Continued answer: Don’t start with a high price from Aug. 16, 2008.



The correct price to ask for your home in this market is towards the low end of the range of prices being asked on comparable homes currently for sale in the neighborhood.

Pricing your home as a slight bargain ensures that as many potential buyers as possible will walk through your door. This is crucial at times when home sellers outnumber the buyers.

Recheck the asking price of comparable listings every two to four weeks if your home is not sold. If local real estate prices are falling fast (as in Lee County), you might have to lower your price to remain competitive. When you do a price reduction, make it large enough so that the new price is very competitive with comparable homes or is even a “best buy.”

IMPORTANT: The amounts your neighbors sold their homes for a year or two ago should not even enter your thinking when you set your asking price.

It was a very different market then, and those prices are irrelevant today.

HELPFUL: If your home is not attracting many showings, the price is probably the problem. If it is attracting showings but not offers, the home itself is most likely the blame.

FIX IT UP FIRST: “Fixer-uppers” tend to be ignored in slow real estate markets because buyers can find good deals without breaking out their tools. If your home is in need of substantial repairs, it is best to get the work done before placing it on today’s market.



Pay attention to curb appeal

Home buyers have so many options that a property doesn’t look attractive from the street, they will drive past it without even stopping.

WHAT TO DO: Spend a weekend beautifying the front of your home. Replace damaged window screens, pressure-wash the side walk, add mulch around trees and flower beds. If necessary, have the homes exterior repainted, particularly the front door and trim and upgrade out door lighting fixtures, doorknobs and your doorbell switch or knocker. These small details can evoke an emotional reaction in a home shopper that can lead to a sale.

FRESHEN UP INSIDE: A fresh coat of paint and new carpet or refinished wood floors can make a big difference. It also pays to hire a professional cleaning service to remove years of grime from your kitchen and bathroom.

Smell matters, too. It is extremely difficult to sell homes that reek of cigarette smoke or pet and cooking odors. Perfuming the house with scented candles or potpourri doesn’t fool anyone.

WHAT TO DO: Hire a building restoration company to remove odors if scrubbing does not do it. Services range from a few hundred to a few thousand dollars. (Look in the phone directory under “Building Maintenance” or “Building Restoration.”) You will recoup this if your home is worth $300,000 or more.

INCLUDE SPECIAL FEATURES AND CONSTRUCTION DETAILS in your Multiple Listing Service (MLS) listing. French doors, mosaic tile or a gated entry sets your home apart from others in your area.

Be descriptive. Rather than writing “inground pool.” you or the agent should write “inground pool with waterfall and/or hot tub.”

This will be finished next week with offer incentive to buyers and brokers, don’t over negotiate, and important facts. Plus an answer to other letters.



Have a real estate question? Write, call, fax or e-mail:

Bob Jeffries, Realtor

Century 21 Birchwood Realty, Inc.

4040 Del Prado Blvd., Cape Coral, FL 33904

239-540-6659 Office • 239-542-7760 Fax

e-mail: bobjeffries@juno.com

Web site: c21birchwood.com