How to Sell Your Home in Any Market: 6 Reasons Why Your Home Isn't Selling... and What You Can Do to Fix Them
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This easy-to-read, well-organized book explains how to fix your house and your sales technique to sell your home faster and for top dollar.
Introduction to Selling Your Home xiReason #1 Poor StagingReason #2 Incorrect PricingReason #3 Improper MarketingReason #4 Location-Challenged PropertiesReason #5 Functionally Obsolete PropertiesReason #6 "No One Is Buying in the Area!"The Steps to a Successful SaleChapter 1 Staging Your Home for Top Dollar 1Competing with New ConstructionStaging a Home: Step by StepCurb AppealCurb Appeal ChecklistEntrance Foyer or Entry HallwayEntry ChecklistThe Living RoomLiving Room ChecklistThe KitchenKitchen/Breakfast Area ChecklistThe Dining RoomDining Room ChecklistBathroomsBathroom ChecklistBedroomsBedroom ChecklistBackyardBackyard ChecklistGarageGarage ChecklistBasementBasement ChecklistWhat to Do if Your Home is VacantGeneral Staging IssuesThe Keys to StagingChapter 2 Pricing Your Home Properly 45The Realtor's Competitive Market AnalysisThe Dirty Little Secret of Realtor PricingAppraised ValueUnderstanding Price Positioning and Price PointsNet ProceedsChapter 3 Market Timing 61Market Timing-Is Now the Time to Sell?Chapter 4 Figuring Out the Best Way to Sell 69Selling For Sale By OwnerFull Service versus Discount BrokersInterviewing RealtorsThe Listing ProcessHolding the HomeChapter 5 Marketing Systems 83Where do Most Buyers Come From?Using the MLSFor Sale Signs and Directional SignsFlyers and BrochuresFour Keys to Writing Successful AdsInternet MarketingVirtual ToursOpen HousesSpecifically Targeting Likely Buyer GroupsBroker's Open HousesChapter 6 Guerrilla Marketing Techniques 107Staying Ahead of a SlidingMarketNo Money Down OffersPaying Buyer's Closing Costs and Buy-Down LoansAllowancesAuctionsLease PurchasesPaying Realtor Bonuses or Higher CommissionsGiving Away a Car or a VacationMore Creative Uses for FlyersChapter 7 Other Property Challenges 125Location-Challenged PropertiesPricing Location-Challenged PropertiesFunctionally Obsolete PropertiesProperties in Difficult RegionsWhat to Do with One Bad NeighborChapter 8 Showings 141When Should You Allow Showings?To Lockbox or Not to LockboxShould You be Home for Showings?Stop TalkingSafetyThe Most Common Misconception About ShowingsFeedbackLookers or Buyers?Chapter 9 Offers and Negotiations 157Your First OfferPurchase Agreement AnalyzerConditions and ContingenciesCounteroffers and Successful NegotiationChapter 10 What Can Go Wrong Will Go Wrong 181Creating a CalendarObstacles to Closing the Sales ContractChapter 11 Settlement 207The Final Walk-ThroughThe Settlement or Escrow ProcessThe HUD Settlement StatementJunk FeesPrepayment PenaltiesChapter 12 When All Else Fails 219"We'll Buy Your Home Cash!"-Investor OffersRenting Out Your HomeUnderstanding Taxes and Capital GainsUpside Down in Your Mortgage: Dealing with Short SalesWhat if You Are in Foreclosure?Keeping Your HomeNot Keeping Your HomeDon't Wait Too LongChapter 13 When to Panic 243Being Logical in a Home Sale Rather than EmotionalConclusion 247Glossary 249Appendix A Interview Checklist for Agents 259Appendix B Useful Websites 261Index 263About the Author 268
