It might finally be time to come out of the basement.
Seven years after the housing market began to collapse, rising prices and
thinner inventories are presenting new opportunities for home sellers. Some hot
markets are even seeing multiple offers for the same property—a phenomenon
rarely seen since the boom years—as buyers become more confident and seek to
take advantage of today's near-record-low mortgage rates.
Home prices nationally climbed 8.3% in December from the same period a year
earlier, according to CoreLogic, CLGX -1.09%a real-estate analytics company. The
increase was the largest since May 2006 and the 10th consecutive monthly gain.
The CoreLogic figures include foreclosures and other distressed sales.
The gains are good news for would-be sellers who have been stranded on the
sidelines since home prices peaked in 2006. Nearly one in four homeowners and
renters say now is a good time to sell a home, according to a survey released
this month by Fannie
Thinking about selling? You are likely to find a buyer more quickly and at a
better price if you factor in local market conditions and recent sales before
setting an asking price, burnish your home's Internet profile and plan ahead for
a home appraisal.
Acting soon may pay off as well. While trends vary by region, buyer search
activity generally peaks in March and April, while seller listings peak in July,
says Jed Kolko, chief economist at real-estate website Trulia.
"Most sellers would be better off if they pushed the process up a couple of
months," he says.
Don't expect to make a killing. Even after the recent gains, home prices
remain about 27% below their 2006 highs, according to CoreLogic.
Still, in many markets, sellers have more of an edge than they have had in
years. One big reason: The number of existing homes on the market dropped to
1.74 million in January, down 25% from a year earlier and the lowest level since
December 1999, according to the National Association of Realtors.
If you are thinking of making a move, start by assessing conditions in your
local market. Lanny Baker, chief executive of ZipRealty, an online real-estate brokerage based in
Emeryville, Calif., suggests focusing on five measures: price changes, the
inventory of homes for sale, competition from foreclosures, the average time it
takes a home to sell and the gap between selling prices and list prices.
But sellers shouldn't be complacent. Here are some steps to consider.
Interview agents. Some people prefer to handle the
selling process themselves. But if you plan to use a real-estate agent, start by
interviewing several contenders.
Mr. Baker of ZipRealty suggests narrowing your search to agents who have
handled many sales in your neighborhood. They are likely to have the best view
of local market conditions and can better assess what your home may sell for and
how it should be marketed, he says.
Adjust your sights to today's market. Set aside what your
home might have fetched in 2006 and focus instead on what homes are selling for
Dan Elsea, president of Real Estate One in Detroit, uses recent sales as his
guide, paying particular attention to properties that have received multiple
offers. He prefers the homes he sells to be among the five lowest-priced
properties among similar homes. "Typically, a buyer will see and remember five
homes at a time," he explains.
Pay attention to how long competing homes have been on the market. These
days, well-priced homes often sell in a week or two, while homes that languish
for months are typically priced at unrealistic levels.
Don't overreach. Given today's thin inventories, it is
tempting to reach for the stars. But if you get greedy and set the price too
high, you are likely to wind up in a downward spiral.
"You are going to have your largest viewing audience in your first days on
the market, when the house is the newest product on the shelf," says Lloyd Fox,
a broker at Long Realty in Scottsdale, Ariz. If the price is too high, buyers
and agents are likely to relegate your listing to the sidelines.
Properly priced homes are likely to get eight to 10 showings their first week
on the market and an offer soon after, Mr. Fox says. If not, "you have missed
the market" and it's likely a price cut is in order, he adds.
Make the Internet work for you. Most home buyers and agents
are now starting the search process online, which means it is important to make
the Internet a key part of your marketing strategy. Begin by carefully selecting
the photos you will post online.
Factor in Internet searches when setting your listing price. Because most
buyers tend to search in $25,000 or $50,000 increments, you can maximize your
exposure by pricing your home at a round number, such as $400,000. That way the
house will show up when buyers search for homes in the $350,000 to $400,000
range and for those priced at $400,000 to $450,000.
Weigh multiple offers carefully. In cases of multiple
bidders, you should focus not just on price, but also on terms.
Clean up your act. Even in a market where inventories are
thin, a home isn't likely to sell if it looks shabby or crowded. At a minimum,
you'll need to touch up the paint, clean the carpet and pare your
Suzanne Peltier, who lives in Farmington Hills, Mich., hired a handyman to
patch loose bricks and touch up the paint on her four-bedroom Colonial before
putting it on the market. She also removed some of her furniture so the home
Julie Kaczor, a broker at Baird & Warner Real Estate in Chicago's western
suburbs, advises clients to get rid of magazine racks, statues, fireplace tools
and anything else that can clutter up the edges of a room. She looks for
inexpensive fixes with good payoffs, such as a fresh coat of paint, removing
outdated window treatments or a carpet cleaning.
Plan ahead for the appraisal. About 30% of real-estate
agents reported that low appraisals had resulted in the cancellation, delay or
renegotiation of a purchase, according to a January survey by the National
Association of Realtors.
If you are interested in selling your home please contact the Andrea Crossman Group for more information 616-355-6387
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