Home Selling Success: What You Need to Know

By Sheryl Landrum
Home Worth Columnist

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As in all industries there are those who are successful and those who are not. What do top real estate professionals know that the rest don't?

When it Comes to Selling Your Home, Go with the Best
The best agents are the best for a reason -- they know how to market and sell a home. Get referrals from people you know, look to see who is advertising homes for sale in your neighborhood, and call different realty offices within your area and ask who the top producer in the office is. Be cautious with the agent who is willing to accept a lesser commission on the sale of your house. Top producers generally are not willing to accept a reduction in commission. Why? Because those commission dollars are needed to market your home successfully. At the upper end of the market it is not uncommon for an agent to spend tens of thousands to advertise and market your property.

When interviewing prospective real estate professionals for your home sale ask:

• What MLS organizations do you belong to and how do you market your listings? Will my listing be advertised in the local papers, television, MLS, or local real estate caravans? How much will you budget to sell my home? Will you hold open houses? What support does your office give you as a real estate agent?
• How many homes have you sold in the past year? What is the average length of time on the market before completing the sale?
• How long have you been a real estate agent? If you are new, what kind of team do you have supporting you?
• Will you be handling the home inspections, home appraisals, and all of the details of selling my home or will you be depending on me to keep these appointments?
• What are the pros and cons of my home and how will you present it? What can I do to help make the home more marketable?

Top Home-Selling Agents Know the Market
Homes that are selling are priced well and actively marketed by the selling agent. An experienced agent will be one who is aware of neighborhood trends and recent home sales and will know how to price your home to compete. He or she should also have the statistics to back up the price when listing your house and should offer you a professional presentation when you sit down to discuss selling your home. An experienced agent will also be able to evaluate home buying offers and supply an opinion of how likely the buyer will be able to complete the transaction. Remember, the agent you choose will be the one representing your home as the one to buy. The question to ask is how soon do you want to close escrow? 

About the Author
Sheryl Landrum is a Senior Loan Officer with First Capital Mortgage of San Diego at the Prudential Realty Office in Bonsall, California.