try to sell your own home, you should know that you will face stiff competition when it comes to attracting qualified buyers!

Selling Tips

Sometimes Realtors walk into a home that is basically attractive, but lacks something that they can't quite put their fingers on. Then they notice that all of the drapes are closed, and there is a lot of overgrown shrubbery blocking the sun.

A dark house is not as appealing to most buyers as one that is flooded with light. As a part of your preparations to market your home, try to maximize the light in your home. Make sure that all the windows are clean, and open the drapes when the house is being shown. A fresh coat of light paint can do a lot to brighten up the interior. If your house has very dark paneling, and there is not a lot that you can do about it, you may want to consider adding additional lamps. Your Realtor may be able to provide other simple and cost-effective ideas about how to maximize your home's appeal.

Selling Your Home

Sometimes the need for a move is obvious. For example, if your work requires you to transfer to a new city. The impact of other life changes, like having twins, your last child leaving home, or a big salary increase, may not be so obvious.

When you notice that your house or condominium in the Overland Park area is no longer serving your needs, it may be time to call in a professional Realtor for some expert advice. Your agent may suggest that you remodel your present home or find one that is more suitable to your current lifestyle.

If you decide that a move is necessary, what should you consider before listing your present home for sale and beginning the search for a new one? You will want to know how much you can expect to get for your present home and what you can afford to spend on a new one. You will also need information about financing and the many loan programs that are now available. A professional Realtor can be an invaluable asset to you as you make these important decisions.

Selling Your Home

It takes a lot more than a "For Sale" sign in the front yard, a Multiple Listing entry, and an occasional ad in the classifieds to get a listing sold. And when we sell a house in the Overland Park area, we sometimes have to "sell" it again and again before the contract is actually signed by the buyers and sellers.

Many things have to occur before the closing. The house must be "sold" to the buyers' relatives, the home inspector, the appraiser, and other experts. The buyers must secure a mortgage. Sometime during the process, the buyers may go through a serious case of "buyers' remorse" and consider backing out of the transaction. Since the transaction could potentially fall through at any step in the process, you will find the services of a professional Realtor invaluable. We continue to present the house in the best light possible and use our professional skills to solve any problems that may arise.

Selling Your Kitchen

Most of our buyers rate a good kitchen very high on their priority list when they are looking for a new home in the Overland Park area. The layout of the kitchen, the amount of counter space and storage, and the age and overall condition of the appliances are all important to them. The kitchen area is basically viewed as the center of nourishment and as a place where they will share many meals.

Take a discriminating look at your kitchen and consider what you can do to make it a real asset. Repair any plumbing leaks or broken appliances. Scrub the room thoroughly, paying special attention to the range and oven. Clean the refrigerator and place a box of baking soda inside. Little fix-ups can sometimes do wonders--hang some pretty pot holders over the stove and get some new curtains. You don't need a brand new, high-tech kitchen to impress buyers, but do whatever you can to make your kitchen look as shiny and well-maintained as possible

Selling, Selling, Sold!

Although your Realtor is responsible for marketing your property, it requires a joint effort to get your home in the Overland Park area sold.

How can you empower your Realtor? First of all, it is very important that you feel absolutely confident that your agent is able to produce results--no matter what the market is like in your area! It may sound strange, but it is important to let your Realtor know that you trust them to get the job done. Then support that trust by putting a realistic price tag on the property and keeping it in prime showing condition. Work out showing instructions that will make it easy for agents to preview or show your home, and meet periodically to discuss any feedback from buyers who have seen your home to determine how you can improve its appeal. Don't hesitate to share any ideas you may have about marketing your home--I am "into" what works, and I have received some very good suggestions from clients.

Show And Sell

Realtors are often asked "What is the best way to show and sell a home?" Almost every Realtor can tell you a story about meeting with a prospective seller who has just completed a lot of work to prepare their home for the market. It can be difficult for a Realtor to tell the seller that their renovations were not the best changes to effectively market their home.

If you are considering making any improvements prior to selling your home, the best advice is to consult with your Realtor before you make any changes. An experienced Realtor can provide you with information that can help you decide what kind of improvements will set the stage for a sale. Whether it is paint and wallpaper, remodeling the bathrooms, or updating the kitchen, your Realtor can guide you toward "neutral" choices which can assist the buyer's imagination.

Showing Your Home

We want the properties we market to look spotless and wonderful. However, the sellers eventually find that keeping their house in prime showing condition begins to wear thin after a few weeks for even the most impeccable housekeepers.

