16 Mistakes Sellers Make When Listing Their Home

...And How To Avoid Them

Pricing Your Home Too High

A real estate agent can help research comparable sales and make recommendations based on the direction the market is moving at the time.  Pricing a home to net a certain amount seldom works if the buyer does not agree!

Taking an Inflexible Position on Financing

Your agent can explain the various financing scenarios that exist, some of which could involve you being asked to assist the buyer.

Errors in Timing

Selling in a downswing vs. an upswing presents entirely different situations.

Not Providing Easy Access for Showings

Making it difficult for prospective buyers to see your home forces them to visit other homes which are easier to access.  Once you decide to put your home on the market you need to be ready for unexpected showings anytime.

Not Utilizing Current Market Technology

Your agent needs to be current on all the current tools available to both agents and prospective buyers in order to be sure no stone is left unturned.

Not "Staging" Your Property Correctly

Put items in storage, clear counters, remove clutter to make it easy to see the house through everything.  Disorderly homes create a negative impression with buyers that force them to overlook important details.  Your agent can give good suggestions.

Believing That Selling Property is Seasonal

San Diego's excellent year-round climate makes the whole year the buying season.  It sometimes gets a little busier in the spring or summer but we have no "dead" periods due to bad weather.

Pricing Your Property Too Low

You obviously don't want to leave money on the table, but something can also be said for generating many showings due to the perceived value which usually results in a sale at market price anyway.  This is a common strategy in northern California.

Not Re-Evaluating the Marketing Plan

You and your agent should be in constant contact about what is working and what isn't.  It is important to note that no marketing plan will sell an over-priced home in a neutral or soft market.

Believing Your Agent Isn't Doing Their Job When There Are No Offers

The vast majority of showings and offers come from other agents showing the property after finding it on their MLS.  A lack of showings usually means that other agents perceive your price to be high.  In a normal market it usually takes 10 or more showings to generate 1 offer, more in a slower market.

Ignoring The Importance of First Impressions

A sale can be lost due to an unspoken objection or negative impression from a qualified buyer if the lawn is not mowed, gardens not trimmed, closets are cluttered, light bulbs are blown out, stains remain on walls or ceilings or countless other items that can give the buyer the impression that the seller has not properly cared for the home.  Once in a while a buyer has the ability to see through these things, but more often they move to another property.

Not Making The Right Kind of Repairs

Consult your agent about which repairs to make before going on the market.  Don't forget that the buyer will order his own property inspection that will uncover repairs you might have missed, causing you to go through the process again.  In a neutral or soft market I feel it is unwise to force a buyer to take the house without any repairs from you, it is just another thing they need to deal with during a stressful move.

Not Giving the Sales Effort Enough Time

Homes take time to sell in any normal market.  Don't get too nervous if yours doesn't sell in the first few weeks.  My normal advice to my clients is to re-evaluate the pricing every 30 days with price reductions designed to generate showings.  Remember, no showings means the price is too high most of the time.  Houses are always selling no matter what the market is doing.

Not Screening Prospects Adequately

Good agents know how to screen prospective buyers and their agents.  It is very important to know as much as possible about your buyer, including their family and financial situation and any contingencies that could affect your sale.

Believing that You Can't Make A Difference

Your contacts and personal network sometimes result in a sale, so don't forget to let them know your home is on the market!

Testing the Market

Never put your house on the market unless you really want it sold.  Your house can develop a history of being on and off the market which can create hesitation in the mind of buyers and agents.