Proactive Selling Strategies

Nancy Russell Vice President CBRB www.nancyarussell.com e-mail: Nancy.Russell@NEMoves.com Home selling strategies cannot be learned by just reading a book. Rather they are forged over time by successful Agents. This is not to say that reading books on selling techniques is a bad thing. However, each house has a special uniqueness about it that requires very specific marketing technique. It's that intimate touch that I provide that will ensure the highest return on investment for the Seller. Here are two strategies that I use from time to time, especially for older homes, as part my of the overall marketing plan to sell your home fast and for top dollar: 1) the Pre-Sell Home Inspection and 2) the Home Warranty.

First, the Pre-Sell Home Inspection. A home inspection is an objective visual examination of the physical structure and systems of a house, from the roof to the foundation. The standard home inspector's report will cover the condition of the home's heating system; central air conditioning system; interior plumbing and electrical systems; the roof, attic and visible insulation; walls, ceilings, floors, windows and doors; the foundation, basement and structural components.

Home inspections are not a pass/fail test. A professional home inspection is an examination of the current condition of a house. It is not an appraisal, which determines market value. It is not a municipal inspection, which verifies local code compliance. A home inspector describes a home's physical condition and indicates what components and systems may need major repair or replacement. Home inspections are carried out by professional, certified personnel and can take up to three or four hours to complete. The output is a report that can be up to 50 pages describing the home's condition in words and pictures.

Buyers require home inspections prior to closing. Typically, home inspections take place after the price of the home has been negotiated. There can be nothing worse for a Seller and Agent to learn that there is a major problem with the home and the Buyers are either pushing for a price reduction or simply walk away from the deal. This benefits no one and after a home inspection issue arises, the sale price is usually reduced. Everyone loses. Having a home inspection report prior to listing provides me and my clients valuable information. During the negotiating and selling of a home, surprises are never a good thing and can only cause a lower sale price and/or additional days on the market.

Now, Home Warranties. Did you know that there is a 60 percent chance that a major system or appliance will fail in any home over the next year? This is pretty scary to homeowners and very frightening to home buyers. A home warranty is a service contract that covers the repair or replacement of many of the most frequently occurring breakdowns. Contracts are renewable on an annual basis and stay with the home, so that if one is in place during a sale, it simply transfers to the new owner. Some warranties cover plumbing, washer, dishwasher, oven, stove, microwave, heating and air conditioning, refrigerators, etc.

Home warranties target the psychology of home buyers. It's one of those feel-good things that help a potential buyer visualize themselves as the new homeowner. The reality is that when a buyer purchases a home, disposable income is at a low. Heaven forbid that a major appliance or plumbing problem manifests itself after a sale where there is no home warranty. Removing a psychological obstacle translates into quicker and more satisfying transactions.

A pre-sell home inspection and home warranty will cost around $1,000. As I stated earlier, the older the home, the more I like to include these in my overall marketing plan. A thousand dollars invested upfront can translate to thousands of dollars and more when all is said and done. I focus on unique marketing strategies for my Sellers that provide top return on investment. Give me a call.

"Whatever Nancy touches turns to SOLD." Call me at 508-243-8128 or send e-mail to Nancy.Russell@NEMoves. com. Visit my website, www. nancyarussell.com, for more information.