帮助他们帮助你
There’s no magic formula for selling your home, but there are principles and methods that work. The problem lies in getting homeowners to embrace these best practices. Understandably, the sellers, who have lived in the home for years, consider themselves the de facto experts on the best way to present and sell their house. But this stubbornness can lead to missed opportunities and a contentious relationship with the real estate agent, who is the person in the best position to make the process go smoothly and quickly. Here’s what your real estate agent wishes you knew about selling your home.
Buyers Are Judging Your Level of Cleanliness
许多卖家希望买家在房子旅游期间采取整体方法，看着大局，并没有关注小缺陷。但实际上，你经过精心维护的硬木地板和更新的电器可能会留下比你忽视的一些看似小细节的印象。“当买家巡回房子时，他们将迅速关闭并通过灯具中的一群死亡突发群体弥思，”警告说Melanie Dawkins., real estate agent at Red Door Realty in Lincoln, Nebraska. “Also, buyers are going to open that oven door, and if it is dirty, smelly, or there is burned food on the bottom of that oven, they are never going to be able to imagine cooking a Thanksgiving turkey in there.”
In addition, if theyopen your refrigerator doorDawkins说，在抽屉里的架子或食物中的搁板或牛奶中的牛奶说，他们将无法想象自己其food in that fridge. “Instead, they're going to be left with a disgusting image of your dried-up leftovers, and if they can’t get the images of your uncleanliness out of their minds, they're not going to be able to imagine their own belongings in that house—and they’re not going to buy it.”
你的垃圾正在影响销售
多年来，大多数房主积累了很多东西，但是在卖掉你的房子的时候，请记住买家正在寻找新鲜和新的东西。“如果他们的房子很小而且凌乱的, they want a house that offers them what they don't have,” Dawkins explains. She says sellers have to understand that buying is also an emotional experience: “Some buyers think that if they can start fresh, their life will be different.” But if they see your house as being just as cramped and cluttered as their existing one, you’re only offering them more of the same.
Your Realtor Is More Important Than You Know
Many homeowners select a real estate agent who is a friend or family member. But according to Kris Lindahl, CEO and founder ofKris Lindahl Real Estate在明尼苏达州明尼阿波利斯，这是一个错误。“并非所有的房地产商都是平等的，所以不要为朋友和家庭成员陷阱落下，”Lindahl警告说。如果您满足于使用您知道的人，Lindahl表示，这一选择可能会花费数千美元。“房主需要对待像商业交易那样选择一个房地产经纪人，而不是一个个人。”您希望拥有经验的熟练谈判代表，并且有一个很好的快乐，满意的客户。
Be Prepared to Go the Distance
If this is the first time you’ve ever sold a home, buckle up, buttercup! “Although you're hiring a professional to sell your home, there is consistent work for sellers, which tends to take its toll over time,” says brokerGill Chowdhuryof Warburg Realty in New York City. For example, open houses and showings can get old quickly, particularly when you’re packing up the kids every Sunday and leaving the house for several hours. Having to keep the house model-home-ready can also wear you down. “Perhaps after four months, you're now frustrated at what is otherwise a very reasonable offer because you feel that you should be getting more—given how great your home is and all the times the buyer came back to view it,” Chowdhury says. “Being prepared to go the distance as a seller before you go to market is incredibly important if you're hoping to walk away with a win.”
你不是现场
It’s true that no one knows your home better than you do. But that doesn’t mean you necessarily know the best way to market and sell it. “Some home sellers can be a little too involved in the marketing of the home,” says Chuck Vander Stelt, a real estate agent based in Valparaiso, Indiana, and founder ofQuadwalls.. For instance, you may want to include details about the home that you consider to be selling points—but they’re not. “The most common issue is sellers wanting to include arbitrary information which does not move the needle on making the home more attractive. Arbitrary information just clouds the marketing message.” Buyers have a short attention span, and you’re competing with a lot of other sellers. “Home sellers would benefit by letting their real estate agent take the lead on marketing and keeping with the defined marketing message,” he advises.
