New England Patriots head coach Bill Belichick recently reached a memorable milestone: his 300th win as an NFL coach. While his win-loss record is extremely impressive, what makes him stand out even more is his legendary preparation and attention to detail. Just ask another future Hall-of-Famer and Patriots quarterback Tom Brady, who told reporters, “Our coach does a great job of preparing us every week, and he gets down to the fundamentals, techniques, the play, the scheme.”
When it comes to real estate, proper preparation also can mean the difference between winning and losing. In a competitive market, sellers need a well-thought-out game plan to ensure success.
Here are six key things that can help close the deal with a buyer:
1. Find the right agent: When you’re hiring an agent, don’t rush the process. Ideally, you want to partner with a broker who has a stellar reputation and track record. Experience matters. Find out if the agent has sold homes in your neighborhood and if they’re on top of local sales trends. Ask friends and co-workers who have recently sold homes for recommendations. Was their broker a good advocate who was attentive, accessible and proactive? Don’t sign on the dotted line until you’ve found someone with those qualities.
2. Research the comps: It’s critically important that you know what homes have been selling for in the area over the last three to six months. You’ll need to drill down a little further to identify houses with similar characteristics to yours — things like the number of bedrooms and bathrooms and the size of the property. A top-notch agent will evaluate listings, as well as recent and pending sales. Once you’ve gathered all of this information, you’ll be able to price the house appropriately.
3. Don’t overprice: Selling your home can be an emotional experience, especially if you’ve lived in it for many years. Though it’s easier said than done, it is important that you put aside your emotions when pricing your home. If you have unrealistic expectations as to what you think the home is worth, you may be in for a long, painful process that stretches on for months. Another piece of advice: Don’t compare your home to one that hasn’t sold.
4. Declutter: You’d be amazed at how many belongings we amass over the years. In the months or weeks before listing, start clearing out your closets, basements and attics. If you have a garage and have turned it into a makeshift storage area, it’s time to sort through it all and sell, donate or throw out things that you haven’t used in years. Too much furniture in the house can turn off potential buyers, too. You want to make the rooms seem as open and as expansive as possible. Lastly, take down any family photos to help visitors imagine their own families in the home.
5. Make minor changes that make a major difference: You want your home to look immaculate well before the first open house. If the paint is peeling in some rooms, freshen things up with a fresh coat. You want potential buyers to see that the home has been well maintained. If there is any water in the basement, have a plumber check the pipes for leaks, and possibly install a sump pump. Focus a lot of your attention on the front of the house. Make sure your yard is pristine and that the shrubs and bushes have been neatly trimmed. In the spring and summer, plant colorful flowers, and in the fall, make sure all of the dead leaves are cleared from the yard.
6. Have your home pre-inspected: Investing in a home inspection before your home is listed is a good idea. For one, a thorough home inspection can identify problems that the inspector hired by an interested buyer will most likely flag. If you pay for a pre-inspection, it can be reassuring to nervous buyers. It will give them the impression that you have nothing to hide.
Set yourself up for a successful home sale with these six high-value preplanning strategies.