How to make sure of a sale

Selling a home is always nerve-wracking, and especially so when the market slows, inventories increase and buyers have more time and more choice.

Doubts arise about the asking price, whether the property for sale is gaining enough exposure and if potential buyers will appreciate how well maintained the property is.

But while these are all legitimate concerns, they can easily be dissipated with a little forethought and preparation, starting with a clear definition of the sales goal, says Berry Everitt, MD of the Chas Everitt International property group.

“Two properties may sell for the same price but the seller who has to pay up for repairs prior to transfer will often end up with less in his pocket, so sellers must be equally focused on both price and terms - and on working with an experienced agent who will negotiate the best overall deal,” he says.

Writing in the Property Signposts newsletter, he says sellers also need to do their homework about their local market. “Today’s buyers are well prepared and sellers need to know as much as they do in order to be taken seriously.

“In addition, sellers must ensure that their agent has a comprehensive marketing plan. Successful agents use a variety of methods to attract and qualify prospective buyers, including the latest Internet and communication advances. Make sure your agent is up to speed.”

And finally, Everitt says, sellers should not forget that presentation is the key to keeping buyers interested. “Buyers want an environment where they can see themselves living, so give them a showhouse where everything is clean, uncluttered, arranged, and attractive - a home where the only issue is when to move in.”

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