Related:房地产经纪人可能不想和你合作的12个原因
Stand Back and Let the Stager Stage
As the homeowner, you probably have plenty of ideas about what looks good in your space. But according to Cynthia Cummins, founder and Realtor at亲切的SF家园在加利福尼亚州旧金山，您不是暂存的权威。“雇用一个专业的台阶并走开，”她建议。“向他们提出建议是有点像告诉你的牙医在把牙科大坝放在嘴里后如何提取牙齿 - 它更好地坐下来放松。”
Lindahl of Kris Lindahl Real Estate in Minneapolis agrees that this is a trap that homeowners tend to fall into. “The average homeowners sell a house every 10 or more years, and the colors and decorations they like will probably match people like them but won’t be appealing to other generations,” he explains. “Ourstagingteam has done this thousands of times, so we know what’s going to make the house appealing to buyers.”
是的，您的家庭需要进行上演
It’s tempting to think your home looks good enough that staging won’t be necessary, but don’t give in to the temptation: “Spending some additional time and money on staging could mean your house sells quicker and maybe for a better price,” says Ruth Shin, founder and CEO of楼盘在纽约市。她解释说分期帮助买家在家里看到自己并提供规模感。并相信它与否，Shin说空房间可以看起来比它们小。“暂停可以像放置美丽的触摸和升级你的装饰一样简单，实际上带入家具或在每个房间里放一层新鲜的涂料，”她说。
分期也有助于突出您的家庭资产，这可以使其从竞争中脱颖而出。“如果您的房屋有一个伟大的步入式衣柜，请装备衣服整齐地挂起，折叠，显示潜在的买家如何使用空间，”推荐代理商Marilyn Blumeof Warburg Realty in New York City. “Now more than ever, home offices have become more in demand, so furnishing that room like an office can be worth the investment, even if you need to buy new furniture to stage it.”
Related:11家庭分期伎俩，不花钱一分钱
Don’t Rely on Websites for Accurate Home Estimates
技术很棒，还有几个击键你可以找到几乎任何东西。但并非所有信息都准确无误。“常常，卖家对他们的家庭价值可能是不现实的，依靠自己的偏见和有缺陷的数据，”克里斯Fajkos，一个房地产经纪人Tahoe Mountain Realty在加利福尼亚州的特拉凯。“Zillow，Redfin和其他国家房地产网站对于出版疯狂不准确的家庭价值估计来说是臭名昭着的，因为它们依赖于所有地区的覆盖计算。”然而，他注意到，当地经验丰富的房地产经纪人将知道特定地区目前的市场趋势和其他因素。
It's Not About You—It’s About the Buyer
公正性。客观性。开放性。这些是在销售您的家时需要采用的一些特征。“当你列出你的房子时，你希望它可以吸引尽可能多的潜在买家，”Fajkos说。“通过去除你的personal attachment to the homeand taking some outside and professional advice on how to best present the home in its best light, the probability of the home selling faster and for top dollar greatly increases,” he explains.
This view is shared by Cummins of Kindred SF Homes in San Francisco, who says your real estate agent’s job is to sell your home—not flatter you. “Your agent may make a suggestion for improving the way your home shows and it really rankles you,” she says. But remember that your agent is on your side and is trying to provide feedback that will help your home sell faster and for more money. “So, get over yourself and recarpet the entry stairs, paint the front door, and replace the dining room light fixture.”
Related:How To: Attract First-Time Home Buyers
价格过高的房子不卖
你所有的房地产经纪人的努力工作是naught if you don’t agree on a pricing strategy. “Many homeowners think that the most important aspect of successfully selling a home is the marketing,” saysGreg Kurzner.，总统和经纪人在阿尔萨大西洋地区在阿尔法鲁塔，格鲁吉亚。“冷酷的事实是你的房地产经纪人可以成为世界上最好的营销人员，并抛出各种类型的营销，分期和虚拟旅游体验，如果该物业不竞争地位，那么结果将会发生令人失望，房主将对代理人和经验感到沮丧。“事实上，Kurzner说他不会与房主合作，他们对家庭的价格没有现实。“如果我们在推荐价格范围的顶端进行价格，我强调了关于早期的房屋的交通和反馈将决定是否需要调整定价或保持课程。”
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