Ana M. Moniz - SELLING SECRETS YOU CAN'T AFFORD TO MISS

$500,000; don’t assume you can add that amount to your asking price and get trapped by making your home the nicest, but also priciest, home for your area.

SALE PRICE VS. MARKET VALUE

If you have a ready-to-buy, bank-qualified buyer who is willing to pay a price you will accept, that is referred to as “sale price.” It is an objective fact without influence. This sale price transaction, once complete, will influence the market value of homes in the area. You determine the price of your home by looking at comparable local sales provided by a professional real estate agent, your property’s condition, and the current supply and demand. What a piece of property might sell for based on features and benefits in a competitive market, and the current supply and demand of similar homes is its market value. You might value your home at a higher price than what a buyer will pay or its true market price. Balanced markets will equalize market price and market value. The perspectives of buyers and sellers also come into play when placing value on a home. Let’s say your home has an abundance of mature trees — a plus in your mind. But a buyer who loathes raking leaves will see that as a negative. If you just spent $12,000 to replace your roof, you might think you can set a higher price, but buyers already expect the roof to be in excellent shape. Proximities to schools, bus routes, and medical facilities can also create value that certain buyers are willing to pay for. Buyers look for the right deal, but what they are willing to pay or the bank is willing to finance has limits. Strategic pricing is your

43

Powered by