It is not likely that the right buyer will simply walk through your door. Properties must be presented to the buyers.  A successful marketing campaign can insure a number of qualified buyers. Select an agent who uses agent to agent marketing, and one who uses state-of-the-art techniques such as an interactive voice-response system, a front end MLS system and the internet. Make sure your agent is trained not only in the financial aspect of a real estate transaction, but the marketing aspect as well.

Fix Your House Up Before it Goes on the Market.
Unless your house is nearly new, chances are you want to do some work to get it ready to market. The type and amount of work depends largely on the price you ask, the time you have to sell, and of course, the present condition of the house. If you are in a hurry to sell, do the “little things” that make your house look better from the outside and show better inside.

Create “Curb Appeal.”
“Curb appeal” is a common real estate term for everything prospective buyers can see from the street that might make them want to see the inside of the property. Improving curb appeal is critical to generating traffic. While it does take time, it need not be difficult or expensive, provided you keep two key words in mind: neat and neutral.

Neatness sells.   New paint, an immaculate lawn, picture-perfect shrubbery, a newly sealed driveway, potted plants at the front door — put them all together, and drive-by shoppers will probably want to see the rest of the house.  Hand-in-hand with neatness is neutrality. If you’re going to repaint, stick to light, neutral colors. Keep the yard free of gardening tools and the kids’ toys. Remember, when a family looks at a house, they are trying to paint a picture of what it would be like as their home.

Showing Your Home

Preparing Your Home to Show

• First impressions are lasting. The view from the street has an impact on the buyer’s reaction to the entire house. The addition of seasonal flowers works wonders. Keep the lawn trimmed and edged. Be sure snow and ice are removed. Remember the importance of exterior paint and the front door appearance.
• Jazz it up inside. Faded walls and worn or soiled carpeting reduces appeal. Most buyers are attracted to homes offering “move-in” condition and neutral colors and they often over estimate the cost of decorating changes.
• Can you see the light? Keep your home looking cheerful. Dark rooms feel dreary so keep the draperies open to let the sun shine in through sparkling windows. Provide a feeling of glowing warmth by turning on all the lights (closets, too) for an evening showing.
• Fix that faucet! Dripping water discolors sinks and suggests faulty plumbing. Also, attend to loose knobs or hand rails, sticking doors or warped drawers which can detract from your home’s value.
• Make closets look bigger. Neat, well-ordered closets suggest room to spare. Can you move extra items to another location?
• From top to bottom. Display the full size of your basement, garage and storage areas by removing all unnecessary articles. Brighten dull, dark basements by painting the walls.
• Bathrooms need to sparkle. Repair caulking in bathtubs and showers.
• If it is cold outside. Logs crackling in the fireplace can be a hit for second showings.
• The icing on the cake. Setting the dining room table as though it’s time for a dinner party helps buyers imagine themselves living there.

During the Showing
Three’s a crowd. Avoid having too many people present during inspections. The potential buyer will feel like an intruder and will hurry through the home.
Man’s best friend. Keep pets out of the way- preferably out of the home. Even the friendliest pet can become anxious when strangers appear.

Make Sure Your House Shows its Best.
First, make your house look as clean and spacious as possible. Remember, people may look behind your doors — closet and crawlspace doors as well as those to the bedrooms and bathrooms. So get rid of all the clutter; have that garage sale and haul away the leftovers. After you’ve cleaned, try to correct any cosmetic flaws you’ve noticed. Paint rooms that need it, grout tile walls and floors, remove or replace any worn-out carpets. Replace dated faucets, light fixtures, and the handles and knobs on your kitchen drawers and cabinets. Finally, as with the outside of your house, try to make it easy for prospective buyers to imagine your house as their home. Clear as much from your walls, shelves, and countertops as you can. Give your prospects plenty of room to dream.

When You Find The Buyer
Here are some questions to answer before you can be sure a closing is in your future…

• Is this person truly a buyer? As a security precaution, don’t disclose too much information about yourself or your finances to strangers.
• Is the buyer financially qualified? Do they have written proof of loan approval from a lending institution, or do they merely think they are qualified?
• Do you have a professional to handle the contracts and oversee the escrow?
• Have you researched the laws which apply to your transaction? Find out about the Fair Housing Act with 1988 amendments, contract laws, material disclosure requirements, and Truth and Lending, Regulation Z regarding your advertising requirements.
• Is every detail in writing? You need more protection than merely the buyer’s memory on various terms, and oral contracts on real estate contracts are generally not enforceable.
• Secure an adequate earnest deposit. You’ll need an escrow agent to hold the funds.
• Is the buyer asking for contingencies? Perhaps you should wait for a better buyer.
• Is the buyer having the property professionally inspected? What items will you be required to repair and is there a dollar limit?
• Do you understand all of the contract provisions – are they standard or stated in the favor of the buyer?

An Offer!
Assuming you price your home correctly, a prospective buyer will “make an offer.” As the seller, you have three options: you can accept the offer, reject the offer or make a counter offer. A counter offer usually will encourage a buyer to continue their negotiations. You may also receive multiple offers. You may prefer to take slightly less for your property from someone who is willing to pay cash, versus someone who needs to sell their current home. Contingencies, move-in dates, and financing are all things to consider when weighing an offer.

The Closing
After you accept an offer on your property there are a number of details to be completed. There will probably be an inspection of your home by a professional who will determine the condition and integrity of your property for the buyer. The buyer’s mortgage company may choose to send out an appraiser who will assure the lender of your property’s worth. The title company will warranty that there are no liens or existing encumbrances which would inhibit a transfer of title to the buyer. Either you or the buyer may chose to be represented by an attorney. First time sellers and buyers often feel more comfortable to have the paper work reviewed prior to signing.