The Three Things That Matter Most When Selling Your Home in a Tough Market

After 50 years in real estate, I’ve learned that successfully selling a home in a challenging market comes down to three important things: price, presentation, and the Realtor you choose.

1. Pricing Your Home Correctly

• Price is key. In a buyer’s market, buyers have more choices, and they tend to be more selective. Setting the asking price based on what you hope to get, rather than what the market will support, can cost you valuable time.
• The goal is to attract serious buyers by pricing your home realistically from the beginning.

2. Making Sure Your Home Shows Well

• Price isn’t everything. Your home also needs to show well. Buyers are comparing properties, and first impressions matter. A home that is clean, uncluttered and well presented has a better chance of standing out and making a positive impression.
• Even when a home is priced correctly, poor presentation can make it harder to attract an offer.

3. Choosing a Realtor Who Knows How to Sell in a Tough Market

• This is where experience really matters. A Realtor who has only worked in a strong seller’s market may not have the same experience dealing with the challenges of a buyer’s market.
• When homes aren’t selling quickly, it takes knowledge, judgment and a clear strategy to determine what needs to be done. The wrong approach can cost a seller weeks or even months of valuable time.
• Having worked through many different real estate markets over five decades, I understand that selling a home isn’t simply a matter of putting it on the market and waiting for an offer. It requires the right decisions, ongoing attention and the willingness to respond to changing conditions.

Selling a home is a process, not an event. And in a challenging market, getting that process right can make a real difference.