• Price - This cannot be stressed enough. There are two easy-t0-understand reasons why your potential buyer pool can’t see past it. First, they may never even see your home. Buyers already have a top number in their head and if you’re priced over it (especially if you’re priced over your neighborhood), your home simply won’t come up in searches. But let’s say, for the sake of my second point, that your home does come up in their search or their Realtor knows to look just a little over their price range to make offers. They take a look at your home with high expectations and are left disappointed asking “isn’t the house down the street the same price and it has xxxx?” Unfortunately, you are not the best judge of your home’s value. Although you have many reasons for selling it now, you have a high opinion of it. It was your pick, it’s been your home, it’s great for all these reasons! We know, but your competition is sitting much better if they hit the price on the nose. They are more likely to get a full-price offer and to sell their home for more. Buyers want to feel like they are getting a great value.
• Overpricing - If your home is overpriced, it will sit on the market longer and you will lose the interest of those who don’t want to get into heavy negotiations, make an offer than may be insulting, and who can find a comparable home elsewhere.
• Underpricing - This far less-common pricing mistake obviously leaves you netting less on the sale of your home and may also leave buyers wondering what’s wrong with your home that doesn’t meet the eye.
  
• Laziness - Now I don’t want to just call my sellers lazy, but you must be willing to take care of the things that make your house ready for buyers to move in or they’ll move on to the one that is. Far fewer buyers are looking for fixer-upers than you think. Sure, HGTV is inspiring, but those looking to live their own episode of “Flip This House” are looking for an under priced home to invest in. Unless your price really reflects it, don’t try to sell “As Is”. If you do, be prepared to have your house sit on the market while the neighboring listings sell. Your house needs to look it’s absolute best; as close to a magazine photo as possible. This means getting help, packing up your books, photos, personal items, and being prepared to return your house to “magazine shape” each morning before you leave. Sure, it’s a hassle, but you are extremely likely to be inconvenienced for a far shorter listing period when your house impresses well beyond the neighbors. Again, it goes back to value.
  
• Clean - I don’t mean the kind of clean you do to get ready for a party or the in-laws. If you’re not an expert house cleaner, I recommend hiring one if at all possible. It’s a psychological thing. Buyers are much more likely to buy an immaculate house stripped of any evidence of previous residents. My sellers always want to argue this with me saying “I had no problem looking past the messes,” but it’s a proven fact with hard evidence. If you are serious about selling your home, it needs to be seriously clean. That means every nook and cranny, organized cabinets, clear counters, clean baseboards, clean doors, clean corners. If it sounds like too much for you, consider investing in a cleaning service for 2-4 times a week. Your house should sell more quickly and you will have time for other things (like getting ready for your new home!). Again, buyers are looking at the value of your house compared to the competition.
• Staging - Staging is even more important in these days of trendy design shows on so many channels these days. With so much information available with a click, buyers are seeing perfectly decorated homes that are becoming the standard. Before you list, your home represents who you are. When you list, your home need to represent trends and why buyers want. The two are never the same. Your house may be decorated beautifully, but neutralizing and updating just a few things while getting rid of the clutter (less is truly more value) will make your home appeal to more buyers. Many Realtors, myself included, now offer a professional staging consultation as a part of the listing package. This is money well-spent for us because it is the objective opinion of a specialized professional who have great ideas on how to get that “magazine finish” in your house. A beautifully staged house makes people want the image that comes with your house. This adds value to your house and that will put you ahead of other competing listings.
  
• “For Sale by Owner” - On the surface, many believe they can sell their house for the same about of money as a Realtor without paying any commissions, especially when they are in a high-traffic area. In these situations when I am asked my opinion, I give the facts and say “Give it x amount of time and then call me.” According to the National Association of Realtors, sellers who list with a Realtor make 16% more on the sale of their home — easily covering commissions. Here’s why… the house has been your home, filled with memories, projects, and things you cherish. Hiring an objective outsider gives you insight that no one can come up with themselves. In face, even when selling my own home, I get the help of my colleagues. Even with all of my knowledge of what makes a house show to sell, on how to price a home, and staging, even a home I’ve lived in for a couple of years as an investment is too personal to me for a truly objective analysis. And many do-it-themselves sellers skip over a major part of the process in their reasoning and are ill-equip to deal with the contracts and negotiations needed to get the transaction to the closing table. Not to mention the lack of safety of inviting strangers off the street into your home, many of whom have not been pre-qualified and screened by a Realtor. I feel your pain, but after trying to sell my house myself before I became a licensed Realtor, I can truly appreciate the value in a hired professional. I tried it both ways, and in the end the trick is to hire someone who will stick with you and not bolt after signing a listing agreement and placing the property in MLS. It is the list-and-run agents who tarnish the reputations of true professionals who provide a highly valuable service.
• Picking the Wrong Agent - This leads me very nicely into my next point. Do your research after getting recommendations. Everyone gets the nice cards in the mail and an offer of a free market analysis, but who can follow through? With thousands of Realtors to choose from in the Austin area, you have the opportunity to be selective and find someone who meshes well with your personality and needs. You need someone knowledgeable in Austin and your specific area who is passionate about their career. An agent with passion will keep up with all of the market news and fluctuations and keep you as in the loop as you would like to be. Don’t be afraid to interview agents to find the right fit.
• At Home During Showings - Make your potential buyers feel at home by getting out of the house. Take a walk if you have warning as this is also a great opportunity to get pets out of the house for your showing. If you have a surprise showing or an appointment that arrives early, ask as if you were headed out for a walk anyway and act as though you are also a guest in your newly staged home. Be ready to show your best patience during your listing period because your flexibility is key. Make your home available to those who would like to see it. Of course, this ties in to the earlier point of hiring a professional to list your home. Buyers will be accompanied by trained professionals if not your agent who is watching your home and your belongings. Don’t limit access to your home if you can help it, and get out so buyers feel comfortable in making it feel like home to them.

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