Smart Start Selling Tips: How To Sell Your Home In A Buyer's Market

Begin by finding the right realtor. Look for someone with experience and enthusiasm. Discount brokers may look enticing in the beginning, but can lose their luster when your home requires an agent's attention. Like most things in life, you get what you pay for.

Once your realtor is chosen, order a termite inspection of your property by a licensed inspector. Most agents wait until the home is in escrow. Don't follow that pattern. Knowing the value of any termite repairs before your home hits the market and avoids surprises later.

"Honey do" lists-complete them before marketing your home for sale. You know what's broken and it's only a matter of time before a buyer does. Make all minor repairs first. No smoking, please. If you are a smoker, stop smoking in your home immediately. Cigarette smell can cost you a buyer. Open all windows frequently, have rugs and drapes cleaned, and paint all stained walls.

Freshen up the look. A fresh coat of paint does wonders for a home. If you still don't color within the lines, hire a professional. Price it well. What your neighbor's house sold for last summer is not the best indicator of what yours will sell for this summer. Have your agent provide you with reliable sales comparables and adjust for the upgrades, or negatives of your home. Be honest with yourself-the kitchen remodel you did 15 years ago will not bring top dollar in today's market.

Clean, clean, clean. It starts with what the buyer sees from the street and continues to your back fence. Manicured landscaping, a swept driveway and sidewalks, a welcoming front entry and a spotless interior add to the attractiveness of your home. Statistically, buyers choose homes within the first 10 seconds of their visit, so it's worth it to make your home shine.

Always check to see that your front door is clean, especially your front doorknob. It's the first part of the home the buyer touches and you never get a second chance to make a good first impression.

Clean your windows. If Fido licks the back slider every day, re-clean it before any showings.

When your home is being shown, don't play tour guide. Let the buyer and his/ her agent view your home without you. Believe it or not, most buyers feel like they are invading your home when you show them around. Step outside, or take a short walk. Remember, it's the best way to get an offer.

Be creative. With hundreds of homes to choose from in this market, buyers and agents are picky. Offering an incentive-gas cards, additional commission, carpet allowances or maybe even a cruise for two can set your home apart and bring you an offer sooner. Be informed. View all

the competing homes in your neighborhood and work with your agent to best position your home to sell. Consider pricing, upgrades or incentives to make your home stand out. Be flexible and never get offended. Be open to all offers. Try not to take it personally or get insulted if a buyer offers less than you would like to take for your home. Some low offers can be negotiated up to a number that works for both you and the buyer.

If your home is sitting, consider offering to pay the buyer's closing costs, or a set amount of money that they could use to buy down the interest rate on their loan. You could help them lower their monthly payment, and allow them to buy your house.

Newspaper ads and brochures about how great your agent is won't make a buyer pay more than market value for your home. Understand this, and remember that you are likely to be in the driver's seat when you start shopping for your new home.

Remember, the market has changed. You need to be patient, creative and flexible. The homes with the most upgrades for the lowest prices are the ones that are selling.

For more information, call Dianna Dingman of The Encore Group at (805) 901-3369 or visit Aviara Real Estate, 2555 Townsgate Road, Suite 200, Westlake Village.