Any process can prove tricky to someone new. Let alone, the complicated procedure of selling homes, to agents helping out the ordeal could be less difficult. Good thing we have this tips to make your life easier.
Memorize the Market
When a market turns and sudden transition occurs, study your potential market response with the sudden changes. As a listing agent and local market expert, mastery of the signs of a shift and having the means to communicate the new reality to your sellers is a must. Our job is to help our potential sellers understand the turns. We should sent out extensive communiques to our existing sellers and also tweaked our listing presentation to encompass the new reality.
Understand the Motivation
Seller motivation is primary. The genuine willingness to do whatever is necessary to sell is very essential. On the other hand, if they are not highly motivated and is after for "testing the market", refer them your competitor across town. Once the listing expires, circle back around.
Know the Numbers
Statistics in average days on the market, sold price, price-per-square-foot, and percentage of current active properties with recent price reduction are vital in helping sellers understand the current market and effectively position their home to sell. In addition to these numbers, using Clarus Market Metrics is highly recommended for these charts and graphs help sellers see the current metrics at a glance.
Effective home selling is all about three P's - preparation, pricing and promotion. These 3 P's are interconnected and must complete the process of listing. Different pricing techniques are essential in different approach:
1) maximum price for an increasing market
2) for downward market - seller's better understanding that prepared homes are the ones that sell while the rest remain active is implied.
Nail the Pricing
Pricing is the most important among the three P's. Such as in a declining market, buyers preferred the best prepared property at the lowest possible price. Effective pricing strategies are very essential as Wisdom states, "price ahead of the market" - if a market has turned downward, educate your sellers to price their listings below the last sales.
Promote the Home
Promotion is the key. Effective promotion includes anything that will keep prospective buyers engaged with the listing on their phone. Thoughtful preparation, use of social media thru targeted ads on Facebook/Instagram/Twitter and innovated technologies such as virtual reality (VR), drone footage, 3D tours and video, professional pictures and beautiful staging. Persuaded through follow up email campaigns and other means to cover all the promotional bases.
Respond to the Leads Quickly
Ensure to have a systematic response systems in place to capture leads and let your sellers know that their property must be available for showing when a prospective buyer wants to come through. All inquiries and concerns should be addressed accordingly by the respective person in charge who is well equipped with knowledge and skills. For further enhancement, a comprehensive disclosure system and report package is available and is user friendly.
Know your Options
Innovation is progress. Trying new measures or practices to excel and help the sellers when the market was down could possible boost them to gain more including credits toward closing costs, bonuses to buyer agents, interest rate buy-downs, termite report clearance and the like.
Master the Scripts
Continuous coaching, training and scripts practices will definitely improve and develop the professional skills and mastery of the agents in their field of work.
Take Listings You Can Sell
Compete effectively in our market by knowing not just the market numbers but yours as well. Significant and efficient advertising budget must be applied for each listing. Mastery of the fundamentals with effective cash flow and client management are substantial and very useful to succeed when the market turns or declines.
Within the property market, there is much written about when the best time to buy and sell is. Just like trading other investments you can try to play the market to your advantage and this certainly applies with investment buyers, but when it comes to selling a home, it is often more about the right time for you rather than trying to judge the wider market.
Lawrence Yun, Chief Economist at the National Association of Realtors, recently commented:
"Contract signings inched backward once again last month, as declines in the South and West weighed down on overall activity."
Yun goes on to say:
"The reason sales are falling off last year's pace is that multiple years of inadequate supply in markets with strong job growth have finally driven up home prices to a point where an increasing number of prospective buyers are unable to afford it."
In this type of market, a seller may hold a major negotiating advantage when it comes to price and other aspects of the real estate transaction, including the inspection, appraisal and financing contingencies.
As a potential seller, you are in the driver's seat right now. It might be time to hit the gas.
If you're ready to sell your home but just waiting for the right time, then you're in luck my friend. There's a saying that goes, "strike while the iron is hot" and right now, the iron is ablaze. You should put your property up in the market while it's filled with able, willing and eager buyers.
