SELLING IN TODAY’S MARKET

Falling prices, extensive inventory, longer market time and more restrictive financing are hallmarks of the current market. How do you make your home stand out from the rest and sell in the shortest time frame for the most money possible?

1. Price your home aggressively. This goes against everyone’s natural instinct to “test the market”. Unfortunately, “testing the market” in a declining market will ultimately result in a lower sales price. A property attracts the most attention, excitement and interest when it is first listed, and if it’s above market value you will lose many potential buyers.
   
   a) Look at homes in your neighborhood that have sold within the past two or three months. You need to price below the lowest sale price.
   b) Look at homes in your neighborhood that are currently on the market. They are your competition. Buyers who come to see your home will have seen these properties. Your home must offer the best value and stand apart. Your price should be below those listings.
   c) Look at square footage, and cost per square foot.
   d) Look at location, location, location. Factor in positives such as views, privacy, ease of commute, along with negatives such as a busy road or a steep driveway.
   e) Look at upgrades. Hardwood, granite, tile, upscale appliances, decorative moldings all add to the desirability of a property.
   f) Consider a professional appraisal. Appraisal standards have tightened, and Cape Cod (along with Boston and the South Shore) has been designated as a declining market.
   
   
2. Make your home sparkle outside and in.
   
   a) Curb appeal is essential. The first impression of your buyer should be: neat, clean and cared for. This covers, the yard, the driveway, the walkways and even the street out front. Your doorway is a focal point.
   b) Inside should feel light, bright, soothing and odor-free. Banish clutter. Consider staging.
   
   
3. Engage a professional home inspector. Know the issues that are likely to arise from a buyer’s home inspection and address them immediately.
   
4. Offer to contribute to buyers’ closing costs.
   
5. Try not to move out while the “For Sale” sign is still up.