By GENE PATTERSON
6 News Anchor/Reporter
LENOIR CITY (WATE) - Across the country, existing home sales declined in March by just over 2.5 percent. That means it's still a buyer's market.
But it wasn't all bad news. In Knoxville for example, existing home sales had their best two months since 2006.
So if you're in the market to sell, how do you close the deal?
We turned to one of Knoxville's top real estate agents, Judi Starliper, for six tips to get you to the closing table.
The location to illustrate her advice is a lakefront home near Lenoir City with a million dollar view of Fort Loudoun Lake.
Starliper says even that view won't sell the home. These days you have to be creative.
"In 2006, you could stick a sign up and it wasn't an issue, but these days we have to do everything we know to sell a house," she said.
That goes for all homes, not just the million dollar ones. "Absolutely," said Starliper. "They work for any price range."
So here are tips Starliper believes will help you close the deal:
#1 If you're working with an agent, audit the online marketing.
Ninety-two percent of home buyers start their search online so make sure your home listing has lots of pictures. They often make the difference in getting a buyer in your home.
"We've sold three houses in the past two years, sight unseen," Starliper said. "They came and closed on the houses on the pictures. Two were out of country. The other was across the country, but the trust factor was amazing."
#2 Leave something good behind.
This could be a plasma TV or a hot tub, items that tip the buyer your way. It's a way to distinguish your house from a similar home, and buyers feel they're getting a better deal.
#3 When staging your home, don't forget the exterior.
A scoop of mulch does wonders for your flower beds. Make sure your deck is clean and painted if that's needed. You might even set up an outdoor brunch so visitors can fantasize about how they would entertain at your house.
Inside, de-clutter and de-personalize the space.
"The first thing we do, we think going up to the front door is the most important first impression of the house," Starliper said. "Fresh mulch, make sure door knobs are in good shape. The look of your front area says how that owner takes care of the rest of the house."
#4 If repairs or updates are needed, be careful where you spend your resources.
Starliper says spending too much could price your home above the price of the neighborhood. In that case, you'll never recoup your investment.
She offers this advice: "If it's 15 years or older, get a home inspection first. That way there are no surprises."
Also a fresh coat of paint, a rug cleaning service or pressure washing your home's exteriors can be fairly inexpensive and pay big dividends. And if you're looking to update, Starliper says consider the kitchen first, then the master bath and then the other baths.
#5 When is the best time to sell and how long should I plan on waiting?
In Knoxville in 2011, MLS listings showed August was the busiest month for sales last year.
Starliper says the home selling and buying season is "March through August." "March starts our season and people want to be back in and settled by the time school starts," she explained.
The average time from sale to closing in Knoxville last year was 124 days, so about four months. But Striper says be prepared for longer, maybe even six months.
# 6 Listen to your agent, especially when it comes to pricing your home.
"It's hard for homeowners to listen to their agents," Starliper said. "It's too personal. It's their home. They like it the way it is."
"The rule of thumb is the first offer is usually the best offer," she said. "I have a situation now where the first offer was $10,000 more than we now have it listed for."
She says what buyers think when that first offer comes in is, we've under priced it. However, the truth is that it was probably priced right to begin with.
Starliper adds that you should work as hard as you can to make that first offer work.
But remember, sometimes the way it is, isn't the best way to sell a home.
Consider including something like an HDTV in the sale.
Make sure the exterior looks good and freshen up the landscaping.
Consider a fresh coat of paint or pressure washing instead of expensive updates.
If you're going to update, think about the kitchen first.
De-clutter the inside space.
