"Top 11 Mistakes Home Sellers Make"


Selling is tougher than it seems. Even in a hot market, there are homes that don't sell
for one reason or another.

1.   Mistaking Motivation. Why are you selling? The difference in selling because you
      want to and because you have to infects every part of your home sale: When you list
      your home, how you price it and whether or not you choose an agent to assist you. If
      you and your spouse or partner aren't of the same opinion, it could send mixed
      messages to the agent and any prospective buyers who walk through your doors.

2.   Failing To Prepare Your Home For Sale. Today's market is filled with buyers who
      want a home to look its best and be completely done before they move in. They'll pay
      extra for a home that's neat, clean and has all the odds and ends fixed up.

3.   Choosing The Wrong Agent. A listing presentation is a job interview and you should
      treat it as such. Interview at least three agents and choose the one you feel is best
      suited to sell your home. See the Selling Tips article "7 Questions to Ask a Realtor
      Before you List with them".

4.   Overpricing Your Home. That's not to say you shouldn't price your home fairly, and
      even test the waters a bit. But sellers who price their home 20 percent above where the
      last home sold a week ago may wait a long time before selling, if they ever do.

5.   Hanging Around During Showings. Would you want the seller to look over your
      shoulder as you peek into his or her closet? Probably not. So why would you hang
      around during showings? If you're selling on your own, you should be leading the
      buyer from room to room, explaining what everything is. If you're not selling on your
      own, consider a showing as an opportunity to get out and do something else.

6.   Smelly Pets and Odors. If you're going to put your home on the market, and you have
      kids, animals or are a smoker, make sure you have your home cleaned to bottom. If
      you're a smoker, stop smoking in the house and make sure to have the rugs and
      curtains professionally cleaned. On the day of a showing, make sure your animals are
      out of the way. Many people and especially children are timid or afraid of animals.
      You don't want to jeopardize the sale of your home because the buyers were not
      comfortable in your home.

7.   Limiting Access To Your Home. If people can't get in to see your home when they
      want to, they'll never make an offer. You should give your agent nearly free reign to
      create a timetable of showings that will meet the needs of most buyers. Flexibility is
      key, and while that means you'll have to stay on top of the housekeeping, you will
      probably sell your home faster.

8.   Letting Your House Or Your Broker Go Stale. In a buyer's market, where there are
      more homes available than buyers to purchase them, it's not unusual to have a home
      sit on the market for 6 months or even a year. But in a hot sellers' market, homes sell
      quickly. If one doesn't, it may appear "stale" in the eyes of brokers and active buyers
      who comb through the Internet, newspapers, and listing sheets each week. To some
      brokers, a stale home means it can be bought at a discount. Some buyers may perceive
      that there is something wrong with your home. Rather than letting your home grow
      stale on the market, consider taking it off for a few weeks and then relisting
      it at a lower price.

9.  Timing Problems. In a fast market, sellers who sell before they've found something to
      buy may find themselves out on the street, looking for an interim rental. While that
      solution means the hassle and expense of packing and moving twice, it beats owning
      two properties, and making monthly payments on two mortgages (and a possible
      bridge loan as well). While it's not always possible for the timing to work out, you've
      got a better chance at buying and selling at the same time if you begin working both
      ends of the spectrum at once. When you interview prospective agents, look for new
      neighborhoods in which you might be happy. When you list your home, start working
      with an agent to find a new property. When you accept an offer, make an offer. With
      any luck, you'll close on your new home on the same day you close on your old one.

10. Failing to Recognize A Good Offer. Every offer is worth responding to, even if the 
      buyer is thousands of dollars below your asking price. The message you send back is
      encoded in your counter-offer. If you come back even $10 lower, you suggest to the
      buyer that you're willing to entertain a serious offer, but that the current offer won't
      cut it. By not responding at all, you risk annoying the buyer by not playing the game.
      What's a good offer? One that either comes within spitting distance of, or exceeds, the
      minimum price you'd be willing to happily accept for your property. Recognize that,
      and you've come a long way towards selling your home.

11. Not Making Your Last Mortgage Payment Before Closing. Does your cash from
      closing seem less than you anticipated? If you didn't pay your last mortgage bill,
      figuring you'd close on the property before it was due, that could be the cause of the
      discrepancy. Some sellers don't realize they still have to make every mortgage
      payment on time even if they've signed a contract to sell their home. All of the closing
      numbers are predicated on your mortgage being paid up to date. If you aren't current,
      the amount you owe plus any extra interest and penalties will be assessed at closing,
      taking a bite out of your final check.