Deadly Mistake #1:  Pricing Incorrectly

Sellers want to realize as much money as possible when selling a home -- but a too high market price often costs the seller more. Overpricing usually increases time on the market, because smart Realtors won't waste time showing overpriced houses.  As overpriced homes become stale on the market, buyers lose interest in it.  As a result, sales data shows that most overpriced properties sell well below market value.  Like most consumer items, buyers perceive that if no one else is interested in something, why should they be?  Instead of asking a high price and planning to come down later, a REALTOR® can help you decide on the right price now - the price your home will sell for in today's market. 

Deadly Mistake #2:  Failing to showcase their home

Owners often don't realize that buyers are constantly comparing homes.  Those who fail to make necessary repairs, touch up paint and landscaping, and keep the home immaculate are just making all those other homes on the market look like a better deal! 

Deadly Mistake #3:  Failing to get professional help

People who always see physicians for medical care and lawyers for legal problems sometimes try to sell their most valuable possession - their home - by themselves.  A REALTOR® can show you all the steps necessary for a successful sale - which is far more than just putting a sign in the yard, an ad in the paper, and a review of the contract by an attorney.

Deadly Mistake #4:  Failing to know your rights AND your obligations

Real estate law is extensive and complex.  The contract for sale and purchase is a legally binding document and an improperly written contract can cost you money, or cause the sale to fall through!  Are there repairs that should be made and paid for by you?  Can your property be legally sold As-Is?  How will deed and local zoning restrictions affect the transaction?  Your REALTOR® can give you the professional assistance you need so that problems like these will be properly handled.  What must I tell the buyer and what can I 'avoid' telling the buyers.

Deadly Mistake #5:  Becoming emotionally involved in the negotiations

As a rule, Americans are not comfortable with negotiating.  Negotiation takes skill, training, objectivity, and experience.  Sometimes a seller is more adept than the buyers, but often the buyers have most of the leverage on their side, since they have a list of houses they would accept at the right price, while the seller has only that one long-sought offer on the table.  But emotions kill more sales than does bargaining ability; buyers and sellers can often take the negotiations personally, and they can break down.  Sometimes, sellers take less money than their property is worth because they fear losing their only offer.  The best Realtors have invested time, money and professional commitment to learn the techniques of skilled negotiation.

Deadly Mistake #6:  Limiting the marketing and exposure of the property

The two most obvious marketing tools (for sale signs and classified ads) are, surprisingly, only moderately effective marketing devices.  The sign is mostly seen by people on their way to or from their homes.  Classified ads reach only the people who read that page of that paper that day.  And if the seller isn't by the phone when it rings, that promotional activity wears even thinner.  The right REALTOR® will employ a broad spectrum of marketing activities, emphasizing the ones they believe will work best for you.  Most calls come during business hours when sellers are away – and most home showings are between 9:00 AM and 5:00 PM Monday through Friday.  A full-time REALTOR® working on your behalf is the only way to go!

Deadly Mistake #7:  Lacking the skill to close a potential buyer

In a competitive environment, a seller absolutely must know the territory. A top flight REALTOR® will know the market right now, including up to the minute prices and market trends.  Sellers often have a good grasp of the value and the market acceptability of their own homes, but educated buyers who have been looking for a while often know the home market better, and can often negotiate better prices for themselves.  When a buyer is almost ready to buy, and almost ready to pay fair price, you'll want to have a top-grade REALTOR® on your side.

Deadly Mistake #8:  Choosing the wrong REALTOR® for the wrong reasons

Who would you rather have working on your behalf  - a friend or relative that is somewhat new in the business and without much experience (and wants to use your house to get it), someone who works in real estate part-time because their "real" job is somewhere else, or a full time, experienced real estate team?