Between 1987 and 1999, which is often referred to as the 'Pre-Bubble Period,' home prices grew at an average of 3.6% according to the Home Price Expectation Survey.
The chart below shows the forecasted year-over-year prices for 2018 (predictions made in 2017). According to their predictions, the average appreciation over the course of 2018 should be 4.8%, which is still greater than the 'normal' appreciation of 3.6%.
If we layer in the actual price appreciation that has occurred this year, we can see that over the course of 2018, home prices have appreciated by an average of 6.9% and have outpaced projections all year!
What does this mean?
The tale of today's real estate market is one of low inventory, high demand, and rising prices. The forces at work can be simply explained with the theory of supply and demand. That being said, if a large supply of inventory were to come to the market, prices may start to appreciate closer to the forecasted rate which would STILL be greater than the historic norm!
If you are a homeowner whose house no longer meets your needs, now may be a great time to list your home and capitalize on the equity you have gained over the last year to make a significant down payment on your next home!
Timing is everything, selling homes included. In case your thinking of selling your home in the future. This fall is the best time for you, here are five great reasons why you should sell this season.
1. Demand Is StrongThe latest Buyer Traffic Report from the National Association of Realtors (NAR) shows that buyer demand remains very strong throughout the vast majority of the country. These buyers are ready, willing and able to purchase...and are in the market right now! In fact, more often than not, multiple buyers end up competing with each other to buy the same homes.
Take advantage of the buyer activity currently in the market.
2. There Is Less Competition Now Housing inventory is still under the 6-month supply needed for a normal housing market. This means that, in the majority of the country, there are not enough homes for sale to satisfy the number of buyers in the market. This is good news for homeowners who have gained equity as their home values have increased. However, additional inventory could be coming to the market soon!
Historically, a homeowner stayed in his or her home for an average of six years, but that number has hovered between nine and ten years since 2011. Many homeowners have a pent-up desire to move as they were unable to sell over the last few years because of a negative equity situation. As home values continue to appreciate, more and more homeowners will be given the freedom to move.
The choices buyers have will continue to increase. Don't wait until this other inventory comes to market before you decide to sell.
3. The Process Will Be QuickerToday's competitive environment has forced buyers to do all that they can to stand out from the crowd, including getting pre-approved for their mortgage financing. This makes the entire selling process much faster and much simpler as buyers know exactly what they can afford before home shopping. According to Ellie Mae's latest Origination Insights Report, the average time it took to close a loan was 44 days.
4. There Will Never Be a Better Time to Move UpIf your next move will be into a premium or luxury home, now is the time to move up! The abundance of inventory available in these higher price ranges has created a buyer's market for anybody looking to purchase these homes. This means that if you are planning on selling a starter or trade-up home, your home will sell quickly AND you'll be able to find a premium home to call your own!
According to CoreLogic, prices are projected to appreciate by 5.1% over the next year. If you are moving to a higher-priced home, it will wind up costing you more in raw dollars (both in down payment and mortgage payment) if you wait.
5. It's Time to Move on With Your Life Look at the reason you decided to sell in the first place and determine whether it is worth waiting. Is money more important than being with family? Is money more important than your health? Is money more important than having the freedom to go on with your life the way you feel you should?
Only you know the answers to the questions above. You have the power to take control of the situation by putting your home on the market. Perhaps the time has come for you and your family to move on and start living the life you desire.
Whether it's because of proximity to work or business or simply because your family has grown. You will come to think at some point that your home cannot keep up with your needs anymore.
It may seem hard to imagine that the first home you purchased (which made your dreams come true) might not be the home that will allow you to achieve the rest of your dreams. The good news is that it's okay to admit that your home no longer fits your needs!
According to CoreLogic's latest Home Price Index, prices in the starter home market have appreciated faster than any other category over the last year, at 9.4%. At the same time, inventory in this category has dropped 14.2%.
These two stats are directly related to one another. As inventory has decreased and demand has increased, prices have been driven up.
This is great news if you own a starter home and are looking to move up to a larger home as the equity in your home has risen as prices have gone up. Even better is the fact that there is a large pool of buyers out there searching for your starter home to help them achieve their American Dream!
