Make all necessary repairs and improvements before you begin to advertise your property.

Carefully research information regarding the prices and terms of sales in today’s real estate market. Investigate recent sale prices for property similar to yours in your immediate area. Then establish a realistic price for your property based on that information.

Meet with local lenders and determine financing alternatives for your prospective buyers.

Research online property websites, newspapers and home magazines, etc., that will best advertise your property. Call them for rates and deadlines.

Establish an advertising budget. Prepare a contingency advertising budget in case your home does not sell as quickly as you anticipate.

Prepare a professional, attention-getting advertisement that will attract the right buyers to your property. Place your ad online.

Prepare a plan to reach those out-of-town buyers who account for a major portion of today’s home purchasers.

Purchase an eye-catching and weatherproof yard sign; install it in the front of your property.

Purchase special “open house” signs and position them in paths that lead from main roads or thoroughfares, through the neighborhoods and to the property. Put these signs out each time you hold an open house (and be sure to take them down after each open house).

Prepare a “feature/benefit” fact sheet outlining specific features of your home and the corresponding benefits to prospective purchasers.

Schedule and conduct open house weekdays as well as open house weekends. Make your property more inviting by placing freshly cut flowers in several rooms. You might burn scented candles in the living room, kitchen and baths. The aroma of freshly baked bread or cookies also adds to the ambiance of your property.

Be available at all times so that you can walk through the property with prospective buyers to answer their questions and offer information about local schools, parks, transportation, shopping, places of worship, etc.

Respond to telephone and e-mail requests for information in a timely manner. Learn how to separate the “lookers” from qualified buyers. Ask for names and phone numbers and be sure to follow up with telephone calls.

Be prepared to negotiate with the buyer(s) as though you are an impartial third party. Remain calm and refrain from any emotional outburst that might spoil a sale.

Obtain all forms necessary for the legal sale of real property such as:

• Deposit Receipt and Offer To Purchase
• Buyer’s Cost Sheet
• Seller’s Disclosure Form in our increasingly litigious society, it is imperative
• that all known defects be disclosed to the buyer(s).

Determine the type(s) of financing that you are willing to consider, such as:

• FHA
• VA
• Seller Carryback First Loan
• Conventional Loan with Seller
• Carryback Second Loan
• “Wrap Around” Loan

Negotiate with the buyer(s) all final terms of the sale including price, financing, inspections, date of closing, date of possession and other pertinent considerations.

Plan a final walk-through with the buyer(s) before the settlement process is complete in order to resolve any disputes. Have a witness present.

While you are marketing your current property, locate and negotiate to purchase your next home. Attempt to schedule both transactions so that they close simultaneously. In this way, you and the buyer are able to move at the same time.