WHY ISN’T MY HOUSE SELLING?

This is a common lament from a lot of homeowners.

There are a number of reasons why your home may not be selling.  Let’s start with the current market.  Owners need to be out of the mindset of several years ago….that is past and hopefully, will stay in the past.  Those were way overinflated times and we don’t need that again.  Unfortunately, if you bought during the highest point, you may be out of luck.  This is why we are seeing, and will most likely continue to see, short sales and forclosures.

You need to objectively look at your home as a “buyer”…..I often suggest that my sellers view similar homes to see where they rank in the “wow” factor.  There will be both nice and not so nice listings and it’s good to actually see the homes in person.  Don’t just rely on the pictures on the internet…..sometimes photos hide all manner of mistakes.

It’s VERY important that you stage your property.  I am a huge proponent of first impressions are lasting ones.  Curb appeal is key to getting the buyer into the right mindset once they’ve entered the house.  If they don’t like what they see outside, chances are that they’ve already got preconceived notions of what’s awaiting them inside.  Some buyers I’ve been with will not even go inside if they don’t like the outside.  While there are exceptions to this rule, why take the chance.  Make sure your yard is freshly landscaped.  Make sure all bushes and trees are trimmed so that potential buyers can see the house.  Remove all hoses from the front.  Sweep the doorway.  Make sure your door is clean and any windows clean as well (this goes for the entire home…no one wants to look through dirty windows–let the light in!).  Stand on your curb, look at the house….really LOOK….be critical; pretend you are a buyer!  If your home looks tired, spruce it up a little.

You MUST, MUST think of yourself as moving.  There’s no use in putting your home “on the market” to test the waters.  This is a waste of time for you, your agent and others.  If you’re not serious and you cannot wrap your brain around moving, wait until you can.  Prior to listing, I suggest starting your packing.  Remove personal items, i.e., religious icons, photographs, books that are controversial, etc.  This way, buyers will look at the space and not focus on who lives there.  People are funny that way, perhaps they won’t buy because of your religion….you just never know; why give them the opportunity to walk away because of that.

Straighten your closets….this doesn’t mean call Classy Closets, it means pick things up off the floor and/or pack.  Plastic bins are terrific organizing tools.  Make sure that your clothing is neatly on hangars.  Also, linen closets need to be straightened up….don’t give buyers a chance to fixate on the messy closets and not the storage space they offer.

If you’re going to pack, stack the boxes — neatly — in the garage.  If you have a lot of things in the garage, clean it up.  Have a garage sale and get rid of everything you don’t use/need.  Call a charitable organization to come by the day or so after to pick up everything that doesn’t sell.  Are you going to move and put the same things into your new home that you didn’t use in your current home?

Kitchens need to be clutter free.  Clear the countertops as much as you can.  Put papers away.  Put small appliances away.  Let buyers see the space.  Make sure surfaces are clean and the sink is sparkling.  Also, buyers may open your refrigerator….be prepared.  A pantry, if you have one, is also something that needs attention….make sure it looks neat.

If you have children, now is a good time to teach them to pick up their toys.  You’re not expected to remove everything, but keep toys to a minimum.  If you have a playroom, make sure that the floor is clear for entrance.

Look at the walls, do you need to paint?  I suggest a fresh coat if need be…..most buyers will feel differently about a freshly painted home….it feels cleaner.  Buyers will like that they can move into a home without worrying about painting.

Don’t take anything that your selling agent says personally.  He/she wants to sell your home as much as you do.  Better for one of them to tell you about negatives than hearing it constantly from potential buyers.  Get a head start on  preparing your home properly for sale.

Last, but certainly not least, PRICE is key.  It’s better to price competitively in the beginning than to keep dropping the price.  Remember, if your home is priced appropriately you’ll get showings.  You should have the greatest amount of actively in the first few weeks a listing is on the market……this will tell you if it’s priced right.   Be prepared for a lot of competition.  You must also be aware of the way appraisers are viewing properties today.  If your price is too high, it may not appraise out and then you’ll have to negotiate down or lose the sale.

Ultimately, chose a realtor who is honest, fair and who you like.  This is a very personal decision and oftentimes very emotional.  Think of your home as a commodity.  You’ve decided to sell, it’s time to move on!