Real estate agent and home tips provided as a service by Sandee Conley of Century21 Doug Anderson Realty, Lancaster California
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What can a real estate agent do to get my house sold that I can't do for myself?

It's true to say that facts and experience have shown that the difficulties of trying to sell your own house usually far outweigh the benefits.
Here's what a real estate agent should do that homesellers can't do or find hard to do themselves:

  Your property should be listed in the Multiple Listing Service - MLS .... This exposes your house to all the buyers working with cooperating member brokers. This effectively lets every agent in town know that your home is available for sale and puts this sales force to work helping to get your house sold.

  A good realtor will provide up-to-date market information with recent sales and current listings - this will help you to price your house realistically.  Correct pricing is crucial to the possibility of whether or not you may expect a quick sale at the best price obtainable.

  Shows your house whether or not you're home.

  Shows your home-for-sale to pre-qualified buyers who know what they want and how much they can afford.  Screening prospects saves you the hassle of opening your home up to total strangers who may just be in the neighborhood "sightseeing" with little or no intention of buying a house.

  A good realtor will always do his or her best to show your house to its best advantage. Buyers will more than likely feel uncomfortable asking homeowners questions, and homeowners in turn are sometimes defensive about defects in their houses. An agent can answer necessary questions objectively and guide the buyer to a purchase.

  Helps you - the home seller - negotiate the sale. Without an experienced mediator, many situations can seem to be without resolution and will ultimately fizzle out.

  Your real estate agent will work in conjunction with your lender - and the buyer's lender if needed - to explain rates, points, fees and financing. Without expert knowledge of available financing options, sales can definitely be lost.

  Protects your interests from contract to closing.



Here's what your listing agent should do between the signing of a listing agreement and the sale of your house:

  Enters a description of your house and your terms in the Multiple Listing Service (MLS) of houses on the market in your area.
  Shows your house to prospective buyers.
  Advertises the house.
  May hold an open house.
  Keeps tabs on changes in the real estate market and tells you what's new in mortgages, what sales have recently been made, and what pricing fluctuations are in view. You'll also know what responses have come back from the prospects who have visited your home either with their own agent or via Open House.


How and where do agents find buyers?

Agents are constantly in contact with the largest number of potential buyers. Typically, 60% come through referrals from past customers, corporate contacts, friends and the Multiple Listing Service; about 20% come from "For Sale" yard signs and company reputation; and 20% come from promotions and advertising.


Why and how does my agent "pre-qualify" buyers?

Many agents work in tandem with a Loan Officer and together, they are trained to politely ask buyers the right questions about their finances. It's a far easier task for an agent or lender than for a homeowner.


Factors that determine a buyer's ability to pay include:

  The buyer's employment, job title, length and stability of employment.
  Income and general financial position.
  Debts.
  Cash for down payment and closing costs.
  Maximun affordable monthly payments.
  The existence - or not --of another house to sell.
  The time period during which the buyer must reach settlement, and the buyer's urgency to buy.


What price should I ask for my house?

You've probably already heard what similar houses in your neighborhood have sold for. But hearsay isn't enough. You need to weigh all the determining factors of the real estate market.

To arrive at a fair price, you need an expert evaluation of all market conditions: in other words, you need a "professional market analysis." This is because market price no longer can be considered as an isolated element. Your house can be worth several different prices depending on the terms you offer, available financing and the condition of your house. For example, a house with assumable low interest rate financing could be worth more to a buyer than an identical house which offers only new higher market rate financing. What concerns buyers most is not price, but monthly payments.

You'll learn through your realtor what prices buyers will pay for what kinds of houses in the current market, and you will be able to price your house accordingly.

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