It is a lot of work to keep the beds perpetually made, the kitchen and bathrooms spotless and closets neat. Is it worth it? It is--if you want to sell your house for top dollar in a reasonable amount of time. Buyers often see normal clutter, and what registers is "this house hasn't been maintained." They see bathtub rings and think "plumber's bills." Dirt under the radiators causes them to imagine having to replace the entire heating and air conditioning system. People are often functioning more on emotion than logic when selecting a house. You can help your broker by minimizing the amount of imagination that buyers will need in order to fall in love with your home.

Showing Your Home

Your home in the Overland Park area has been on the market for six months, and it just isn't moving. What can you do to introduce some extra energy into the sale?

The first thing you should do is to have a frank talk with your agent in order to get feedback from prospective buyers and agents who have shown your home. Does your home look its best? Is it accessible for agents to show on short notice? Is the price in line with the rest of the market? Do you need to consider neutralizing any strong decorating features that may not have wide appeal? Getting your home sold is a collaborative effort between you and your Realtor. It is important for your Realtor to market your property aggressively, but you must do your part to ensure that buyers see a home that is as appealing as it can be. Ask your agent for any new ideas that will create results.

Smells!

Sold!

Some things are hard to measure, and others are easy. Success in a real estate sale is easy. It occurs when the "SOLD" sign is in your front yard. And having that occur as quickly as possible is another goal.

You have undoubtedly heard that old saying about the "hard way" and the "easy way" to do something. The hard way to get the "SOLD" sign up is to try and sell it yourself. And the easy way is to use the services of a sales professional, someone who is not only trained to get it sold ASAP, but to get as much for your home as the market will bear.

Remember, the agent doesn't get paid until your home is "SOLD". And the amount they earn in commission is dependent upon the amount of the sale. That's a lot of genuine motivation to do the job right.

So save yourself headaches and frustration when you are ready to sell--call a professional Realtor.

Sunshine Sells!

When your home is being shown, you want prospective buyers to feel good as soon as they step into the living room. It pays to give special attention to maximizing the amount of light in your home because dark homes are depressing to many people. When prospective buyers give us feedback on the homes that we show, they often cite a light, airy feeling as a major attraction.

Begin your preparation for showing your home by cleaning the windows and curtains thoroughly. Open the drapes and blinds to let the sunshine in. Even on a bright day it helps to turn on some lights. If you are using shades or heavy drapes to eliminate a less-than-perfect view, you may want to consider replacing them with translucent curtains in a light color.

Taking It With You

Before you list your home for sale, take a careful look around. Are there some items you will want to take with you? There may be a dining room chandelier that has been in your family for three generations, a ceiling fan in the master bedroom, or the bookcases in the den that look built-in but are not.

Normally all fixtures are conveyed to the new owners when a house is sold. This includes anything that is attached to walls or ceilings and, in some areas, all major appliances that are installed in the house. If you have fixtures that you don't want to convey, tell your agent what you want excluded from the agreement at the time you list your property for sale. If it is convenient, it is best to remove any light fixtures or ceiling fans you plan to take with you and replace them before the property is shown to prospective buyers. List all items that are not being sold with the house on your home fact sheet to ensure that they will not become an issue when a buyer makes an offer.

Taking It With You

Before you list your homefor sale, take a careful look around. Are there some items you will want to take with you? There may be a dining room chandelier that has been in your family for three generations, a ceiling fan in the master bedroom, or the bookcases in the den that look built-in but are not.

The Asking Price

Your house in the Overland Park area has been on the market for four weeks. There have been a lot of showings but no bites, so you are wondering if you should consider a price reduction. You want to get as much as you can for your home, but more important, you want it to sell!

This may be the time to have a frank discussion with your Realtor. While price may be a major factor, it may not be the only consideration. Are you making your house easy for agents to show? Have you completed the necessary maintenance and cleaning so that your property is as appealing as possible? Review with your agent the current market conditions and the prices of other homes in your neighborhood before determining that a price reduction is in order.

Even though your price may be competitive, the marketplace may be telling you that buyers just won't pay what you would like to get. If all indicators point to a price reduction, it is better to do it sooner rather than later.

The Best Realtors

The best Realtors in today's marketplace are becoming even better about marketing the homes they list to the public, as well as to other agents who have potential buyers.

