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Smart Selling Column

"Smart Selling" is a weekly column by Sandy LeRoy and REALTOR Mary Stephens that appears in the Friday Real Estate section of the Hendersonville Times-News.

The columns are archived here and grouped into three main topics:

How To Be A Smart Seller

How To Prepare Your House For Sale

How To Price and Market Your House

how to be a SMART SELLer

SMART SELLING IS A TEAM EFFORT

The smart seller's ideal marketing team includes a home stager and a real estate agent, both of whom work with you for best results.

TAKING THE RIGHT STEPS IN THE RIGHT ORDER

By taking the right steps in the right order and properly preparing your house for sale, you can increase profit potential and decrease time on the market.

SMART SELLING IS AN ADDITIONAL REGULAR JOB

Smart selling means adding another job to your already busy life because it requires a commitment to keep your house in an unnaturally clean and tidy state at all times. Protect your sanity and share the work.

SELLING IS A HIGH STAKES COMPETITION

Many sellers don’t recognize that they’re in a high stakes competition and don't take the steps that can lead to a successful outcome.

HELPING CHILDREN COPE WITH SELLING

Children can feel overwhelmed and anxious at the thought of selling and leaving their home. To help them cope, prove age-appropriate information about what to expect, and encourage them to express their concerns. Be alert to behavioral changes and get outside support, as needed.

A LOOK BACK AT OUR FIRST YEAR

Highlights of the “Smart Selling” column since its inception in June 2009.

how to PREPARe your house for sale

SHOULD YOU CONSIDER AN ESTATE SALE?

An estate sale can be an efficient and profitable way to dispose of your belongings, regardless of the size of your household. Get recommendations and investigate each company thoroughly before signing a contract.

PAINTING WOOD PANELING ISN'T A CRIME

Imitation wood paneling isn’t considered an asset today, and even real wood paneling isn't attractive to some people who prefer a lighter look. What's a sensible strategy when you're selling?

THE PERILS OF POPCORN CEILINGS

Popcorn ceilings affect the cosmetic appeal of your house and could raise health and safety concerns. To sell for maximum profit, test for asbestos if appropriate, then choose a safe, cosmetic solution.

LEAD PAINT: NEW REGULATIONS VS. REALITY

If you're selling a house built prior to 1978, educate yourself about lead-related issues. Be aware that the 2010 regulations are a work in progress.

SELLING A SMOKER'S HOUSE

Selling a smoker's house can be very difficult unless serious remedial measures are taken before the house is listed.

DRAMATIC OR UNUSUAL COLORS? PLAN TO PAINT.

People react emotionally to color, so never underestimate its importance when you sell.

WHAT ABOUT THAT WALLPAPER?

Although wallpaper can be a wonderful enhancement to any decorating plan, most of today’s buyers want a house with an updated, neutral background.

LANDSCAPING FOR SELLERS–FOUNDATION PLANTS

Foundation plants connect the house to the site and create an attractive, unified impression that can impress buyers and make your house stand out in pictures.

EVALUATING THE CONDITION OF YOUR HOUSE - REPAIRS

Before listing your house for sale, evaluate its condition and make any needed repairs. Don’t plan to lower the price and skip doing the work because it will cost you time and money.

CONSIDER A SELLER'S HOME INSPECTION

Even if the house is in superb condition and has been diligently maintained, smart sellers consider the benefits of a seller’s home inspection as a powerful competitive and negotiating tool.

KITCHENS: SIMPLE COSMETIC FIXES

Don't let a dated kitchen reduce the appeal of your house. Today there are many affordable cosmetic solutions, and you can do a lot of the work yourself.

BATHROOM UPDATES FOR SELLERS

Don’t underestimate the importance of attractive bathrooms. Update them with cosmetic and other fixes to make your house more appealing to all buyers.

A REALISTIC LOOK AT RADON

Radon issues are a fact of life in our area. Before putting your house on the market, consider having it tested by a qualified individual or company and install a mitigation system, when needed. If you don’t test, the buyer likely will. Use a clean radon report as a marketing and negotiating tool.

