Spring Home Sales Tips from Seabrook's Real Estate Pro

In New Jersey, home contract sales are down 22 percent from January 2010 to January 2011 and the housing market may take a bit longer to rebound.  But what if you’re about to put your house on the market, but you haven’t sold a home in 20, 30 or 40 years?  The market has changed; the economy has changed.

With spring in the air and many looking to sell their homes during this time-honored selling season, there are many tips that home sellers can abide by, which may help them make the transition from old to new.

What are some of the most important things to do before you put your house on the market?

Make any repairs that will show that the house is well-maintained and provide for excellent curb appeal.  De-clutter, and make sure each room in the house looks its best by removing all unnecessary furniture. 

For example, in a dining room you should leave a table and a hutch or server but remove extra chairs, plant stands, and all other items you do not need to show the purpose of the room.  This will make the room look much larger. Staging, downsizing, decluttering, and depersonalizing your house are all important and help with the house’s “first impression.”

To avoid becoming overwhelmed, how should you prioritize downsizing, staging, and refurbishing certain aspects of your house? 

Start small with one room at a time.  Clean out closets, and remove unnecessary furniture and clutter.  Kitchens, bathrooms and the main living area are most important, but the potential buyer will look at everything.  Remember, you can only make one first impression.  Make sure it is a positive, lasting impression.  

Start with rooms that you don’t use frequently, such as the basement, attic and laundry room.  These are usually just storage areas, so they have less sentimental attachment.  

Next, use the 30-minute rule: empty a drawer, dresser or closet for just 30 minutes at a time.  This will help keep you from becoming overwhelmed.  Finally, consult with a senior move manager or personal moving consultant if one is available in your area.

How important is having a good real estate agent?

You want an agent who has a successful record and is following the market to make sure your house is keeping up with the competition.  A good agent can stage the house and knows how to price it to sell.  

In today’s market, your house should be priced 10 percent below fair market value in order to sell.  A good agent will have an aggressive marketing and advertising campaign to sell the house; they won’t just put it on the Multiple Listings.

How do you choose a real estate agent? What questions should you ask your agent? 

You should ask the following questions:

• How many years of success do you have in the current market?
• How many listings do you currently have?
• What is your average number of days on market for your listings over the last year?
• What is your marketing plan for my property?
• What do I need to do to prepare my house for the market?

Also, ask the agent how many listings they have had in the last six months and how many houses they have sold in that time period.  The agent has to be active in your area.  Ask the agent how they arrived at the listing price, i.e. what criteria they used to set the price.

Selling can be a difficult task, but it is possible.  With the harsh winter over, now is the time for some spring cleaning and successful selling.

Susan Coulson is a sales counselor with Seabrook Village in Tinton Falls.