When you are interviewing prospective Realtors to help you sell your home, ask how they find buyers. In the past, a "For Sale" sign would go into the ground, the basic information went into the Multiple Listing Service, and then there was an occasional Sunday classified ad and an "open house". If the house did not sell right away, the agent might recommend a price reduction. Agents today are becoming much more sophisticated and pro-active about getting people into their homes. They rely on computers, direct mail, telemarketing, and just plain clever ideas that no one else has tried. Ask prospective listing agents for two things--a written analysis of what is happening with housing prices in your area and a marketing plan which outlines how they would get your home from "For Sale" to "Sold".

The Pheromone Factor

Pheromones are mysterious little chemical things that are supposed to have a lot to do with whether or not we are attracted to people. They may also play a big part in the way people react to houses.

If you have a house on the market, it will be important to ensure that the pheromone factor is as high as possible--so that the prospects who come inside will involuntarily pull out their checkbooks and offer to pay top dollar. A good Realtor can give you some important hints about maximizing your home's ability to attract buyers. In many cases it involves neutralizing some of the decorative features you have added, including dramatic color schemes, mirrors, and window treatments. Sometimes it means cleaning windows to let in as much light as possible or airing the place out to get rid of musty odors. Unless you are already in the compulsively neat category, it can also involve temporary changes in your housekeeping habits to ensure that the place is sparkling. Give your Realtor the space to speak candidly about what you need to do to make your house looks its best.

The Realtors Advantage

How do real estate agents sell houses? When a professional Realtor is retained to sell a home, the agent will initiate a sequence of activities which has proven effective for selling homes quickly for the maximum market price.

The Realtor will do a market analysis by comparing the home with similar homes in the area to establish the asking price. The next step will be to guide the owners in the preparation of their home for showing. A description of the home will be inserted into the local Multiple Listing Service, a centralized computer databank used by most sales professionals to inform Realtors in the area about the home. The agents will contact their buyers who are in the market for a home.

Does this system work? 85% of the homes sold today use this method. Enough said!

The Season for Selling Houses

We hear a lot of talk about which months are the most lively ones for getting our listings sold. Many people think the ideal time to put a house on the market is when the azaleas are in bloom and the grass is the greenest. In many parts of the country, the "spring market" is thought of as the real estate industry's Christmas season.

There are important factors that strongly influence the sale of houses in the Overland Park area. Interest rates, the availability of local employment, tax rates, and the overall economic health of the community all play a large part in determining how quickly homes move and how well the sellers will do at the closing table. Your home may sell quickly during a month when the weather is gloomy but the interest rates are low. Waiting for spring flowers to bloom before planting your "For Sale" sign may improve your home's curb appeal, but may not have as much effect on the sale of your home as interest rates that go up as quickly as your tulips.

The Seller's Net Sheet

When you consider what price you should accept for your home, there are two important factors that will influence your decision. The first factor is the basic sales price. The second, and more important, is the amount you will actually receive from the proceeds at the closing.

It can be a little confusing, but your Realtor will prepare a seller's "net sheet" showing what your expenses will be. This will aid you in determining who pays what and when and can help you to focus on the details of the sale.

A seller's expenses will include brokerage fees, real estate settlement fees, title insurance fees, special assessments, and in some cases the buyer may ask you to pay some of the loan fees. Local real estate taxes will be pro-rated for you and the buyer, and you may be asked to place funds in escrow for payment of your final water bill. Subtract your mortgage balance any home improvement loans and other liens against the property that will be paid at the closing to come up with your final figures.

Your Realtor will help make sense of the confusion by going over all of these factors with you when you list your home for sale and again as offers come in.

Walk-Through pt.2

It's the day that you close on the sale of your home, and the buyers are a little cranky. During the walk-through inspection, your dependable old dishwasher stopped midway through its cycle, and the powder room toilet flunked its flush. These situations may cause some anxiety for the buyers and sellers, but such problems are quite common and usually easy to resolve.

Most purchase agreements require that the major mechanical systems and the appliances being conveyed are in working order at the time of the closing. Defects are often discovered during the structural inspection, allowing the sellers have plenty of time to have the repairs made. Occasionally there are last-minute breakdowns or defects that are not spotted until the walk-through inspection. In that case, an agreement can be made with the sellers at the closing to escrow funds for the repair or replacement of the items in question.

Water Problems

WATER, WATER EVERYWHERE?

Sometimes there are defects in a house that the homeowners no longer notice, such as small leaks in the roof or a basement that only gets damp when it rains. When the house is on the market, they don't have a real sense of urgency about having such defects repaired. The Realtor feels quite differently, however.