MOLDY MATTERS

If mold issues are discovered when you’re selling, correct the source of the problem and thoroughly clean the affected areas. If you don’t, you are required by law to fully disclose it. Don’t hesitate to get professional help, if needed.

REMEMBER THE GARAGE!

Like the inside of a house, the inside of the garage needs to look clean, light, spacious and well organized. Smart sellers create an asset by organizing and staging the garage for maximum appeal to both male and female buyers.

MANAGING YOUR BELONGINGS-PART ONE

Failing to manage your belongings before you list your house costs you time and money. Smart sellers get help as needed and transform their house from a personal space into a product, before it goes on the market.

MANAGING YOUR BELONGINGS - PERSONAL ISSUES

Personal issues can make it difficult for some sellers to organize and edit their belongings, but the work must be done to sell effectively. Involve key family members when possible and ask for help finding solutions. Resolve to complete the project yourself, if necessary.

MANAGING YOUR BELONGINGS: PLANNING PHASE

Allowing time to organize and edit your belongings before listing your house is essential to smart selling. Plan the project, set priorities, establish a timetable and consult with family members about key decisions.

MANAGING YOUR BELONGINGS: A SYSTEMATIC APPROACH

A systematic approach to organizing and editing your belongings simplifies the work, helps you sell faster and makes moving much easier.

EVALUATING THE CONDITION OF YOUR HOUSE - COSMETICS

The appearance of your house is just as important as its condition, so evaluate the inside and outside before listing. Smart sellers rely on the objectivity and expertise of a professional home stager to identify cosmetic issues and suggest cost-effective solutions to present a house for maximum appeal.

WORKING WITH A PROFESSIONAL HOME STAGER

Home staging in the real world is different from what you see on television. Professional home stagers are trained to apply interior design principles to real estate marketing to create a desirable product. Staging makes your house more competitive, increases profit potential and costs less than an average price reduction.

MISCONCEPTIONS ABOUT STAGING

Don’t be deterred by misconceptions about staging. Staging is not decorating, it's a crucial real estate marketing tool for all homes. Stagers are not critics; they're allies who help you protect your equity.

BASIC FURNITURE ARRANGEMENT FOR SELLERS

Strategic furniture placement is an effective smart selling tool because it costs nothing, yet makes a dramatic improvement in “curb appeal”. Well-placed furniture welcomes visitors, inspires them to see more and emphasizes the best features of your house.

CHOOSING EXTERIOR PAINT COLORS - PART ONE

If you choose them well, the exterior colors of your house can create the dynamic first impression that draws buyers in and makes them want to see more. When you’re selling, painting your house in attractive colors is a smart decision and a sound investment.

CHOOSING EXTERIOR PAINT COLORS – PART TWO

Exterior colors should suit and flatter the architecture and details of your house, address “environmental” issues, coordinate with your landscaping and create the desired overall impression.

FINISHING TOUCHES FOR THE EXTERIOR

Exterior lighting and hardware are important finishing touches that don't have to be expensive to be effective. When they're in good condition, appropriate to the style of the house and the right choice for the location, they add pizazz and create an impression of quality.

CURB APPEAL CHECK LIST

Creating and maintaining curb appeal is essential to smart selling because it makes buyers enthusiastic about your house and helps them begin to imagine living there. Use a checklist and pictures to analyze the impression your house creates and pay attention to the details.

ATTRACT BUYERS WITH OUTDOOR ROOMS

Create appealing outdoor living spaces to set your house apart from the competition and create the emotional connection that turns a visitor into a buyer.

STRATEGIES FOR EXTERIOR PICTURES

Prepare your house for impressive on-line pictures to generate a positive emotional response from buyers, and inspire them to see your house in person.

how to price and market your house

A LOOK AT THE LOCAL REAL ESTATE MARKET

Introduction of the Smart Selling column and a look at the local real estate market as of May 2009.

CHOOSING A REAL ESTATE AGENT - PART ONE

A smart seller doesn’t let personal relationships get in the way of sound business judgment when choosing an agent to market his house. He chooses an agent through a process that weighs personal qualities and professional expertise.

