One of the challenges regularly faced by real estate professionals, who list someone’s home for sale, is that many homeowners are so emotionally tied and involved in their home, they fail to be able to see it, as others do! Because of this, they are often resistant to making some minor changes, or have an over – inflated picture/ idea, of their house’s market value. Because of this, I often suggest these individuals attend some Open Houses, in their area, so as to be able to garner a little more objectivity, and size – up the competition. Remember: It’s not what the homeowner thinks (or even the initial listing price) which counts, but what buyers believe it’s worth, and their PERCEPTION. This is one of the principal reasons, listing and selling prices, often differ (and sometimes, significantly).

1. Price: It all begins with price. How will you price the home? Will you do so, by paying attention to the CMA (Competitive Market Analysis), or merely ask a price, because you think it’s worth that to you. Your home always has additional value to you, than your house might, to others!

2. Enticing: What are the features which might entice certain buyers, to be attracted to your house? Discuss your marketing plan, with the agent you choose and hire, so you might make the house, as enticing as possible!

3. Region; reasonable: What region of your town, is your home in? Is it more, or less, in demand, than other areas? Are you being reasonable in your expectations?

4. Curb appeal; characteristics: Does your house provide curb appeal? What might make it more appealing? Which characteristics of the house are the most positive, and which, less so?

5. Energy: How do others feel, when they enter and view your home? Does it make them feel more energetic (because of design, color, etc), or sap their energies?

6. Positioning: Be certain you and your agent, are positioning the house, properly and effectively, within your market, in terms of pricing, marketing, etc!

7. Tempting: What might most tempt, potential buyers, and which features might turn – them – off? Accentuate those with tempt, and address, whenever possible, the turn – offs!

8. Inspection: How well do you really know the condition of your house? When was the last time you checked the HVAC, electrical, and other structural elements, so there will be no surprises?

9. Options: What options go with your home? Will they make the house more attractive and desirable?

10. Needs: If you want to sell your home, you must attract as many qualified buyers, as possible, to view it. When homes meet buyers needs, they sell!

Put yourself in a buyer’s place! Avoid the emotion, and you’ll get the best results!

It's Not What The Homeowner Thinks, But The Buyer's PERCEPTION