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Price & Preparation: The Make-or-Break of a Home Sale

Tuesday, March 10, 2020   /   by John Salkowski

Price & Preparation: The Make-or-Break of a Home Sale

Homes fail to sell because there is either an issue with their condition and showability, or the pricing isn't right. Here’s how to determine if yours is stagnating for these reasons.

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There’s a quote that we live by here in our office: “When preparation meets opportunity, the end result is always success.” Before you list your property, you have to be prepared, and there are several components to this: 

1. Condition and showability. Even if your home is currently listed, invite an experienced agent over to walk through it and give you advice on why it’s not selling. Did you have a professional take your photos? Is your property one that requires aerial photos?

2. The first impression. Ask yourself whether your property description is too wordy; it must hit the buyers’ emotional hot buttons. Is your property the standard write-up of “4 bedrooms, 2.5 baths, colonial,” or is it “On a cul-de-sac, on an acre of land in a private, secluded area”? 

3. Commission. What kind of commission are you offering? Is it above par, on par, or below par? You have to know this. 

4. Choosing the right Realtor. Not all agents are created equal, and unfortunately, just because they have the title does not mean they’ll be able to sell your property for X percent of the sale price. Some agents are buying agents, while very few are selling agents.

When it comes to pricing, how does your home compare to those that are similar? Did your agent do a thorough comparative market analysis? 

Here’s a harsh reality: Many Realtors are just messengers, not problem solvers. You need someone that will come in and give your real-world advice and strategies that work. 

So if you have any questions as to why your home is not selling, don’t hesitate to reach out to us. We’d love to hear about your specific situation and lend our expertise.


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