Another Q&A from San Jose Mercury News: Now that we have to sell in this cooler market, there must be techniques to reduce the likelihood of buyers demanding repairs and/or lowball offers. Any suggestions?

Pat Kapowich for the San Jose Mercury News

Q: We bought our home during a hot market and were told if
we wanted to be taken seriously, we’d have to pay over list
price and have an as-is, non-contingent sale. Now that we
have to sell in this cooler market, there must be techniques
to reduce the likelihood of buyers demanding repairs and/or
lowball offers. Any suggestions?

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A: Plenty. Inspect the property thoroughly and repair as many
items as possible. Consult an appraiser to help with pricing and
enlist his/her ideas for simple improvements that would add
to its salability, such as flowers, paint, carpet, etc. Consulting
a stager for one hour pays huge dividends, too. Prior to going
on the market, post all inspections, repairs and improvement
online; this is the disclosure package. Hiring a licensee with an
outstanding marketing plan and deft negotiating skills is an
absolute must. Then you ll be in a better position to attract
quality buyers who typically retain the services of talented
licensees who recommend well-qualified inspectors. Your
property and preparation will be a breath of fresh air to the
best buyers and their reps after they visit the homes of the
ill-prepared who are on their second or third price reduction.

Market Wise Column
Saturday, May 10, 2008

Do you have a question for the new real estate Q&A Market Wise column in the SJMN? If so, please email them to: pat@SiliconValleyBroker.com

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