New Year’s Resolutions for Sellers

So despite dire predictions that the housing market would slow down in 2005, the opposite happened – new home sales records were broken.
 

As many as 8.5 million new and existing homes will be sold in 2005 by the time the clock runs out, according to the National Association of Realtors and the National Association of Home Builders.

The real estate housing bubble, on which so much ink was spilled in the press this year, apparently continues in most of the country. According to the Office of Federal Housing Enterprise Oversight (ofheo.gov), prices rose 12.02 percent from October 2004 to October 2005, the most recent numbers available.

“Appreciation rates in the third quarter were extremely strong, although some deceleration can be seen in a number of the faster-appreciating markets,” said OFHEO Chief Economist Patrick Lawler. “Price momentum in the Pacific and New England states, in particular, has pulled back.”

In the third quarter of 2005, prices rose an average of 2.86 percent. In other, more normal, years, that kind of appreciation would be what homeowners would see over the course of a year, not a quarter.

While some markets are slowing, others continue to explode. In Arizona, OFHEO reported that prices climbed 30 percent over the course of a year. Florida homeowners enjoyed a 28 percent rise in appreciation in the third quarter of 2005. In Idaho, home prices rose 15.1 percent, and in Utah, prices rose more than 11 percent, October to October.

Will it continue in 2006? Probably not. The Federal Reserve Bank recently raised the Federal Funds rate to 4.25 percent, the highest that interest rate has been in five years. Eventually, albeit slowly, long-term interest rates will rise. As will mortgage interest rate.

If the economists are right, that should mean a softening of the residential real estate market. As homes get more expensive, and the cost of paying the mortgage rises, fewer people will be able to afford homes. That should mean the number of buyers and sellers will equalize somewhat, creating a more balanced market.

But that’s not necessarily good news for sellers, who have enjoyed a tremendous seller’s market for the past decade. It’s much nicer for sellers to have more buyers than homes available for sale – but painful and expensive for home buyers.

So how can you position your home if you plan to sell in 2006? To get you going, here is my annual list of home seller resolutions you might want to keep. As a home seller, I resolve to:

• Get my home into shape before I let anyone see it.

Once you’ve made the decision to sell, your first job is to get your home in selling shape. And you should do this before you invite any real estate agents or brokers in to assess how much it is worth. The agents you interview will be your “Wow!” test. If they walk into your home and say “Wow! What a great place you have here,” you know you’ve done it right.

Start by throwing away, giving away, or packing away anything you haven’t used in the last three to five years. You should also give your home a thorough cleaning and address any small fixer-upper projects you’ve been putting off.

Once your home is clean, you can assess what kind of other work needs to be done. Should you give your home’s interior and exterior a fresh coat of white paint? Do you need to powerwash your vinyl siding? Should the windows be washed? The wood floor polished? New wallpaper put up in the guest bathroom? Does your landscaping require a visit or two by a professional landscaper? Whatever you decide to do, make sure it’s completely finished before you invite anyone over to see your home.

• Invite at least three agents to create a comparative marketing analysis.

Often, sellers simply call the agent who sold them their home to list it. While you may end up with that person, you’ll be doing yourself a favor if you invite a couple of other agents in from different firms.

Why? Because each agent will have a different marketing plan and idea about how much your home is worth. If you invite three agents to prepare a comparative marketing analysis (a CMA is a sales tool that analyzes homes similar to yours that have recently sold, presents a marketing plan and suggested list price), one will bring in a high price, one a low price, and one somewhere in between. Each may have a slightly different idea about how to market your home, or give you ideas that you can share with the agent you finally choose.

If you don’t like any of the three agents you’ve invited to your home, get some referrals and invite additional agents to prepare a CMA. One good way to get agent referrals is to ask the agents you invited to do a CMA who they think is the best agent in town (other than themselves, of course).

• Know what my selling timetable is before I list my home.

Do you want to sell or do you need to sell? If you need to be out in three months or less, you’ll need an aggressive agent with a very competitive list price. If you’ve got six months or a year in which to sell, you may choose to price your home a little higher, or may choose a different type of agent. Knowing when you have to move – and sharing that crucial bit of information with your agent – allows you to choose a correct pricing and marketing strategy.

• Be realistic about the market.

After a half-dozen years of a super-hot seller’s market, the tables are turning – or have already turned in some markets. Expensive homes are selling more slowly than homes priced for first-time buyers.

Accept the reality of your local market and make sure you price your home realistically. Don’t blame your broker if you don’t get 3 offers over your list price within 24 hours of putting your home on the market. Sellers who set sky-high prices could wait months for an offer and may wind up with the same price they would have had if they’d priced their home correctly the first time – or a lot less.

• Know where I’m going.

Once you’ve decided to sell, you ought to think about where you want to go. Often, people move to another home within the same general neighborhood. But if you’re moving to a different city, state or part of the country, you’ll need to do your homework ahead of time. Start researching neighborhoods that offer the amenities you’re interested in. Don’t wait until you have a contract on your home. That’s the time you should be seriously looking to put in an offer on your new home, not start the process of exploring neighborhoods.

Or, if you’re not sure what you want to do, consider renting on a short-term or month-to-month lease. These days, landlords are hurting and they may be perfectly happy to accept a 6-month lease.

• Read all documents thoroughly before I sign them.

Why would someone sign a legal document he or she hasn’t read? I’m not sure, but home sellers do it every day. If you’re going to sell (or buy) in the coming year, promise yourself that you’ll take the time to read and understand the listing contract, offer to purchase, and loan documents for your next purchase. (If you’re taking back a loan for the home buyer, have an attorney prepare the documents so you are sure to be protected.) Unless you’ve got cash to spare, a mistake in these documents and the warranties they contain, could seriously affect your finances.

• Set my minimum sales price.

Everyone wants to get their list price. But unless you’re in a strong seller’s market (where there aren’t enough homes to meet the demand), it’s unlikely you’ll get it. That means you’ll probably get an opening offer that’s somewhat below your list price.

In order to negotiate effectively, it helps to determine the minimum amount you’ll be happy accepting for your home – before you put your property on the market. This is a price that will allow you to walk away happy. If you receive an offer with anything above this price, it’s like gravy. If it’s below the minimum price you’ve set, you can negotiate accordingly.

The psychological benefit of a minimum acceptable price is great: It puts you in control of an emotional situation by helping you to distance yourself emotionally from the negotiation process.

• Not be driven by greed.

One big mistake many sellers make is to get a little greedy, particularly if the first offer is above the minimum acceptable price you’ve set. Then, the negotiation becomes a game of how much you can get.

Remember, a successful sale means everyone walks away feeling happy. If you get so greedy that the buyer walks away, you’ve let the deal get the best of you. Resolve to be reasonable and you’ll end up shaking hands with the buyer at the closing.

NEXT WEEK: Personal Finance Resolutions for the New Year.

NOTE: This column is distributed by Real Estate Matters Syndicate, PO Box 366, Glencoe, Illinois, 60022. This column may not be resold, reprinted, resyndicated or redistributed without written permission from the publisher.