As with most things in real estate, selling is not a single event, but a process…from the decision to sell to the close of escrow. The most important step to selling is to have a sales “plan”. More than 80 percent of “For Sale by Owner” properties enlist the help of a professional broker before they sell.

The reason is that most consumers don’t realize they need a plan. One of the greatest values a professional Realtor brings to the sale is their knowledge of the market and ability to make a plan that will result in the best possible price.

Key #1 in your plan is to make the home desirable. We’ve all heard about “curb appeal”, but that’s only the beginning. Once a potential buyer steps through the door, the rest of the house must meet expectations. There are few things worse for a buyer than to see great photographs, drive up to a nice looking home and step into a dump. Even if it’s not a dump, it should reflect the original presentation of the house in photos and advertising and coincide with the style and price level of the neighborhood. Your real estate professional can help you prepare your home to avoid any shock value and help everything work together to present your home in the best possible light.

Key #2 and the most important item in your plan is pricing. It’s fundamental that no seller wants to sell for too little and no buyer wants to pay too much. As your Realtor, it’s my job to be sure you don’t fall too far on one side or the other. A correctly priced home will move quickly because it’s perceived to be a good value. An over-priced home will languish on the market because the price doesn’t match the value. The foundation of your sales plan is a pricing strategy. Even if you decide to start on the high side of the price range, your real estate professional will advise you ahead of time about ways to negotiate, the best timing for any price adjustments and how to keep the perceived value high.

Key #3 is exposure. No one will know your property’s For Sale unless someone tells them about it. I pride myself in being able to get the word out about my listings with the highest professional quality, using diverse media and creating an impact as powerful as anyone in the business.

To do this, I develop:

  • High quality photos, flyers and advertising
  • Accurate, professional promotion through RMLS and every real estate office and brokerage in the region that participates in RMLS
  • On-line presentation of photo galleries and virtual tours on RMLS, Hasson.com, LarryBlackmar.com and hundreds of respected regional and national websites
  • Pro-active marketing to the local neighborhood and surrounding community
  • Professional presentation through targeted e-mail marketing.

Key #4 is negotiation. A professional Realtor who’s a good negotiator can be worth their weight in gold…literally. Understanding the motivation on both sides of the transaction, knowing how to give and take and being creative in meeting the expectations of both parties can add up to a lot of saving for the client.
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Remember:  It's the little things that make your home stand out.