The Phoenix real estate market has been challenging for most sellers over the last 12 months. As you look to list and sell your home, there are number of options that can leave you with more money or less money for that new purchase.
When the market is challenging, we also see loads of agents struggle to stay in business. Most are eager, but few understand the business basics of tougher markets. Many are unaware of how to communicate value to a buyer that will allow a seller to net a higher price. Here are a few business basics to protect you when you look to sell:
- Presentation: Most buyers are picking homes to see on weekend from a variety of websites such as Zillow, Realtor.com, Truilia, Redfin and more. Buyers are also using a variety of devices like i-phones, i-pads, laptops and desktop computers. Buyers pick out 8 homes from reviewing 50, 100 or more online. The point is that if your online presentation is not good enough to make the short list, buyers will not be seeing your home on Saturday. So, what is the plan for your listing to make the short list for viewing on Saturday?
- Follow-Up Plan: After you have your home listed, the next time most homeowners hear from their agent is when an offer is presented. But what happens when an offer does not come for 30 days? What happens when agents are showing the home, but there are no offers? What happens if there are not enough showings. Agents should have an action plan to consult with homeowners and make as needed to get the home sold.
- Negotiating Offers: You receive and offer, but it is $30,000 below anything you can accept. What is your agent’s plan now? Do you remember back when you listed your home and the agent reduced their commission to get your real estate listing. That may be your first sign that your agent does not have strong negotiating skills or confidence in those skills. A great agent should always have a game plan for getting the initial offer price higher.
- Buyer Qualifications: The purchase offer came in at a great price, but the lender is unable to document the buyer’s down payment. After 30 days, when the home does not close on time, the lender breaks the bad news to the buyer, seller and agents. Agents should be reviewing buyer qualifications with the lender prior to contract acceptance and should have a plan to get updates throughout the escrow period. Without that plan, your home may not be closing on time if at all.
Do you want to learn more about ways to get the best price for your home? Contact us at (602) 753-0177 or www.MyAZHouse.com.
