Ask the Expert – Real Estate

| Canyon Country Magazine | April 17, 2019

What Mistakes do Homeowners Make When They Decide to Sell their Home?

This is such a great question. First, you should always hire a qualified realtor who knows the area and works with buyers looking to move to your neighborhood. Some homeowners want to save the commission and sell it themselves, but in the long run they save 5 to 6 percent and then get 10 to 15 percent less for their home.

One reason it doesn’t benefit them is because they can’t market the home on a scale to attract multiple buyers. When I advertise a home, I make sure it goes out on a local, regional, national and international marketing plan. Remember, this is Southern California and buyers want to move here from all over the country and when they go on the internet and look for homes in Canyon Country your home needs to show up.

Another downside to selling it yourself is that most home shoppers believe they can get the discount you are not paying to a realtor. And by not creating enough interest for the home, you invite low offers. Remember that exposure equals demand and demand equals a higher price for the home.

Another mistake sellers make is not preparing the home to show. You want to make sure that the home goes from “living condition” to “showing condition.” This is one area that I specialize in … I pay for my clients to get it done. To declutter and de-personalize the home, I have a stager that comes out and packs over 30-40 boxes of items and puts them with additional furniture and pictures, etc. in the garage. Then I have all the windows, carpets and home cleaned, as well as putting in brighter LED light bulbs, opening all window coverings and changing or fixing any items that may be loose or broken, like door handles, faucets, shower heads, etc.


This is so important, as you always want to make the home look like it has been maintained and feels bright, open and spacious, because once they notice one problem they always look for another – and then they look for a discount. Lastly, and perhaps most important, is to price the home right.
If it is priced too high it will not get the showings and linger on the market for months and you will end up getting less. But if you price the home at or a little under market value, then you will get more showings, which could lead to several offers, and a multiple counter situation means getting a higher price in the end.

Something that I do and pay for is an independent appraisal to find out exactly what the market value is before I put a home on the market. In the end, when a lender has the house appraised we already know it will come in at value!!

Visit CraigMartinHomes.com and click on my Home Seller Catalog for tips on preparing and marketing your home to get it sold fast and for a higher price. Or give me a call and I will drop by for a free home evaluation.


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