• Location is the single greatest factor affecting value.
• Neighborhood desirability is basic to a property's fair market value.

Competition

• Buyers will compare your home against competing properties.
• Buyers interpret value based on available properties.

Timing

• The real estate market may reflect a seller's market or a buyer's market.
• Market conditions cannot be manipulated; and individually tailored marketing plans must be developed accordingly.
• Condition
• Property condition affects price and speed of sale.
• Optimizing physical appearance and advance preparation for marketing maximizes value.

Terms

• The more terms available, the broader the market, the quicker the sale and the higher the price.
• Terms structured to meet your objectives are important to successful marketing.

Price

• If the property is not properly priced, a sale may be delayed or even prevented.
• Reviewing your realtor's comprehensive market study and Home Pricing guide assists you in determining the best possible price.

First Impressions Can Help Make The Sale

Let Your Home Smile a Welcome to Buyers

• First impressions are lasting. The front door greets the prospect. Make sure it is fresh, clean and scrubbed looking. Keep the lawn trimmed and edged, and the yard free of refuse.
  
  
• Decorate for a quick sale. Faded walls and worn woodwork reduce appeal. Why try to tell the prospect how your home could look, when you can show them by redecorating? A quicker sale at a higher price will result. An investment in new kitchen wallpaper will pay dividends.
  
  
• Let the sun shine in. Open draperies and curtains and let the prospect see how cheerful your home can be (dark rooms do not appeal).
  
  
• Fix that faucet! Dripping water discolors sinks and suggests faulty plumbing. Be sure the kitchen sink is free of dishes.
  
  
• Repairs can make a big difference. Loose knobs, sticking doors and windows, warped cabinet draws and other minor flaws detract from home value. Have them fixed.
  
  
• From top to bottom. Display the full value of your attic and other utility space by removing all unnecessary articles.
  
  
• Safety first. Keep stairways clear. Avoid cluttered appearances and possible injuries.
  
  
• Make closets look bigger. Neat, well-ordered closets show that space is ample.
  
  
• Bathrooms help sell homes. Check and repair caulking in bathtubs and showers. Make this room sparkle.
  
  
• Arrange bedrooms neatly. Remove excess furniture. Use attractive bedspreads and freshly laundered curtains.
  
  
• Can you see the light? Illumination is a welcome sign. The potential buyer will feel a glowing warmth when you turn on all your lights for an evening inspection.
  

When the Agent Shows the House...

• Three's a crowd. Avoid having too many people present during inspections. The potential buyer will feel like and intruder and will hurry through the house.
  
  
• Music is mellow. But not when showing a house. Turn off the blaring radio or television. Let the salesperson and buyer talk, free of disturbances.
  
  
• Pets underfoot? Keep them out of the way, preferably out of the house.
  
  
• Silence is golden. Be courteous but don't encourage conversation with the potential buyer. He wants to inspect your house -- not pay a social call.
  
  
• Be it ever so humble. Never apologize for the appearance of your home. After all, it has been lived in. Let trained salespeople answer any objectives.
  
  
• In the background. The salesperson knows the buyer's requirements and can better emphasize the features of your home when you don't tag along. You will be called if needed.
  
  
• Why put the cart before the horse? Trying to dispose of furniture and furnishing by offering them to the potential buyer before he has purchased the house often loses a sale.
  
  
• A word to the wise. Let your Realtor discuss price terms, possession and other factors with the customer. He or she is eminently qualified to bring negotiations to a favorable conclusion.
  
  
• Use your agent. Show your home to prospective customers only by appointment through your agent. Your cooperation will be appreciated and will help close the sale more quickly.
  
  
• Remember... you don't get a second chance to make a good first impression. Don't let dirt and clutter obscure your home's good points.