Many people believe that in order to get the best price for their home they need to sell it themselves. Why pay thousands of euros to a real estate agent for a job that they can do themselves ? Even though close to 25 percent of the homes sold last year were sales by owner, at least half said they would hire a professional the next time around.
This is not to say you cannot complete a successful sale without a professional, but a home owner needs to understand the risks and be as organised and as knowledgeable about the sales process as any agent. Here are some of the main points to consider before you make your decision to fly solo:
Realistic pricing of your home is crucial to the successful sale of your property. If it’s priced too low, you could potentially lose money. If it’s price too high, you may also lose money due to accumulated costs from the home remaining on the market for an extended length of time. Two years ago, when I sold my last home, there was a sale by owner in the same neighbourhood. The property was priced much higher than it was worth, and last I heard, the place was still for sale.
Determining the value of your home involves an in depth understanding of your market area. You can begin by doing comparative studies of similar properties that are for sale or that have sold recently in your area. It’s probably a good idea to hire an appraiser to give you an accurate market value.
A good real estate agent will advertise your home on their own web site, in print, as well as through word of mouth. You have to compete with this strategy in order to effectively promote your property. Your home needs to stand out amongst all those real estate agent listings and the longer it remains for sale, the more it will cost you in marketing.
A good place to start is with one of the numerous online ‘sale by owner’ type websites that offer reasonable advertising packages. You may also want to promote a cash incentive for a sale initiated by a real estate agent; otherwise you may experience some sparse open houses.
One of the key contributors to a home remaining on the market longer than necessary is the owner’s lack of commitment to show the home regularly, and this includes organising and promoting open houses. A certain amount of time needs to be dedicated each day to selling your home.
Dealing With the Customers
One thing real estate agents do very effectively is filter out the serious buyers from the window shoppers or lowballers. You will have to learn how to deal with these people and not fall for an offer that you’ll regret down the road.
Providing useful information to the potential buyer will lend to your credibility. A real estate agent is always waiting in the wings to field questions on financing options, costs of home repairs related to the purchase, recommendations for house inspectors, solicitors, etc.
Meet the Professionals
Get familiar with any inspectors, solicitors or title reps involved in your sale. You don’t want a delay in process because you’ve chosen the wrong people to deal with.
Knowledge of the Legal Process
Many closings have fallen apart due to inaccurate or incomplete paperwork. Have the necessary legal documents ready and know the process inside out. Any financial incentives, or inclusions need to be documented, signed and dated; verbal agreements don’t count.
If this all sounds like a lot to think about, it is. Don’t worry, many successful sale by owner transactions are completed every year, by home owners who took the time to educate themselves on the process and details of an effective property sale.