When buyers are deciding which houses deserve serious consideration, any kind of water problem may appear to be much more serious than it really is. The sellers may regard a damp basement as simply a sign that it's time to clean the gutters or check the soil buildup around the house or a leaking roof as a call for new flashing. But to someone who has never owned a home, these defects can be taken as signs that the house may not fulfill their primary need for shelter from "the elements." People may be perfectly willing to rent a home with minor water problems, but they are likely to pass up the same house if they think it won't keep them perfectly dry.

Wet Basements

A wet basement ranks up there with a leaky roof as a major cause of concern to prospective buyers. If you have a water problem, it is unlikely that it will go unnoticed. If the buyers don't notice the problem at first, they will when they take a closer look. Buyers are very vulnerable to attacks of "buyer's remorse", so they might use this as justification for backing out of the transaction.

You should handle any water problems before your agent begins to market your home. If you have a problem with the basement, honesty is the only policy. Be ready to provide a receipt from a reliable waterproofing company showing what caused the leakage and what was done to correct the situation. Wet basements can usually be handled by rather inexpensive means. If the dampness is caused by clogged gutters or misdirected downspouts, it may be corrected by building up the soil around the base of the house. Your Realtor may be able to provide you with a list of companies that specialize in making wet basement problems go away.

What Is Your House Worth?

One of the saying from the "gold-rush" days--"Them that's got the gold, sets the price!"--is also a principle that applies to real estate. We say that a house is only worth what someone will pay for it, even though the owner, the bank, and the agent all have their own opinions about the "market value" of a home. In other words, no sale ever takes place until the buyer agrees with the price.

How can sellers arrive at the maximum "fair" price that buyers are willing to pay? Buyers (and appraisers) make their decision based on comparisons. While shopping for a home, buyers will visit many similar homes in their price range and measure the features of each one against the price. They decide which house offers them the maximum value for the price. Buyers do not expect a home to be a "steal" or dramatically under-priced, but they do expect it to be a fair value.

Sellers must determine the value that their home offers in order to arrive at the right price. The Realtor will advise the sellers what buyers should be willing to pay for their home, but the asking price is set by the seller.

What Really Works to Sell Your House?

If you are trying to sell your home quickly, some Realtors may recommend that you offer a bonus to the agent who brings in the buyer. They feel that a monetary incentive will cause Realtors to push your house over the one down the street. Do such bonuses work?

You cannot expect a bonus to sell an overpriced house or overcome housekeeping shortcomings that detract from your home's overall appeal. If your house looks great and is priced right, offering a bonus to the Realtor could help it sell quicker. Realtors earn their reputations by helping people find homes that they love. When deciding which homes to show prospective buyers, their decision will be based on whether the home will meet their needs. If the Multiple Listing Service indicates that a bonus is being offered, it could encourage more agents to preview the house and result in more showings.

What Would Mamma Think?

There's no doubt about it--the kitchen is one of the most important rooms in the whole house for many prospective buyers. Smart sellers will take a close look at how they can make their kitchen a real asset when it is time to sell.

Your kitchen doesn't need to be state-of-the-art to be attractive. The first step toward enhancing your kitchen's appeal is a thorough cleaning. This includes the walls, cabinets (inside and out), floors, and appliances. Keep the counter tops as clear as possible of small appliances and gadgets. Consider low-cost improvements which can make a big difference, such as a coat of paint, fresh wallpaper, or new floor covering. Be sure to keep the kitchen sparkling when the house is being shown. This means no dirty dishes in the sink or moldy cucumbers in the refrigerator. This extra effort will pay great dividends.

When to Take a Walk!

Your agent calls to say he is bringing prospective buyers to see your home at 2:00 p.m. You quickly straighten up the house, and run the dishwasher, etc. What should you do then? If you have to let them into the house--then take a drive or walk the dog!

Many owners think they should linger around while their home is being shown. They are afraid that the Realtor might miss the storage shelves in the basement or forget to point out the beautiful new floor in the kitchen. It is better for the agent to miss something than for you to be ushering the buyers around, so resist the temptation to stay while your house is being shown.

Buyers usually base their decision to buy on an attraction that often has more to do with emotions than pure logic, and a lot goes on between buyer and agent during a showing. The buyer needs to evaluate the home's pluses and minuses, and the agent needs the opportunity to work with the buyer's objections. This process cannot take place comfortably if the seller is on the scene.