When considering value and salability, Sellers sometimes look at only their side of the issue. They just think about the amount of money they want or need to net from the sale, and they think about what is great about the home that they think others should like. Those are probably worth considering in there someplace, but the real issue is not what they like about the home or what they need to get from the sale, it’s what a buyer will like about the home that ultimately decides whether their home will sell or not and how much it will bring.
Buyers have a real advantage in that they can go anywhere to look, compare and purchase a home. A Seller cannot change their location or the basic design of the home at all. So all they really have to work with is condition and price…and marketing, which is where I come in.
I can show comparable sales on paper all day long, but sometimes Sellers still don’t get it. The best thing to do is for me to put them in the car and go and visit some other homes on the market that fit the same profile as theirs, as if they were a Buyer. And then make the last stop their own home. Hopefully some perspective is achieved about what they need to do to get their home ready for the market and pricing. Pricing must be competitive if they want to sell.
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