One
of
the
biggest
mistakes
sellers
make
in a
buyers
market
is
trying
to
price
their
houses
with
a
"cushion"
in
the
asking
price
for
negotiation
room.
In
the
current
market
where
most
sellers
find
themselves,
it's
all
back
to
price,
condition
and
location.
Pricing
the
house
from
the
start
is
the
first
offensive
strike
the
seller
possesses
in
his
arsenal.
The
best
way
to
determine
price
in
our
market
is
to
start
looking
at
two
categories
of
real
estate:
solds
and
actives.
Properties
that
have
sold
in
the
last
30
days
provide
you
a
picture
of
what
price
range
pulled
in
offers
60
days
ago.
By
looking
over
those
properties,
you'll
know
if
you're
headed
in
the
right
direction
with
your
price.
Then,
after
seeing
what's
pulled
in
offers,
look
at
where
the
competition
is
priced
--
and
price
lower
than
the
lowest
price.
If
the
trend
is
headed
downward
over
the
last
12
months
the
motivated
seller
will
get
in
front
of
that
price
trend
and
sell
for
less
than
everyone.
This
can
be
an
emotional
ordeal
for
sellers.
The
seller
who
approaches
the
sales
price
of a
house
like
the
asking
price
of a
used
car
--
where
negotiation
and
give-and-take
is
expected
--
will
also
be
calling
the
movers
sooner
and
get
through
the
transaction
with
the
least
amount
of
emotional
turmoil.
Condition
is
the
second
part
of
this
equation
that
sellers
have
control
over
in
today's
market.
Folks
--
it's
got
to
look
new.
Period.
Here
are
the
steps
that
must
be
taken
for
a
successful
sale.
New
paint.
Everywhere.
Don't
leave
one
room
unpainted.
Paint
is
the
cheapest,
yet
most
effective
way
to
give
a
house
a
face
lift.
New
carpet/flooring.
This
addition
along
with
No.
1
makes
people
drop
open
their
mouths
with,
"Wow."
Replace
the
small
things.
It's
the
attention
to
detail
that
can
make
a
big
difference
for
the
buyers.
New
faucets
throughout,
new
hardware
on
the
doors,
and
new
switches/plugs/plates
take
the
house
from
just
"cleaned
up"
to
new.
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Deep
clean.
I
always
have
to
mention
this
because
a
lot
of
sellers
still
just
don't
get
it.
It's
still
amazing
to
me
how
many
people
will
leave
a
house
in
the
"un-"
condition.
Unvacuumed,
undusted,
unwashed.
Invite
friends
over
for
a
deep
cleaning
or
hire
it
out.
This
is a
must,
no
questions
asked.
Do
you
do
windows?
Well,
somebody
better.
Get
all
the
windows
cleaned
and
caulked.
The
house
may
look
great
from
the
inside,
but
if
you
can't
look
outside
because
of
the
dusty
film
over
the
glass,
steps
1 -
4
could
be
for
naught.
Finally,
location
is
what
buyers
are
looking
for.
I
saw
a
listing
the
other
day
that
was
obviously
connected
to a
realistic
agent
and
seller.
It
was
a
lot
of
house
for
the
price
with
the
1-plus
acre
lot
--
and
it
was
"priced
for
location,"
because
the
house
backed
to a
very
busy
4-lane
highway.
The
comps
in
the
neighborhood
were
nearly
$100,000
more.
While
you
may
not
be
able
to
do
anything
about
the
location
of
your
listing,
you
can
definitely
spin
the
benefits
of
where
it's
located.
Near
commuter
routes
means
the
house
is
next
to
big
highways,
but
for
some
shoppers
they
just
want
to
get
home
quick
after
work
and
this
is
going
to
be a
benefit
--
but
only
if
you
market
it
that
way.
Sell
the
lifestyle
of
the
house
as
much
as
the
amenities
of
the
house
itself.
With
prices
dropping
in
some
areas,
headlines
such
as
"Quit
Commuting,"
"Walk
to
Everything,"
and
"Cut
Your
Gas
Bill"
are
becoming
more
and
more
enticing.
The
third-
to
one-acre
lot
doesn't
look
as
good
after
the
75-minute
commute.
Some
commuters
are
looking
to
move
back
in
to
the
work
centers.
Market
to
buyers
outside
the
community
who
would
find
your
neighborhood
attractive.
It's
amazing
how
many
buyers
don't
mind
a
busy
2-lane
street
--
when
they've
been
overlooking
the
Beltway
for
years.
Remember
to
market
the
benefits
that
you
liked
about
the
house
when
you
bought
several
years
ago.
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