by Lynn Nadler

When looking for a new home, many buyers will start by looking at model homes.  Often, the buyers will fall in love with a particular model and decide to buy.  They go into the office, meet with the sales rep and begin to design the "home of their dreams".  Only later do they think about what they need to do to sell their current home.

Recently, we have met with a number of potential sellers who are in contract on a "new build" and, consequently, need to sell their current home quickly.  They did not meet with an agent to help represent them in the new build and they did not meet with an agent prior to making the decision to to move. 

Why is this a mistake?  First, when a buyer meets with a sales rep at the builder's office, even though that person may be very helpful and nice, that person represents the builder and not the buyer!  Their concern is selling a home and helping the builder reduce inventory; their concern is not for the buyer and how hard or easy it may be to sell an existing home.

Secondly, many people think they know what their current home is worth.  They are often living back in the age of the "good" market and have no idea what is happening now. They don't realize what it takes to sell a house in the current market -- from condition, to price, to average days on the market.  When reality sets in, so does the stress!

So what is the best way to make these decisions?  We suggest that once a client has started to consider moving that they meet with a Realtor.  Meet with an agent who knows the area and does quite a bit of business -- in other words, a professional.  When meeting with a Realtor, find out what needs to be done to the house to get it ready to sell, how much that will cost and how the Realtor conducts their business.  Ask for a Comparative Market Analysis and pictures of homes in the area that are similar so that a good comparison can be made.  Make sure your expectations are realistic, i.e. don't overestimate the value of your home!

Once you have those facts, have a Realtor take you on a tour of the new builds that are available.  The Realtor should know what areas are doing well, and what kind of upgrades make sense in a new home, both financially and for future resale value.  He or she can also help negotiate on your behalf.  Remember, it does not cost any more to use a Realtor!

Homes are still selling and people are still buying.  If clients follow these helpful hints, the outcome can be great for everyone!