Before the curtain is raised and the action starts with the first showing, the stage is set for the perfect home sale. Sure the market has changed but you want or need to sell your home! After reviewing websites all winter for the best of the best agent, you have called in the expert. The Realtor has reviewed the comps..actives, solds and expireds...and explained the perfect price point. A condition was noted: Get the home in picture perfect condition.
Here is where the storyline can change: Sellers chose to either embrace the suggestions of the Realtor or balk make excuses. Who will get a SOLD sign on their home first?
There is no magic to this market...Sellers MUST have their home prepared and set the stage for the sale. Homes are selling every day in the Twin Cities and throughout Minnesota. And contrary to public opinion, price isn't everything...Condition and preparation are essential pieces of the
puzzle that get that SOLD sign in the yard!
In the past few weeks I have done several pre-listing market analysis plans for potential sellers across Anoka County. Some were home owners who tried to sell their homes last year with a different agent and failed. Others were ready to make their move in this year's spring market. All were left with my analysis and checklist of what would need to be done to get their home SOLD. Pricing was the easy part...Preparing takes time.
Last year my listing to sales ratio was 100%.
Yep...I sold every home that I listed last year. Half of the homes were relists...homes other agents could not get sold. Many of these sellers were not properly prepared the first time.
My first step in working with a seller is a pre-listing consultation at the client's home. If they have been listed previously, I have the MLS information and photos from the previous agent. Throughout the visit, I share with the potential sellers, tips and ideas on what is working and what is not from a buyer's point of view. I arm the home owners with a laundry list of things to do to set the stage for a sale.
If a home owner doesn't want to do what I suggest, I won't take the listing. I don't want to waste a seller's time or hurt my reputation. Most sellers do want their homes SOLD... so they listen intently, take pages of notes and we get the job done together!
Reasons Homes Don't Sell
Inventory-Yes, there is a lot of inventory out there! If you decide to put your home on the market you will have a ton of high quality competition and you will need to take these homes into consideration. Depending on a buyer's criteria for a home, there can be literally hundreds of homes for them to consider. How do you make your home stand out from the pack?
Price-Some properties will be priced lower for the square footage as there are many bank owned and distressed properties out in the market place. This can work to a seller's advantage. Many buyers don't have the stomach to deal with the problems and risk of buying a distressed home. Pricing a home to reflect the competition is essential. Your home doesn't have to be the cheapest home on the market to sell but it must appear to be a great deal!
Online Photos-There is a statistic being tossed around that estimates 80% of home buyers start their internet search online. In my opinion this is low. I would guess it to be more in the range of 90-95% of home buyers start the buying process online. Whatever the percentage, serious home buyers are scouring the internet and marking their favorites...from the PHOTOS! A bad photo will stop a buyer from viewing your home.
Staging-Some home owners just do not want to do the work to get ready. After visiting with a relisting client, their get ready for market"to-do" list can be just as long as a first time seller. I explain what needs to be done and why. Clean. Paint. Remove and pack belongings. Consult with a professional stager. These things must be done or the photos will look terrible. Since the internet photos are the core of today's successful marketing plan, it pays to do it right from the get go.
Exterior-Don't ignore the entrance to your home! Add flowers...A wreath...A cute welcome sign...Dress up the entrance,trim back the foliage and clean up the driveway. Store the boat and camper in another location. Let me have a clean, clear, awesome shot of your home for that main internet picture!
Featured Listing in Ham Lake, MN: 15139 E Vermillion Circle NE, Ham Lake, MN 55304
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Ready to set the stage to sell YOUR Twin Cities home and need help from a professional Realtor? Give me a call or visit my website for a FREE Relocation Packet. I specialize in acreage and lakeshore properties in the north and east Twin Cities metro area including Ham Lake, Lino Lakes and all communities in the Forest Lake School District! Serving Anoka, Chisago, Ramsey and Washington Counties in Minnesota.
Copyright 2008 Teri Eckholm http://www.terieckholm.com/
If you are buying, selling or relocating to Minnesota and need help from a professional REALTOR®, give me a call or visit my website for a FREE Relocation Packet or FREE Homebuyers Success Packet. I specialize in acreage and lakeshore properties in the north and east Twin Cities metro area including Ham Lake, Lino Lakes and all communities in the Forest Lake School District! Serving Anoka, Chisago, Ramsey and Washington Counties in Minnesota..JPG)
Buying a Home? Check out my HOME BUYER'S BLOG!
Copyright 2012 Teri Eckholm http://www.terieckholm.com/
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Terri. Just look at the most recent posts and you'll see quite a few with the same message. Sellers have got to cooperate to sell their home.
It appears that a number of listing agents are reaching the end of their rope.
GREAT POST! I ALWAYS INCLUDE A SELLERS TIP SHEET WITH MY PRE-LISTING PACKET, THEN ONCE WE LIST I WILL GIVE THEM A MORE INFORMATION ON STAGING THEIR HOME FOR THE SALE.
Hi Teri,
Lot's a great info packed into your message on this one. You mentioned how many of your listings were listed previously, yet you were able to get them sold, good work.
BTW, while attending a session last week on the market our speaker indicated that in 2008 54% of the listings will expire the first time around.
GREAT POST!!!!!!
A+
Teri, The days of the sellers' market is way past us and I believe by now most sellers have realized that now. Great post and a star well deserved.
Excellent post and everything you have stated is so true. I hope that eveyone takes your advice. They will be glad that they did.
I>P>O!
Inventory, price, on line photos-THANKYOU for putting it out there-and congrats!
Steve
Standing ovation for you!
Not only is every thing you said true but very well written. If people don't understand the importance of the presentation of the home from the get -go, they will be sadly lowering their price and waiting.
Rosario--The exterior is as important as the interior when staging! Thanks!!
Michael--A successful sale still can take time but prepartion gives a leg up on the competition.
Heather--Thank you!! I am glad you enjoyed and got my message.
Juan--Thanks!!
Jennifer--I often wonder if the sellers look online but are too afraid to say anything to their agent OR if the agent discounts their concern. Sellers have to realize how important staging and photos are to their sale.
Mana--I agree that sellers have realized the market has changed but may not know what needs to be done to get things sold. Many agents have not sold homes in a buyers or balance market and don't know the work that needs to be done either. Just doing my part to help educate!:)
TeamCarroll--I agree....but in a changed market there have to work harder to get their home sold and need to understand it is more than just the price that affects the sale. Thanks for your comments.
Chuck--I recommend professional staging or a consult and do the work themselves. It does make a difference!
Joan--Unfortunately not all sellers will take this advice. But those that do will stand out from the pack and have a better chance of being sold. Thanks for your comments.
Steven--IPO Well that is the post in a nutshell isn't it? Glad you enjoyed!
Cari--Thank you!! Glad you enjoyed reading the post and got the message!
Alan--You are correct...A seller needs to select a good agent with a positive attitute that is motivated to get the job done!
Mary--Thanks! I agree wholeheartedly!!
Wayne--Thank you!! I appreciate that!!
Teri~ great information. It sounds like you really know how to handle those sellers and homes that take a bit more effort to get sold.
Christy--If a seller is not fully committed to selling and doing what is necessary, I don't take the listing. I cannot waste my time and marketing dollars on a seller that is not committed to selling.
Lisa--Funny thing is many of these homes weren't tough sells...They just needed staging, new photos and better marketing. Thanks for the kudos!