Steps to Selling

Sell, Sell, Sell

As you probably know, you're not the only one who's selling a home in your community. But did you know that some 100,000 people join you each week? With those kinds of numbers, it's easy to see that competition is pretty fierce. So, the better prepared you are, the better your experience will be, and the better (and faster) outcome you can expect.

Once you've decided to sell, you'll be thinking about a whole host of details, like how to get your home ready for sale, when to put it on the market, and how much to ask for it. A Century 21 JRS Realty listing agent can help you with all that and more.

Meanwhile, here are recommended steps that will help ensure your home sells fast and for top dollar.

1. Make a Good First Impression.

An attractive, well-maintained home will generally sell faster and for a higher price than a similar home that looks drab or run-down. When you prepare your home for sale, take a critical look inside and out. If you're having trouble being objective, ask your Century 21 JRS Realty agent, a neighbor or a friend to help. Watch for places and things you can clean up, repair or replace.

2. Know the Market.

Your home will be competing with similar homes for sale in and around your neighborhood, so it's a good idea to know which homes are on the market and what their asking prices are. Take a leisurely walk or drive through the area to look for signs, check local newspaper and Internet listings, and make sure you ask your agent for a Comparative Market Analysis (CMA), which includes information on area homes for sale. All of this will help you when you work with your agent to determine the fair market value of your own home.

3. Price Your Home Correctly.

Pricing your home too high can discourage offers from serious buyers. On the other hand, pricing your home too low won't leave you much room to negotiate. And most homes sell at fair market value – not above it. That's why intelligent pricing is so important. Work with your Century 21 JRS Realty listing agent to determine the best price for your home.

4. Make Sure Your Home is Marketed Effectively.

It's tough to sell your home if no one knows it's for sale. A Century 21 JRS Realty agent can create maximum exposure for your home using our Web site, direct mail, home books and other marketing tools. This unique combination of services means your home is actively marketed every single day until it's sold. That's our service guarantee.

5. Prepare for Showings and Open Houses.

Showings and Open Houses let potential buyers personally tour your home to see if it fits their lifestyle. Your goal should be to create an environment where potential buyers can visualize how the space will fit them. This includes removing items from your kitchen counters and arranging your furniture to create a simple, spacious appearance, so it's easier for buyers to see themselves living there.

6. Negotiate the Terms of the Sale.

Buyers and sellers usually expect to negotiate the price and terms of a home sale. You can speed up this process if you evaluate and respond to offers and counteroffers in a timely fashion. Don't worry if you're not personally comfortable negotiating; your Century 21 JRS Realty agent has great experience and will help you through this process by handling all negotiations.

7. Review the Home Inspector's Findings.

Most buyers will request a home inspection before completing the sale. Once they have the inspection results, many buyers request certain repairs. As the seller, you should receive a written copy of the inspection report. Be sure to review it carefully so you understand the nature and extent of any problems and repairs a buyer may request. Your agent should help you respond to the inspection, clearly stating what you will take care of, how and when.

8. Sign the Purchase Agreement.

Once you reach an understanding with the buyer, it's time to sign the purchase agreement. Review this document carefully and discuss it with your Century 21 JRS Realty listing agent. The purchase agreement will specify the terms and conditions to which you have agreed.

9. Prepare for Closing.

The closing process involves an attorney or title company representative, the buyer, listing and selling brokers, and oftentimes you, the seller. This important meeting will include the final transaction, which is transferring the home from your possession to the new owner. Make sure you bring all equipment warranties, instructions, and maintenance or operation information to hand over to the new owners.

Learn Century 21 JRS Realty's three secrets for how to sell your home faster.

Connect with a Century 21 JRS Realty agent to help you sell your home fast and for top dollar.

Time of Year Effects

Timing Your Home Sale

Timing is everything, so they say. And so it is with selling your home. So when's the best time to sell? That depends. The law of supply and demand prevails in the real estate market.

But more than anything, having a well-maintained house at the right price, and marketing it well, says the most about when it will sell.

At Century 21 JRS Realty, we believe the best time to sell your home is any time that's right for you!

Peak season

There's no denying that there are peak selling seasons; but they change from year to year and vary from market to market. Weather certainly has an influence on peak season, but it doesn't dictate it. Early spring and early fall are thought to be prime listing seasons. That's when homeowners prefer to spend their time preparing their homes for sale; when the kids are getting out of school (or just going back); and when houses look their best–outside of the heat of summer or the cold of winter.

If you decide to sell during a peak season in your area, keep in mind there are many more houses on the market then. That means you'll have much more competition and possibly a tougher sale. But it's also likely that many more prospective buyers will see your home, too.