CHOOSING A REAL ESTATE AGENT- THE INITIAL LISTING APPOINTMENT

The goal of your initial appointment with prospective agents is to become acquainted with them in order to make a final choice. A smart seller is prepared and the house is staged before making the appointments.

THE LISTING CONTRACT - BASICS

Your agent will review the entire listing contract with you in detail and obtain your signature on this and other mandatory documents. Selling is a complex legal process, so ask questions and be certain you understand the answers.

CMA, SELLER'S APPRAISAL OR BOTH?

In addition to a CMA, consider a formal appraisal to set an initial listing price that can be substantiated, and use the appraisal as a marketing and negotiating tool.

PRICING MISTAKE - TESTING THE MARKET

Starting at a high listing price to "test the market" is a common mistake that will cost you money. Don't let misconceptions about choosing a listing price tempt you to ignore your REALTOR®'s research and advice and learn this the hard way.

A HIGH LISTING PRICE COULD BE THE WRONG PRICE

A smart seller doesn’t insist on an unreasonably high initial listing price. He and his agent weigh the values in a CMA, the appraised value and the assessed tax value of the house to suggest a range of listing prices. Working together the seller and agent can have a positive influence, but the final selling price is determined by the market.

IS YOUR HOUSE PICTURE PERFECT?"

Photographs are an essential marketing tool, and each image must be simple, free of clutter and showcase the most attractive features of your house. Smart sellers take an active role in creating “picture perfect” photographs.

IT'S SHOWTIME!

Showings are a necessary part of the selling process, and your cooperation is essential. Be prepared that things won't always go as planned, and be flexible. Make the house look its best, then leave so that buyers can take their time to look around.

A HOME WARRANTY - IS IT RIGHT FOR YOU?

A home warranty is a service contract that covers breakdown due to wear and tear of certain systems and appliances. In addition to peace of mind, the major benefit to sellers and buyers is the reduced likelihood of an unanticipated major expense if a covered loss occurs.

AVOIDABLE SELLING MISTAKES

Some sellers make avoidable mistakes that could be even more detrimental to a successful sale than a slow economy.

SELLING STRATEGIES FOR FALL

Fall often brings an increase in buyer activity, so it’s important to keep the inside and outside of your house looking their best. Buyers form opinions about a house within seconds, based on how it looks from the street. Fall is no time to relax your efforts.

USE WINTER WISELY

Winter is the perfect time to evaluate the condition and appearance of your house. Get professional help and make changes. Use Winter wisely so your house looks its best when prime selling time begins in the Spring.

HOLIDAY STRATEGIES FOR HOME SELLERS

Decorate for the holidays in a way that’s warm and inviting, without obscuring the features of the house. Buyers who are looking now are motivated and you need to be ready for them.

SELLING IN A PLANNED COMMUNITY-OVERVIEW

When you sell property in a planned community, there are special considerations and some extra work. Selling the community helps sell your unit. Before meeting with your agent, gather general information about the development, as well as any special required items for the MLS listing.

SELLING IN A PLANNED COMMUNITY- PRESENTATION

To compete successfully, sellers in a planned community must create a “wow” factor that sets their unit apart. How well the unit is presented has a major effect on how quickly and profitably it sells.

SELLING IN A PLANNED COMMUNITY-PRICING STRATEGY

When you sell property in a planned community, you must prepare it correctly and you must price it right after a realistic look at the competition. You can influence where your property falls in its price range by its condition and cosmetic appeal.

WHY YOUR HOUSE ISN'T SELLING - PART ONE

Difficulty selling your house could result from factors beyond your control, but the causes often include factors that sellers do control, even in difficult market conditions.

WHY YOUR HOUSE ISN’T SELLING – CONDITION

If your house hasn’t sold, review its condition and maintenance, inside and outside. Don’t sell “as is” or plan to give an allowance. The house should be updated, clean and move-in ready.

WHY YOUR HOUSE ISN'T SELLING– PRESENTATION

Unless your house is attractively presented, with its best features highlighted, it can’t compete effectively. A professional stager can suggest economical ways to create a dynamic new impression and re-kindle the marketing effort, even when a house has been on the market a long time.

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