Selling your home in a soft real estate market

The number of homes on the market has increased while the number of buyers has decreased. This makes selling your property in this soft market more difficult, yet some homes still sell. Why? The answer may be the home itself, but usually it is the marketing efforts used to sell the home that makes the difference.

The first thing a prospective buyer sees is the exterior picture of the home. When the leading picture is of something other than the front exterior, most buyers assume there is something wrong with the house. A picture is worth a thousand words and will often dictate whether the written word is read. It is the first thing a buyer will see, so do not leave a negative first impression. Pictures should make the buyer want to see the home in person.

• Clean and de-clutter your home before photographing.
• Eliminate photos of family and pets
• More is better - do not be stingy on the interior photos
• Include descriptive information on what sets this home apart for others in the neighborhood
• Include a virtual tour - it is the open house of today's market.

Producing agents don't have the time or inclination to look at every home in their market. With that in mind, agents are more likely to sell a house they have previewed, so sellers need to attract agents. Here are some ways to get agents to look at your home:

• Make it easy for agents to show - we can not always give 24-hour notice. Most buyers do not make an offer on the home they initially called on. A qualified salesperson will try to show other homes in the area that meet the buyers needs.
• Offer agents sufficient compensation - The level of compensation the agent will receive affects how much your home is shown. Nobody wants to work for free. Since there are many properties on the market that can be shown, those with added compensation will get shown more. A bonus can also provide an incentive to agents that can help sell your property.
• Listen to your agent - Many buyers are immediately turned off by the smell of cigarette smoke and pets. With so many homes on the market, today's seller has to strive to make a good first impression. Remember: You never get a second chance to make a good first impression.

If you are not careful you can make an agent, with a buyer, NOT show your home? Here are the top ways to make sure an agent will pass by your house and show another instead:

• Having no lock-box on the property
• Restricted hours to show
• 24-hour notice
• By appointment only
• Discounting the commission or using discount brokers that require agents to negotiate to get paid for the work they do.