Selling In Clayton County...Is It Possible? Tips For The Sellers!

Selling In Clayton County...Is It Impossible?

For several weeks, I have heard over and over again that selling in Clayton County is impossible. I have heard from sellers that their agents have told them if their home was somewhere it would sell. I have also heard that agents are being pretty negative when sellers call to discuss listing their home. Yes, this is true. The good news is this...

CLAYTON COUNTY RESIDENTS WANTING TO SELL....YOUR PROPERTY CAN SELL!

As a resident of Clayton County, I know that we have had some real issues that have scared buyers away, but the truth is, we are rebounding and coming back! Don't let people tell you anymore that your property will not sell in Clayton County, that is simply an excuse.

Three things are going to sell your home: 1) Price, 2) Marketing, and 3) Attitude.

1. Pricing your home is not as difficult as some people think it is. The key though is to realize that we are not in the market we were 10 years ago. Today's market, is what is known as a Buyer's Market. When pricing, you need to learn to adjust your price accordingly. Here are a few factors to consider:

• What has sold in your market area? I will start out with a 6 month search and then a one year search. It is important that your able to compare homes as similar to yours as possible and then adjust for the differences. When doing this, your performing what is called a Competitive Marketing Analysis (CMA). Your agent should be able to provide you with one for free to help you determine that Market Value of your property. Not only do you need to adjust for the difference in the physical attributes of the home, you also need to be able to adjust for change in the neighborhood, school system, etc. These factors all affect the value.

• What is currently on the market? This is known as your "competition". Unfortunately, Clayton County is experiencing one the highest foreclosure rates in the country. You will find that foreclosures are offered way below value, and inadvertedly affect your selling price. When you live in a neighborhood that has several foreclosures, and your selling your home, it can be tough. Be prepared to overcome it. There are many ways an agent can get buyers to see past the big price difference. With a foreclosure, you don't know what your getting, they sell "As-Is", see my point? As a seller you will offer a disclosure statement which will give the buyer a little more insight to what they are getting. Buyer's also have the right to an inspection. You will need to set yourself apart from the competition regardless of the situation or you could lose.

• What is your motive behind selling? For some it is a pre-foreclosure situation and you need to just clear the mortgage and you will have to sell rock bottom. For some it won't be like that and you can ask a little more and handle your home being on the market a little longer. Your motive doesn't effect the value, but it does effect the price you list it at.

As sellers we also tend to become emotionally attached to our homes. When placing your home on the market, you need to let go. Yes, you will always have fond memories, but your memories don't come into play with what a buyer is willing to pay.

• What will it cost you to sell your home? When pricing you have figure in the fees associated with selling. In Clayton County, it is normal for the seller to contribute 3% of the selling price towards closing cost. It is also typical for a buyer to have a home inspection done and ask that certain things be fixed. We tell our clients to add another 3% just for the "what if" expenses. You then need to also account for the commission that your paying to get your home sold. Adding these percentages up and deducting that from you selling price should get you into a close ballpark of what you will receive at closing. Of course, you need to also deduct for any mortgage that you might still owe. Understand that the percentages we use here are what we use with our clients, and we come very close on the final amounts. They could vary for you. Talk to your agent about the fees and ask them to break them down for you prior to setting your listing price.

Now, you have all the numbers, set your price. Keep in mind that the longer a home is on the market, the less interest there tends to be. There is a stigma about a home that is on the market for a long time. Most people think that something must be wrong with it. This is one reason pricing is so important from day one. Having it priced right, will get people in your front door, and that is how it becomes sold!

2. Marketing your home is the next big step. Your agent needs to be creative. This is definitely not the time to try and market with a yard sign and a MLS listing only. Actually, there is never a time to market like that. Here are a few ways that we will feel are a marketing must in order to get your home sold fast in Clayton County right now.

• Internet Marketing. Buyers are scouring the web for houses for sale. This is a must.

• Direct Mail Marketing. This can be expensive, but if put together well, you will get results.

• Word Of Mouth Marketing. The more people that know your home is for sale, the more that might have an interest, get the word spreading that your house is for sale.

I really don't have time to go into all the creative things that can be done, but talk to your agent. Find out what they do to market your home. Then ask them to send you copies of the marketing for you to see. This will keep you from getting an agent who will not "walk the talk".

3. Attitude is Huge! Here in Clayton County, we have many agents blaming the area and county officials for the property not selling. Yes, sales are down roughly 14% from this time last year, in May 330+ homes sold here. Your home could have been one of those. Having an agent that understands your market area is huge right now. An agent who is familiar with the area stands a far better chance of selling your home than an agent from the north side of Atlanta ( no offense meant to any agents from the north side).

