The Selling Point of Seasonal Photos

Spring has finally sprung in southern Wisconsin. Ask any allergy sufferer, and they’ll tell you it’s officially spring.

Now that the grass is actually green, the trees are budding, and tulips and other such perennials are in bloom, homeowners should be sure to take photos of their landscaping, as well as nice shots of the front and back of their home (be sure to get plenty of yard in the picture). This should be done in spring, summer, and fall – even winter, if your property looks particularly lovely covered in snow and ice.

Keep digital files of these photos, updating them every couple of years or when you’ve done something new to the landscaping or exterior of the property – whichever comes first. This will allow you to be prepared with excellent outside photos, no matter what time of year you eventually list your house for sale.

Those who have had to list their homes in winter can attest to the need for such photos. It’s no accident that most homes are listed for sale during the spring and summer months – at least in colder climates. Properties simply look more attractive when the landscaping is leafy, colorful and vibrant, and the home itself isn’t surrounded by several feet of snow.

But if you’re ever in the position of having to sell your home during the winter months, include spring and summer photos in your online listing. Also display these photos in your home for buyers to take a look at during a showing. Place them in a special photo album or spread them out on the kitchen counter or dining room table – a place where they can’t be missed.

Buyers can’t visualize how beautiful a property is when it’s covered in snow - unless they're buying a ski chalet. Give them every opportunity to view your property in its best light – or season.

Curb Appeal is Real

You know them when you see them. Driving around any neighborhood, there’s always at least one property that stands out from the others. Perfect lawn, great landscaping, fantastic looking home… You wonder if the inside looks as amazing as the outside. Well, sometimes it does and sometimes it doesn’t, but the point is that you’re curious about the inside because of the outside. And that could help you attract buyers, when it comes time to sell your home.

So, it’s not just a gimmick. Curb appeal is real. HGTV introduced us to the concept years ago, but people seem slow to catch on. Perhaps we’re too busy to achieve all of our property enhancement goals. Or perhaps we’re intimidated by trying to wrestle Mother Nature in full view of our neighbors. Money is often a factor, but it needn’t be. Much improvement can be made with little financial investment.

As with any home improvement project, it’s best to have a plan. But first, begin by writing down general ideas about how you want your property to appear from the outside.

Would you like to see more lighting?
More flowers, but fewer bushes?
Or different bushes – fewer evergreens?
Do you envision trees in your yard?
Does the exterior of your home need painting?
Perhaps some shutters or flower boxes to add some charm?
What about the front entrance? How can it be more inviting?
New door, new hardware, new lighting, mailbox, or address numbers?
How could you liven up the front walkway?
How does the garage door look?
Could your driveway use some work?

Sure, your list could grow to be very long, but that’s okay. Just pace yourself. You don’t have to do everything at once, and not all of your projects will cost you money.

Pruning trees, trimming bushes, pulling weeds, edging lawns, cleaning up plant beds, raking up remaining leaves – yard clean-up can be a workout, but it’s free and it makes a big difference. If you’re looking to create new plant beds or enhance the ones you have, most communities offer free mulch/wood chips to anyone willing to haul them away. Check with your community’s Public Works Department to see if and when this is available where you live. And check with your community’s sanitation department to see when they will haul away yard waste in your neighborhood. Communities typically offer this service twice a year – in spring and fall.

I always say it’s best to know your limitations. Don’t take on major projects without seeking advice or help from an experienced friend or professional. And don’t start many projects at once, or you could quickly become overwhelmed and lose your enthusiasm. If you don’t have a green thumb, ask your local greenhouse about plants, flowers, and bushes that would be best for your skill set, as well as your yard’s conditions. Is yours a sunny yard, or is there lots of shade? Sandy soil, or is it more like clay?

Also, seek out landscaping elements other than plants, such as wood, brick, stone, or decorative concrete. Pergolas, arbors, gates, and fencing can be beautiful additions to your yard. Landscaping is not just about plants.

If instant gratification is what you need to keep you motivated, you’re in good company. Here are many improvements you can complete in just one day.

So go ahead, get started, and give everyone something to slow down and admire as they drive past your home.

Don’t Ignore Décor

Make no mistake - what makes a house a home is its décor. The paint colors, flooring, lighting, window treatments, and furnishings – collectively, they transform a space, giving it character and life. A house is practical. A home is emotional. That’s why selling a home can be so challenging for a homeowner, and it’s typically how buyers decide to write an offer on a property.

So, buyers – do not spend all of your money on your mortgage. Too often, I’ve seen nice properties overshadowed by their shabby furnishings. Décor is part of the investment you make in buying property – and most of it you get to take with you. Do not underestimate what good décor will do for you when you eventually seek to sell your home.

