CHAPTER 2 Understanding the Home-Selling Process Financially and emotionally, a home is often your largest single investment. That makes selling a home, whether a single-family residence, duplex, or condominium, the single largest, most complex transaction a person will undertake, and for most people, this will occur approximately three times in their lives. It involves new terms and concepts, financial acumen and larger amounts than people usually deal with. Emotions can overtake good judgment. As a seller, you might think, my home, where I invested so much money and sweat equity, is worth more than it truly is. You aren’t considering that the neighborhood was named ‘Most Livable’ in the local paper five years ago, but the old neighborhood has since changed. Emotions almost always lead to problems in a sales price negotiation. Further, real estate transactions involve multiple decisions and often substantial investment in the homeowner’s time, energy, and money. As a seller, you want to find that homebuyer who simply can’t resist buying your house at the highest price. However, to do that, you must provide potential buyers a striking home sales presentation that outshines other homes on the market. This requires creating a fantastic first impression, giving buyers an immediate feeling that they’re traveling up the front walkway of “their” new home for the first time, and not visiting someone else’s.
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