When you call an agent about selling your home and they start to tell you about it being a Buyer's Market and making lame excuses, thank them for their time and hang up. Keep calling, you will find someone who has a positive attitude and doesn't let the market sway their ability to sell. That is the agent you want to sell your home.

Ask your prospective agent what their feelings are about Clayton County. If they can't give you a positive answer, NEXT! The attitude is contagious.

Ask them about their inventory. Inventory is important. When you have many listings, your able to direct people to the right homes that they are looking for. The more homes, the better chance you stand. I know that in our office, it is the number of various listings we have that get the buyers calling. The more you can offer, the more buyers that come. Kind of reminds you of supply and demand, huh?

Now, you have an agent, and together you have set the price. At this point, here are some tips to help you assist the agent to do their job to the best of their ability. You don't have to spend a lot of money preparing your home to sell, just a little sweat and time can make the difference. By the way, once an offer is accepted, you still cant rest. Here are ten of our 27 tips we give sellers. Understand that these tips are not just for selling your home, but getting through the entire process:

1. Spruce Up the Yard: Landscaping sells! The outside of your house has to look good enough to entice a prospective buyer to look at the inside. Don't let the yard drive away potential prospects. Keep the lawn cut, the shrubs trimmed and consider planting a few flowers around the mail box.

2. Fix the Little Stuff: Go around your house and fix the little stuff. Tighten loose door knobs, fix loose towel racks, replace burnt-out light bulbs, fix the latch on your crawl space door, re-glue loose wallpaper... all of the little things you have been neglecting for so long.

3. Swap Out Anything You Want to Keep: Do you have a chandelier you want to move to your new home? Is your fireplace mantle an antique you just can not live without? Was the light-switch cover in your master bedroom given to you by a family friend? Plants and shrubs are also part of the real estate. What the Buyer sees is what the Buyer should get, if there is anything attached to the land or building that you want to take with you, be sure to remove it prior to the house being shown or note it on the Seller's Disclosure Form.

4. Complete the Seller's Disclosure Form: This form is important to both you and the Buyer. If helps serve as proof that you revealed those things that you should reveal to a buyer and it helps the buyer understand exactly what they are buying.

5. Get Your Information In Order: Sometimes it is the simplest things that can swing a prospect your way. Get together any documents you have pertaining to the house including plans, surveys, owner's manuals for appliances, etc... and let your agent know what you have.

6. Leave: When agents are showing your house, it is best if you leave. This will allow the prospective Buyer to view your home in a casual setting without feeling intimidated by your presence. They will contact you with any questions the prospective purchases ask which we do not already know the answer. This also gives your agent an excuse to follow up with the prospect.

7. Refer all Inquiries to your Agent: Sometimes, when a house is listed for sale, prospective Buyers will stop by to ask you questions. Instead of answering their questions, simply refer them to your agent. Even telling someone the asking price might eliminate an opportunity for your agent to convert the curious into a serious prospect. Simply reply: "I promised my agent I would not answer any questions and would refer all inquiries to them. Would you mind contacting them so I can keep my word?"

8. Restrain Your Pets: Your pets may be part of your family, but not everyone may share your love of pets. If possible, take the pets off-premises during showings. If not, restrain them.

9. Don't Discuss the Property, the Neighborhood or Anything Else Related to the Property: Let your agent do the talking. You are there to sign the papers, get your check and hand over the keys. You do not want to kill the transaction at the last minute. If the Buyer asks you a question, answer it honestly. But do not volunteer information or get involved in a discussion about the property.

10. Bring Your Documents: Below is a list of some documents which you may have been required to obtain prior to closing. Often, these are delivered to the closing attorney and / or buyer in advance of the closing. If they were not, or if you have the original or copy in your possession, bring them with you to the closing. Documents like building plans and owner manuals for appliances should be left on the kitchen counter top.

As an agent, I hope that I have taken any concerns you have about putting your home on the market in Clayton County. Yes, the real estate market will take an upswing again, but sometimes people just can't or don't want to wait that long. Just remember PMA (Price, Marketing, and Attitude).

If your home is currently on the market, I hope that you will be able to investigate a few tips and make any adjustments that you can, which will result in the sale of your home.

Be sure and visit the Clayton County Whisper often, as you will find more tips and reports to help you in your future real estate transactions. We are updating the site often, so be sure and bookmark it!