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How To Use Incentives To Sell Your Home In A Tough Market
Here are a few ways you can sweeten the pot and beat your competition to a sale
Here in the countryside, we’re seeing home prices fall as sellers respond to housing market pressures. Some sellers are still expecting higher sale prices for their homes, but the transitioning housing market is resisting high prices and causing sellers to re-evaluate their expectations.
It’s a whole new ball game, and if you want to play, you have to know the new rules. Getting an agent to stick your home in the local MLS system and waiting for the offers to come in will no longer do. Today, traditional selling methods are not enough to sell your home in a reasonable amount of time at a decent price. Home buyers have too many options and housing options to choose from. They are driving the market and your home is just one of many they are evaluating.
The obvious answer to the market, which has been adopted by many sellers, but at a price, is to price your home below other comparable homes in your neighborhood. While many sellers have created some margin between their asking price and their bottom line, buyers are asking for reductions that will significantly erode the seller’s profits, sometimes to zero. Those who have the need to move quickly, for employment for example, will even suffer a loss to eliminate the burden of two mortgages or end up renting. This situation, by the way, gives real estate investors the opportunity to get good deals.
Even in today’s market, you don’t need to drop the price of your home to the point of a loss. There are other ways you can add value to your home, even if it’s just perceived value, that will allow you to make a nice profit and still sell in a reasonably short amount of time. Using sales incentives can be a very smart and cost-effective way to add value to your home without sacrificing much, if any, of your asking price. Here are a few things that can sweeten the pot and make your home a more attractive option to potential buyers:
1. Offer a 3% commission to the buyer’s agent. Some agents won’t show your home for less than that, and if they do, they will most likely shortlist it in front of the buyer.
2. If you are part of a homeowner’s association, pay the new buyer’s fees for the first year or more.
3. Purchase a home warranty, which covers all appliances in the home, including air conditioning and heating systems. The cost is usually less than $450 for a year.
4. You can pay all or part of the buyer’s closing costs, which can be deducted at closing from your sales proceeds, leaving you with no out-of-pocket expenses.
5. Pay the buyer’s property taxes for a year or some period. You may have already paid some or all of it anyway. Again, no out of pocket expenses.
6. If you have oil or propane heat, give the buyer a full tank of fuel.
7. Offer free lawn mowing or landscaping for a period of time.
8. Provide all new carpets or kitchen appliances or leave any furniture the buyer may desire.
9. Offer to pay for the buyer’s property insurance for a year or more.
10. Buy the buyer’s mortgage points by a point or two. This adds significant value to the buyer in terms of dollars saved and will cost you little.
If you think about it, you can probably find more. I have suggested and used these and other methods to distinguish my clients’ homes in this difficult seller’s market. Also, if you spruce up your home with new paint, especially the front door and kitchen, landscape your yard, deep clean and stage your home to put it in the best light, your home will outshine the rest. of your neighborhood
One last suggestion: hire a competent real estate agent. An agent will make sure you don’t leave money on the table and help you with all the ways your home can be the best buy on the block. I can always justify my commissions because I get the home seller more money than they could on their own. A high performing professional will make you money and cost you nothing. Just ask the many “for sale by owners” who ended up hiring an agent after an unsuccessful attempt to sell on their own, or those who ended up getting far less than asking price. But if you’re determined to go it alone, the tips above should help.
See you soon,
Bernie Rosellen, Real Estate Auctioneer
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