First-time home buyers, you have a great opportunity to invest in good décor, with the help of the $8000.00 tax credit you may enjoy this year. For a great way to stretch your dollar and purchase some fantastic furniture, seek out consignment shops in your area. The furniture is gently used – often looking brand new – and is substantially less expensive than what you’ll find at new furniture stores. Also check out garage sales, flea markets, and thrift stores for unique pieces that might simply need a little clean-up, a small repair, or a fresh coat of paint to bring them back to life. You could literally save yourself thousands of dollars, while infusing your home with great character.

Current homeowners, I know times are tough and money is tight, but there’s much you can do to improve your property – for little to no cost. Decluttering every space in your home will cost you nothing – and now is the best time to tackle that. Clothes, books, movies, games, lamps, furniture, artwork, knick knacks – if you no longer use it, need it, like it, or have space for it, get rid of it. Hold a garage sale to get money for what you can, and then give away the rest. Use the money from your sale to make additional improvements to your property.

Paint is one of the most inexpensive ways to make an enormous impact on your home – whether inside or out. And the beauty of paint is that you can always redo it if you have a change of heart about the color – and you won’t break the bank. Many paint manufacturers offer tools on their websites that allow you to experiment with color, so you have an idea of how various colors will look in your own home. Click here and here for examples.

A note of caution: the color you see on your computer monitor/screen may be different from the actual paint swatch at the store. Before making the leap to purchase, collect a variety of paint swatches at the store, and then return to the website on your computer for comparison. (Make sure it’s the same computer, as computer monitors vary too.)

If you’re planning to sell your home soon, complete as many "necessary" projects as you can before listing your property for sale. Take care of any peeling paint, loose stair railings, and any other repairs. Declutter the garage, closets, and rooms; pack up family photos and collectibles so they don’t distract buyers; give walls a fresh coat of paint if you haven’t painted for many years (use neutral tones – preferably warmer tones); thoroughly clean your home, inside and out; and tend to any yard work that could add to your home’s curb appeal. Furniture a little outdated? Consider slipcovers. They’re an inexpensive way to give old furniture a new look – and you can take them with you to your new home.

The more you do to prepare your home for sale, the greater your opportunity to sell sooner than someone who didn’t.

Homeowners, if you’re waiting for inspiration to strike before choosing a project, pick up a few magazines related to home décor, organization, and landscaping. You’ll find an abundance of ideas that will help spur you into action. It’s never too late to improve your home’s décor, and it’s never too soon to get started.

Open Houses - Still Worth Consideration

Open houses are not appropriate for all properties. They’re best used for homes that will attract a broader number of buyers in a given market. Today, they are increasingly being debated for their current value and relevance. As technology offers more online photos, virtual tours, and videos to millions of buyers at any hour, actual open houses are losing their original appeal.

Many real estate agents have lost their enthusiasm for them – especially if they’re standing around in homes for two hours, without any foot traffic.

A growing number of sellers are opting out of open houses. They’re aware that home sales rarely result from open houses in most areas, and are more of an opportunity for agents to meet prospective clients – be they buyers or future sellers.

Open houses also attract curious neighbors and looky-loos, who simply want to see inside the home or collect decorating ideas.

Open houses may soon follow print advertising as a largely extinct form of effectively marketing properties. Until then, here are some reasons to continue to hold them:

For sellers: Having agents host open houses gives them the opportunity to point out features and answer questions about the property. The more people who see your property, the better – be they actual buyers, neighbors, looky-loos, or other agents. You never know when even a looky-loo encounters someone for whom they realize your home may be perfect.

For buyers: If you haven’t selected an agent to represent you yet, open houses are a great way to observe and meet a variety of agents in what should be a low-pressure environment. Open houses allow you to quickly move through many properties of different price ranges to learn what you really get for the money. Photos, virtual tours, and video can only do so much. There is no substitute for seeing a property, a neighborhood, and an entire community with your own eyes.

For agents: Depending on the location, open houses continue to be an opportunity for you to get in front of buyers in a more relaxed setting. They allow you to answer questions buyers may have about the property, or about home buying, in general. You also have the chance to ask questions – to stay on top of what buyers are seeking. Meeting neighbors and looky-loos may provide you with some unique information about the area that would be helpful in your marketing efforts. The more we can interact with the public, the better our odds for achieving success in our business.

Questions Every Home Seller Should Ask

Now that you have done your homework (see my post, “All Agents are NOT Created Equal”), and you’re ready to schedule interviews with each of the agents you’d like to consider, what should you ask?

Agents who have been in the business for many years may suggest that you ask the following:

1. How long have you been an agent?
2. How many listings do you have?
3. How many sales did you close last year?
4. What’s your average sale time, from listing to close?
5. For what percentage of the list price did your listings sell?