Your best time

Only you can decide when the best time to sell your home is. Keep in mind that your selling situation is unique. Let a qualified Century 21 JRS Realty listing agent work with you through the steps to selling your home.

In the interim, here are some do's and don'ts for deciding when to sell:

• DO give serious thought to when would be ideal for you. Consider your family, your lifestyle and all the other happenings in your life.
• DON'T base your decision to sell strictly on the season. Or your mother's advice or your neighbor's, for that matter.
• DO spend time to prepare your home for sale.
• DO consider whether your area is in a buyer's market (with more houses for sale) or a seller's market (with more buyers than houses). You'll probably sell a bit faster in a seller's market.
• DON'T forget to consider the buyer. Remember what attracted you to your home and figure out when's the best time to showcase that.
• DO talk with your agent about his/her thoughts on the timing of your home sale. S/he has an immense amount of experience and can provide wise and thoughtful insight.

And, if you find that you want and need some hard facts and figures to help you make your decision, ask your Century 21 JRS Realty listing agent for a Comparative Market Analysis (CMA). Using the data from the report (which includes attributes and selling prices of comparable houses that have been listed for sale, recently sold, or expired from the market), your agent can identify buying trends in your area. Together you can look at the data, talk about your choices and narrow your options until you've made a decision that's right for you.

What to Look for in an Agent

What to Look for in a Seller's Agent

Once you've made the decision to sell your home, your next step is one of your most important: finding a real estate professional to market your property and get it sold fast, and for top dollar. A good agent will help you avoid pitfalls, help you get the most out of your home, and bring order to the entire buying process.

Realtors are licensed professionals who adhere to the National Association of Realtors (NAR) Code of Ethics. Those belonging to the NAR receive continuing education and are up on the latest trends, making them well-prepared to offer you the most advanced real estate advice. Your agent will provide you a variety of tools and assistance to streamline your selling experience.

At Century 21 JRS Realty, we believe that both the buyer and the seller should have agent representation. Real estate transactions involve many complicated legal dealings and partnering with a professional agent can help safeguard your interests.

One of the things to look for in an agent is their reputation and standing in the community. Realtors know (and are known) favorably in their territories. Know which questions to ask an agent before entering into a relationship.

A Century 21 JRS Realty seller's agent actively approaches the selling process with enthusiasm, experience and patience. Look for an agent who will:

• Research comparable properties to determine a fair price and terms.
• Help you prepare your home for sale.
• Work on your behalf to sell your home.
• Create a comprehensive, innovative marketing plan for your home – making sure that all potential buyers are exposed to it.
• Use the Internet to meet the ever-increasing demands of today's online buyers.
• Prepare all the paperwork involved in the sale of your home, including disclosure documents.
• Negotiate for the price, terms and conditions that are agreeable to you.

Finally, remember to employ an agent with whom you have a rapport. Knowing you're in capable, trusting hands will let you enjoy the sale of your home, not agonize over it. Connect with an agent.

Your Home's Value

Priced to Sell, Not Sit

Being carried over the threshold. Baking cookies with the kids. Every holiday for the past eight years. Start counting the memories created in your home, and it may be hard for you set a realistic list price.

The actual value of your home, however, isn't decided on the priceless value of cherished memories; it's determined by the market. Market value is the amount that prospective buyers are willing to pay at the time you're ready to sell.

The best way to judge market value and ensure you get the best price is to obtain a Comparable Market Analysis (CMA) from a Century 21 JRS Realty listing agent. This analysis of homes in your area includes those that are currently on the market, expired from the market, pending a sale or already sold. Of course the best indicator of your home's value is the sale price for similar homes in your area that have already sold.

The comparison is based on several factors, including the proximity to your home and the similarity of characteristics, such as lot size, square footage and number of bedrooms and baths. Since the goal is to obtain a balanced market view, you and your agent will look at four basic groups:

• Current listings to identify "the competition."
• Recently sold homes to indicate what buyers are willing to pay.
• Homes with a sale pending to point to current demand for this type of home.
• Expired homes to suggest what buyers are unwilling to pay.

While your Century 21 JRS Realty listing agent will help you make sure you are taking into consideration the most appropriate details, be sure to avoid the urge to price your home based upon considerations that don't affect market value, such as:

• How much money you need to purchase your next home.
• How much you paid for your home.
• How much you paid for home improvements.
• The value of a similar home in a different community.
• Area appreciation statistics.
• The cost to build the same home today.
• Personal attachment.

Contact a Century 21 JRS Realty agent to get a free, professional Comparative Market Analysis to find out how much your home is worth. It's the first step to making sure your home is priced to sell!