If you have outgrown your starter home, contact a local real estate professional who can explain the market conditions in your area and help you find your next home!
Currently, sellers are enjoying huge if not undivided attention from buyers as their visibility is at peak. There are reports, however, that this will change in the following months to come as permits for single-family units are granted.
According to the latest U.S. Census Bureau and U.S. Department of Housing & Urban Development Residential Sales Report, the number of building permits issued in June was 850,000, a 0.8% increase from May.
How will this impact buyers?
More inventory means more options. Mark Fleming, First American's Chief Economist, explained that this is good news for the housing market -- especially for those looking to buy:
"The continued year-over-year growth in completions means more homes on the market in the short-term, offering some immediate relief in alleviating housing supply shortages."
How will this impact sellers?
More inventory means more competition. Today, because of the tremendous lack of inventory, a seller can expect:
If you are considering selling your house, you'll want to beat this new competition to market to ensure that you get the most attention on your listing and the best price for your house.
It's a simple case of supply and demand. Lower inventory equates to higher demand which in turn leads to faster sales and occasionally, even higher prices. So this means higher yield, less time in the market with little effort. Let's discuss.
The National Association of Realtors (NAR) released the results of their latest Existing Home Sales Report which revealed that home sales declined 0.6% to a seasonally adjusted annual rate of 5.38 million in June from 5.41 million in May, and are 2.2% below a year ago. Some may look at these numbers and think that now is a bad time to sell their house, but in fact, the opposite is true.
The national slowdown in sales is directly tied to a lack of inventory available for the buyers who are out in the market looking for their dream homes! In fact, the inventory of homes for sale had fallen year-over-year for 36 consecutive months before posting a modest 0.5% gain last month and has had an upward impact on home prices.
NAR's Chief Economist Lawrence Yun had this to say,
"It"s important to note that despite the modest year-over-year rise in inventory, the current level is far from what's needed to satisfy demand levels. Furthermore, it remains to be seen if this modest increase will stick, given the fact that the robust economy is bringing more interested buyers into the market, and new home construction is failing to keep up."
The few houses that are on the market are selling fast! According to NAR's Realtors Confidence Index, properties were typically on the market for 26 days.
If you are one of the many homeowners who is debating listing your house for sale this year, the time is now! Meet with a local real estate professional who can guide you through the process and discuss the specifics of your market!
Sometimes to be able to get the best out of things, we must act against our gut will. This applies to what we are about to discuss with you today. Selling your home may sound to be simple enough, but not when you what to get the best price for your home's value at the time. Here are two sure way to sell your home for the best value.
1. Price it a Little Low
This may seem counterintuitive, but let's take a look at this concept for a moment. Many homeowners think that pricing their homes a little OVER market value will leave them with room for negotiation when, in actuality, it just dramatically lessens the demand for their houses (see chart below).
Instead of the seller trying to 'win' the negotiation with one buyer, they should price their house so that demand for the home is maximized. By doing so, the seller will not be fighting with a buyer over the price but will instead have multiple buyers fighting with each other over the house.
Realtor.com gives this advice:
"Aim to price your property at or just slightly below the going rate. Today's buyers are highly informed, so if they sense they're getting a deal, they're likely to bid up a property that's slightly underpriced, especially in areas with low inventory."
2. Use a Real Estate Professional
This, too, may seem counterintuitive as the seller may think that he or she will make more money by avoiding a real estate commission. With this being said, studies have shown that homes typically sell for more money when handled by real estate professionals.
A study by Collateral Analytics, reveals that FSBOs don't actually save any money, and in some cases may be costing themselves more, by not listing with an agent. The data showed that:
"FSBOs tend to sell for lower prices than comparable home sales, and in many cases below the average differential represented by the prevailing commission rate."
The results of the study showed that the differential in selling prices for FSBOs, when compared to MLS sales of similar properties, is about 5.5%. Sales in 2017 suggest the average sales price was near 6% lower for FSBO sales of similar properties.
Price your house at or slightly below the current market value and hire a professional. This will guarantee that you maximize the price you get for your house.