Have you ever wondered what it is like to be involved with folks that are at their greatest stress levels? Every real estate agent can go into great detail about helping people through tough times. Packing, making tough decisions, maybe adding others issues to the mix, i.e., down sizing, illness, death or divorce–we have seen it all. Yes, it is fun to see a family find the perfect home and see kids choose their own bedroom, but most of the time the stress comes through.

Recently I watched a family follow their dreams to a new job and community. Not only is our market challenging for sellers–buyers can struggle with the lending process. Low appraisals, excess work requirements, paperwork demands and delays, and the final hourly countdown until the keys are handed over–it all adds up to stress. To my seller friends the trauma was endless. Let me give one piece of advice: communicate! We are here to reach out to every available resource and get the job done. Be nice, for goodness sake!

Life sometimes catches us off-guard. It’s not unusual for family situations to change suddenly and a move becomes necessary.  So many times I have discussed the need for regular updating to a home.   When it’s time to sell (and there will be that time) the job of preparing for the marketplace is easier, and less costly, if there has been regular maintenance.

I have been showing homes this last week and I am amazed at the conditions of some properties. The facts are these: there are fewer buyers, more competition, and decreasing values. Why wouldn’t a seller want to capture the buyer by being competitive? That means to offer more amenity at a lower price. Simple.

I have seen more unkempt homes, trashed yards and filthy toilets than I ever care to see. Ah, you say, short sales. No. Maybe sellers haven’t been told that selling a house is like selling anything else. There’s a lot of competition–what are you going to offer that will inspire the buyer to think “wow, we had better grab this before someone else does”. Wake up America! (Always wanted to use that line…..after looking at houses on the market it seemed appropriate!)

There are always articles about what to do when selling a home, but I just read one that really made sense. Read on for some great information.

Ten ideas:

• neutralize to neither feminine or masculine (i.e., no fussy lace curtains with rose print pillows);
• paint surfaces in earth tones (i.e., putty, mushroom, taupe or dusty greens);
• paneling doesn’t need to be removed—use good neutral paint to give a homey feel;
• kitchen cabinets painted to match walls and use brushed metal hardware;
• lighting need not be hard-wired—just effective;
• curtains should match windows or simply use blinds for a simple and clean look;
• flooring and counters can be replaced inexpensively with new products that mimic the custom hardwoods, tiles and stone (i.e, stenciling on wood flooring can look like inlaid detailing and give a designer look);
• hang inexpensive art, such as framed calendar prints;
• replacing bathroom tile quickly updates but remember to keep all the tiles the same color—and don’t get too fussy with rope borders, etc.;

And finally;

• walk across the street and look at your front door. Curb appeal is still a primary reason why someone may appreciate your home. The yard should be landscaped, well maintained, and have good color. A few big pots of bright flowers are probably the least expensive way to say “welcome”!

This is the question every REALTOR® hears, “What makes a house sell in this market”? New family goals sometimes create an urgency to sell properties. Other sellers might be simply toying with the idea of moving. REALTORS® could categorize this thought process as “testing the market.” Statisticians delight in their data collections and while real estate professionals are leery of absorbing all negative information, we are aware that reports of larger inventories and fewer buyers are accurate.

Motivations that result in the “For Sale” sign in the front yard do vary. The question of what is selling will still be asked. At a recent meeting of the local chapter of the Women’s Council of REALTORS® (WCR) each member was asked, “What makes a house sell in this market?” The WCR is a group of real estate agents (both men and women) whose purpose is to raise professional awareness to better serve their clients. Here are some of their responses:

WCR local chapter President, Jennifer Valerien, a REALTOR® with RE/MAX Inland Empire, had this to say, “A seller must truly want to sell – which is a combination of pricing appropriately and showing competitively. A house must be priced in the bottom 20% of all the competition, but show in the top 20% of all the competition.”

Other members summarized this way, “Priced right and staged well,” “A realistic selling price and a house that offers more than others,” “Price dictates sales right now,” and “Has to be best priced, best valued in the neighborhood.”

Another WCR member, Linda Knaggs with RE/MAX Inland Empire said, “Condition & price! You must have a home that shows well and is move-in ready. Price must be at or below market value because there are so many homes on the market for buyers to look at.”

Each WCR member was anxious to share their experience. All comments told the same story – that there are, indeed, purchasers in the marketplace. They seek the best property for the best “deal.” When the seller complies with market demands, buyers make offers to purchase. REALTORS® are educated to guide and serve their clients, both buyers and sellers. Listen to their advice – it’s what each one has experienced on a daily basis.

The best summary came from the group effort of Maria Walker, Marilyn Amato and Shelley McDowell, all REALTORS® with Century 21 Beutler & Associates in Spokane. They wrote, “Perfect orchestration of the following: Pre-approved buyers, motivated sellers, right price, creative lender, tenacity, diligence, hard work and lots of prayer!” Most REALTORS® have heard stories of sellers burying a statue of St. Joseph in the yard of the home for sale. While this practice may have worked for some, too many of us know of several statues getting a little moldy. Maybe it’s the combination of price, condition, urgency of the seller and the power of something we can’t explain!

Your REALTOR® wants to help you, whether selling or buying. Our community is alive and well. Contact a REALTOR® today.

Published in the Spokesman Review August 29th, 2010.

There are five things necessary for every seller of a property!

1. First, find a professional you trust! Then listen! Listen to suggestions for pricing, staging and showing the property.

2. Prepare the house by de-cluttering. Start packing. If you are intent on selling, then you are intent on moving. Collect boxes, and fill them!

3. Clean the house. Top to bottom—make it sparkle. Hire help if necessary. Don’t let any buyers inside until the house is spotless. It means dollars in an offer!

4. Repair everything that you’ve been living with that isn’t quite right. Look around—dripping faucets, peeling paint, window blinds that are broken or crooked, dull or ugly paint—it’s what the buyers see first. Maybe it’s time to re-roof. Sellers can do it for half of what the buyer’s take off an offer price! One negative aspect of a terrific home can affect the willingness of the purchaser to pay the asking price.

5. Be flexible. In a market that is flooded with properties and fewer buyers, the trick is to beat the competition. If sellers want to sell, and marketing time has extended, it’s time to re-think decisions on pricing, conditions, and availability. It might be time to do a bit more fix-up, change the price and have open houses. Work with your professional to re-think strategies.

THEN, congratulations…..you’re on the move!