Don't be alarmed if you were planning to sell your home this year and have noticed more properties sitting on the market. The Southern California residential real estate market is going through an adjustment, just as the stock market did. Demand for reasonably-priced homes is still strong, and competitively priced properties are selling quickly. Home prices are increasing modestly.

How to go about selling your home now that the supply is greater and the number of buyers is fewer and more sophisticated? The first step is to consult with an experienced realtor who will provide you with a free consultation with no obligation to list with him or her. The consultation should cover the most important issues comprising the marketing strategy for your property (including location, features and condition) in order to meet your particular needs. You will also be provided with a "CMA" (Comparative Market Analysis) which will give you the price range of similar properties that have sold in your neighborhood during previous six months, as well as current listings that may soon be your competition.

The second step is to put your home in tip top condition. That means de-cluttering; removing cobwebs inside and out; cleaning dirt from stucco; cleaning light fixtures inside and out; freshening up paint; cleaning or replacing current carpeting; touching up grout; sprucing up the front and back yards, adding flowers where possible, pruning overgrown trees and bushes so the home will be inviting outside and "light and bright" inside; cleaning windows; and storing valuables.

Should you update your home before putting it on the market? My advice is no, unless you know what you're doing or will keep your color scheme neutral. Many buyers prefer to update their new purchase to reflect their own taste rather than paying more for someone else's "bad taste." Every time I sell a home, I ask the buyers why they chose it. Invariably, one of the reasons is because it was clean and well-maintained. I haven't met a buyer yet who bought a home because of a granite counter.

The other important consideration is to list the property at a competitive price. How does an experienced realtor determine a competitive price? Sales statistics from the MLS and the county assessor's office are not comprehensive enough to use alone. An experienced agent knows that the terms of a sale may significantly affect the final sales price of a property. The net sales price of a home can be very different from what was reported to the assessor and the MLS. Such discrepancies can lead to a false impression of true market value. Since the list price should be based on how the market will react to your home, properly pricing the home when it is first offered for sale is crucial, with a capital "C." The best offers (i.e., highest prices and best terms for the seller) usually are the ones that come within the first two weeks of putting the home on the market.

The assessor's office frequently has incorrect information ranging from the number of bedrooms and bathrooms to the square footage of the home and the lot. Therefore, all information regarding the physical characteristics of the comparative sales in your neighborhood should also be verified. Just because something is in writing, does not mean it is correct. Unfortunately, some agents use the assessor's information in their MLS listings without verifying it.

Lastly, if the current market will not bring you the sales price you hoped for, you can consider other

possibilities. If you are planning to buy a replacement home, depending on its location, the end results

might be better than you think if the replacement home is located in a temporarily weaker market. If your replacement home is in California and you are at least 55 years old, Propositions 60 and 90 may allow you to take your current tax basis to your new home saving you hundreds or thousands of dollars per year. You might prefer to rent your property out for one to three years before selling it as your primary residence, or converting it to an investment property and selling it later in a 1031 exchange. Please be sure to consult with your tax professional to verify your options.

Susan Stone, GRI, realtor associate, has been an Agoura Hills resident since 1982.She has written articles for a number of publications, served on a real estate advisory committee for the Daily News and has taught homebuyer classes for Bank of America.As a broker associate with White House Properties, Susan provides real estate and relocation services to and from the San Fernando and Conejo valleys, Camarillo and Oxnard.She is a graduate of Pomona College in Claremont and earned a professional designation in marketing and merchandising from UCLA. Susan is fluent in English, Spanish, French and Portuguese and part

ners with other agents/ brokers for a number of others.

She may be reached at (818) 865-0944, or e-mail ss4re@aol.com or visit www.susanstone.com.