Sunday, October 23, 2016

Home Seller Tips: The Four Ps of Selling Your Home

This morning I received a text from another agent whose listing I had shown buyers last week.  The text was simple...agent bonus of $XXXX for buyer.

I did not respond for a couple of reasons. 

If my buyers had really liked the house we would have made an offer.  Secondly, offering me a bonus will not cause me to push any specific property on my buyer customers.

There are lots of "games" used when selling a home.  I recently published "Will Pokemon Go help you sell your house?" on another blog I write. 

Games do not sell homes. 

So what sells homes?

Start with the four Ps of selling your home Preparation is key.  Pricing is a number one.  Promotion is vital.  Presentation is critical.

Preparation begins before a house gets listed.  Sellers usually get one chance to impress prospective buyers. A house that has not been prepared beforehand will not be likely get a second visit.

Pricing must reflect seller motivation, circumstances and competition.  It goes without saying it must also be a reflection of the property's real condition.

Promotion is simple.  Getting your home's information in front of the most potential prospective buyers.  This involves your local real estate agent having marketing plan which has identified who the likely buyer will be and where they will come from.

Presentation is key.  This is a broad topic.  It involves ease of being seen by prospective buyers (no 24 advance notice, no agent must accompany all showings, no owner must be present, etc.).  Most serious buyers have a tight schedule and the ability to view when seeing other homes is key.  Accommodation when possible is critically important. 

Presentation also can be interpreted as being "show ready" every day the home is on the market. Unless a house is vacant buyers understand that there are people living there.  Still, forgoing some routines and habits for the short time a house is actively on the market is a small price for finding a buyer.

Selling a house is an orderly process.  It begins with the decision to sell.  The next decision should be choosing a local knowledgeable real estate agent to sell your home.

Your real estate agent is key to the process and can offer solid advice.

If you are considering selling your Rockledge, Florida home, call or text me at 321-693-3850 for your free market analysis.  I would be happy to discuss the process and make recommendations on how to best prepare your home.

Call or text me at 321-693-3850.

Tuesday, September 20, 2016

Home Buyer Tips: How Long Does It Take To Buy a Home in Florida?

While holding an open house recently I had a visitor remark they "were buying a house in a couple of months."

My follow up conversation brought to light three red flags.  
  1. The lack of understanding about how long the purchase process takes; 
  2. No effort was made to obtain mortgage pre-approval or pre-qualification; 
  3. Friend who does mortgages.
Why are these red flags?

First, this is a first time home-buyer who really had not been educated on the process.    Since he had no real estate agent that is quite understandable.

The first step in the home buying process?  Get a local knowledgeable real estate agent you can trust.   Here is a quick summary of the home purchase process in Florida - Contract to Closing in Twenty Steps!  Who pays for the buyer's real estate agent?  The seller. 

Secondly, a seller (and a real estate estate) wants to have some confidence of a prospective buyer's ability to pay.  Seller's do not want to take their home off the market without confidence the transaction will close.  Real estate agents get paid only after a deal is closed.

Unless paying cash, it is critical a prospective buyer know what they can afford (including acquisition costs).   If a buyer can't afford a property everyone is just spinning their wheels!

Lastly,  buying a home is very often the largest financial decision many buyers make.  Trusting a "fiend," relative, or anyone without an understanding of their experience is a major risk.

Take a look at these home buyer articles.

Friday, September 16, 2016

Choosing Your Realtor: Want a Listing Agent or a Seller's Agent?

When I speak with prospective home sellers in the Viera, Florida area I like to point out the difference between having a home "For Sale" and home "listed" in the multiple listing service (MLS).

Put another way.....There are two types of agents to choose from  - "Listing Agents" and "Seller's Agents."

What is the difference?   Mechanics and results.

There are the mechanics of listing a home which most real estate agents can manage to complete. 
Then there are the results...  Sold!  Sold! does not just happen.  

Sold! is the culmination of a planned process with a realistic achievable goal.

What does the process involve?  

Beyond the basic steps like listing agreements, disclosures, signs, entry into the MLS system, etc. there are the details of the process like providing advice and counsel regarding pricing and preparation.  There is the communication and responsiveness to the client and prospective customers/buyers.   There is the development of a marketing plan that makes sure the pool of most likely buyers know the home is for sale (more than a sign and MLS entry).

Here are a few articles on the home selling process...

For additional information on how to sell your Melbourne, Florida home, call or text me at 321-693-3850.  

Remember, real estate agents get paid when property is sold - not listed.

Thursday, September 15, 2016

Selling Your Home: Grey Poupon is Not Just Mustard!

Grey Poupon is a brand of whole-grain mustard.  I remember many of the commercials on TV where some person asked "Pardon me, Do you have any Grey Poupon?"

The point of the commercials was simple - distinguish yourself from the competition and get noticed.

To me Grey Poupon is not just mustard because I see it differently from any other yellowish condiment.   The marketing and presentation made it stand out.

How does this apply to selling a house?

In many communities, like our Viera (Melbourne), Florida planned unit development, many of the subdivisions are "cookie cutter" developments built by a single builder with only a handful of models.  While some have different front elevations on the surface there is not much difference.  Not only does this apply to single family homes but this can be especially a challenge when selling condos where there are usually only maybe four different floor plans in an entire complex.

The challenge when selling is to differentiate your home from the others...distinguish yourself and get noticed.

The seller's real estate agent must put together a marketing plan that makes the home stand out.  Of course the easiest way to make a house stand out is price. 

Some sellers take this approach by pricing at the lower end of the market and thereby encouraging competition among buyers.  When the inventory is low this could be a great approach.

Your house may be gold on the inside but in some communities it may look the same from the outside.... Start the selling process by thinking  "Grey Poupon." 

After all, your house is not just a house.

 Image courtesy of Sira Anamwong at