Chip Hodgkins

"No matter what I do, I just can't sell my home," you exclaim!

Actually, most homes can be sold in today's market in a reasonable amount of time, generally within two or three months, and most sellers are getting close to their asking prices.

There are nine steps in selling a home. If you're having a problem selling your home, review the following to try and determine where the problem lies:

* STEP 1 - ANALYSIS: The critical element is to correctly predict the price your home will bring in current market conditions. When you get the expected value of your home wrong, you're in for trouble from the start. The typical problem is that a home is priced too high for the market. This is the case for the majority of homes currently for sale. It is either the fault of the agent, the seller or both. You decide.

* STEP 2 - MULTIPLE LISTING SERVICE WORDS AND PRICE: The data entered into the Multiple Listing Service computer will affect the number of times your home's information appears in other agents' computer searches of properties to consider. It will also determine whether your home will be shown to a prospective buyer. Carefully review the words and the price.

* STEP 3 - TRAFFIC: A home needs at least three or four showings weekly in order to confirm that it is "in tune" with the market. If few agents call to show your home, the problem is certainly in steps 1 or 2 above.

* STEP 4 - REMEMBERING: It is important that the buyer is able to remember your home. The brochure he or she has picked up in your home will help. It is critical at this stage for the buyer to rank your home among the best of the 30, 40 or 50 he or she has seen and to keep it under active consideration. Be sure your home's brochure is well prepared.

*STEP 5 - RETURN FOR A SECOND VISIT: If the buyer decides to return for a second visit, either he or she has forgotten some detail or, more likely, your home is on his or her "short list." It is most important to alert your agent promptly and to put your home's best foot forward at such a critical time.

* STEP 6 - THE OFFER: When you receive a written offer, your home is almost sold: At this point most buyers have decided your home is the one. But be careful: Many will have a second choice, and a good buyer-broker will not forget to mention this when the contract is presented.

* STEP 7 - AGREEMENT: Assuming you have a serious buyer and you have avoided an emotional conflagration, you will come to an agreement. What is said during negotiations is often less important than how it is said. What is not said can be critical.

* STEP 8 - REMOVAL OF CONTINGENCIES: Although you can hit a bump or two at this stage, they normally are not fatal. Possible problems that can surface very late in the game are a low appraisal or lack of loan approval. While these are serious problems indeed, especially in the week or two before settlement, they can usually be resolved with the help of experienced agents.

* STEP 9 - FINAL INSPECTION AND SETTLEMENT: When you get to the settlement table, the only issue remaining is usually the result of the buyer's final inspection. Any findings are customarily minor. At this point significant problems are unthinkable, so relax and keep signing.

So there you have it. There's no excuse for not selling your home. You and your agent should be able to pinpoint and resolve any problem. Save time and fix the problem today.

If you would like more information about selling your home go to www.HodgkinsAndOHara.com or call us at 315-671-3021.

WHY MOST PEOPLE FAIL TO FIND THE RIGHT AGENT

If you're considering buying a home, you may have a number of things on your mind: finding a house that suits your budget; locating a house in the right school district; deciding on the right floor plan. While all of these things are important, the single most critical decision you have to make when home-shopping is which Realtor you will choose. It's true, you could go it alone, but without proper representation, you'll be at a distinct disadvantage, not only in negotiating a deal, but also in finding the right house.

For your sake and the sake of your family, it's best if you work with an agent. An agent can help you locate properties for sale in the neighborhood you desire. He or she can also provide valuable advice during the "looking stage"; your agent is likely to notice things that you don't and therefore could end up saving you a great deal of money. In addition, since chances are the seller will be represented by an agent, you'll want an agent there to look out for your best interests.

Once you make the decision to retain an agent, the next decision you'll have to make is whom to choose. This is not as easy as it might appear. You'll want to do more than just flip through a phone book to find a name. You'll need to do some homework to make sure you select an agent who's right for you.

Given this fact, there are a number of questions you should ask when agent-shopping. Some agents work as "Exclusive Buyer Agents." These are agents who represent buyers and buyers alone. They do not list properties; therefore there is no danger of a conflict of interest. However, you can retain an agent who also sells property, although you might want to ask whether the agent will be showing you properties that his company is also selling. It's best to know these things in advance, so there are no misunderstandings down the road.

Find out how long the agent has been in the field. A more experienced agent is likely to give you better service and greater attention to detail. Also, ask how much of the agent's work involves representing buyers. This will give you a clue about whether the agent is likely to ask the right questions throughout the buying process.

Ask for references, specifically, the names and phone numbers of about a half-dozen buyers the agent has represented in the last six months. If the agent is readily willing to give you this information, it shows his or her confidence and provides some indication of trustworthiness. Once you have the contact numbers in hand, be sure to follow up by making calls. You can find out whether the agent was responsive, helpful, and knowledgeable. And who would know better than the clients he or she has represented?

Also, ask the agent if he or she will have information about "For Sale By Owner" properties. You'll want to ensure that you get a chance to view a wide variety of properties so that you can make an intelligent decision about which home is right for you.

In addition, ask the agent about credentials. Has the agent had specific training related to the unique needs of buyers? Does he or she hold special accreditation? Any agent who is not willing to share this information with you is probably not worth dealing with.

Also, make sure you settle financial matters with the agent before you look at your first house. Find out whether he or she will receive a commission on the purchase of a house, or whether he or she works on an hourly basis. Obtaining answers to such questions now will eliminate headaches in the future.

Another important question is whether the agent has a list of lenders, home inspectors, and contractors that he or she likes to work with. It will certainly save you time, and probably money, if you can rely on your agent to supply this information rather than trying to hunt it down yourself. The answer to this question will also give you an idea as to whether the agent is knowledgeable about the community.

If you would like more information about choosing the right agent for the job of find your next home or selling your current one, go to www.HodgkinsAndOHara.com or call us at 315-671-3021.