On the surface, these seem like great questions – and the answers are not completely without merit, but they could be very misleading. Let’s review them for a moment:

1. Longevity in this business can be helpful if the agent has been very active AND has embraced the numerous changes that have taken place in the industry. Many seasoned agents are uncomfortable with technology and new forms of research and communication. This discomfort can be an enormous disadvantage for today’s buyers and sellers, where time is of the essence and online marketing is a must. Newer agents are entering the industry with an understanding of what is required to compete in today’s market. They are also fresh from other industries, coming into real estate with a variety of skills – and new energy – that may be just what your listing needs.

2. The number of listings an agent has may not indicate how well the agent performs. The current market and other factors determine how many buyers and sellers an agent is working with. Agents with fewer listings may be be working with more buyers, which could be an advantage for sellers seeking an agent. Those with fewer listings may also dedicate more time to marketing them. That's by no means a hard and fast rule. There are agents with many listings who do an excellent job of serving their clients because they have perfected their service and communication. Then there are others with many listings who may simply show up to list the properties and then collect the commissions, with little contact in between. Some clients are comfortable with this type of service - others are not.

3. The number of sales closed by an agent in a given year does not offer great insight either. In 2008, many agents had numerous deals fall through because buyers could not obtain financing – even when they had good credit. Our current housing climate is throwing seasoned agents for a loop, as much as the rookies.

4. Again, average sale time does not necessarily reflect the efforts and abilities of the agent. It does reflect the nature of the market, but it may also be impacted by the seller. If sellers are unrealistic about how their home should be priced, their home may sit on the market even longer. With all of the options buyers have today, they certainly don’t need to settle for an overpriced home. Moreover, lenders won’t lend a buyer more than the property is actually worth, in current market conditions.

5. The ratio of sales price to list price may or may not be helpful information. If you’re a buyer, you want the sale price to be as low as possible, and as a seller, you want that figure to be high. Also, is the agent figuring the ratio from the original list price, or the most recently reduced list price? Again, this figure is going to reflect what’s happening in the market. And while that is vital information, it’s not going to tell you if the agent is right for you.

So, what questions should you ask? What questions will help you compare the abilities and resources of the agents you wish to consider? Here’s a list that may offer you insight:

* Based on current market stats for your area, how long is it typically taking to sell homes like yours?
* How do they plan to attract buyers to your home? What marketing methods will they use?
* Where will your listing be presented online, for buyers to find it?
* Aside from the yard sign and placing the listing online, what other marketing do they do?
* Do they have any suggestions for how to make your home more salable?
* What do they expect from you, as a client?
* How will they communicate with you, and how often? (Will they use your preferred method of communication?)
* How will you be contacted about showings?
* How will you receive feedback about showings?
* What price do they recommend for your home? How have they arrived at that price? What research did they do?
* What is their commission for the services they (and their company) provide?
* Do they offer a written performance agreement? (This is VERY important.)

And consider these basics:
Do you like the agent’s presentation, communication skills, energy, and personality? Can you see yourself working with this person for at least the next 6 months or more?

If you first take the time to prepare – as I suggested in my last post, “All Agents are NOT Created Equal” – and then pause to interview your top choices, you can then feel comfortable leaving the final decision to your instincts. Information always leads to sharper instincts, which are needed now more than ever.

Should you Try to Sell your Home NOW?

You’re familiar with lagging markets and excessive inventory. You’re aware that many lenders aren’t lending, and buyers aren’t buying – either because they can’t get a loan, or because they’re sitting on the fence, waiting for the market to completely bottom out. And you also know that home prices have fallen substantially. Still, you wonder, is now a good time to sell your house?

On the surface, one would have to say no. And that would be true if you can afford your home and you do not need to move for any reason.

But there are reasons to sell a home, no matter the market conditions:

* You can no longer afford it.
* You are relocating for business or personal reasons
* You’re getting a divorce, and selling your primary residence is part of the settlement agreement.
* Death
* You’ve completely outgrown your home, and you’re bursting at the seams
* You’re combining households, and you need to find a new home that meets everyone’s needs

And you can’t underestimate the power of “want to.” It’s not always need that drives us. Want is also a good motivator. It can signify a decisive change of course, and we’re often willing to make the necessary sacrifices for it.

So, if you can stay put, then do so for the time being. Just ride out this wave, and the market will eventually turn around. It may not return to what it was in its heyday, but that may be best. We cannot forget the reckless complacency that led us to this moment. A balanced market, as opposed to one that heavily favors buyers or favors sellers, is a healthy market.

But, if you need or want to move, be realistic about your home’s location, condition, and features, which all play a factor in the listing price. Consider your competition, because you likely have plenty of it. Anticipate that your home’s actual market value will be less than what you think it should be. And be prepared to both wait and move quickly, when the time comes. But above all else, remain focused on your goal. Do not lose sight of the reason why you’re seeking to sell at this challenging time. Allow that reason to guide your efforts toward a successful sale.