Whether you are simply trying to decide whether to sell your home next year, or it’s been on the market before and you are trying to revamp your approach to get it sold next year, here are 5 things you can do to position yourself for home selling success in 2011.

1.  Reality check yourself . . . before you wreck yourself (and the sale of your home, that is). The age-old real estate advice to wanna-be sellers is to get real about pricing - and like my sweet Grandma’s advice about always rinsing the cake batter out with cold water, never hot, the caution against overpricing is advice that will stand you in good stead. (And that cold water trick works, btw - rinsing with hot starts to cook the batter to the bowl!  But I digress)  Before you even get to pricing, though, first you should get real about what your goals really are. Why do you want or need to sell?  And how badly - how important is it to you?  What would it take to make selling make sense?  If you even think you may want to sell your home next year, get clear on these items in your own head before you even talk to anyone outside of your household. Your very next step is to look at your mortgage account statement online and find out what you owe, and find out what your payoff amount would be.

Step 3? Get a reality-based idea of what your home is worth - by talking with several local real estate agents who have a strong, recent track record of succesfully selling homes in your area; these are the folks who’ll have a strong idea of what recent sales are the most comparable to yours, and what a local buyer would agree to pay for your home, as well as what it might appraise at. If 3 agents give you one range, and one gives you a bizarrely higher number, be skeptical about the outlier; there are rare bad apples out there in the agent world who will tell you whatever it takes to get the listing.  Get real and stay there - don’t fall prey to the fallacy that your home is worth more than others, for no substantive reason beyond the fact that, well, it’s yours.

Then, move toward making a decision about whether selling actually makes sense for you. Whatever you do, don’t let your mental GPS steer you anywhere near that fantasyland where all your plans for selling, moving, etc. rest on the hypothetical that you can get 25% more than your home’s actual fair market value. That sort of magical thinking costs you and your agent the time, inconvenience and money it takes to try to conjure up a sale that just ain’t gonna happen, and that doesn’t even count the opportunity costs of other things you could be doing with those resources. If your home’s current value is bizarrely less than you want or need to move on, consider a short sale and price it appropriately or consider staying put and sprucing up your home so it better suits your needs - but don’t price it at your "wishful thinking" price and set yourself and your agent up for failure.

2.  Figure out the lay of your local land.  National blogs and media outlets offer all sorts of useful advice about whether, how and when to sell your home, but there’s one thing that sort of advice cannot convey: what’s going on in your local market. Get active in Trulia Voices, ask questions and read blogs in your local market and start talking with the real estate brokers and agents from your area who are actively blogging, listing properties and answering questions. They can give you the hyperlocal essentials you need to knows.  Sure, it’s a buyer’s market nationwide, on average.  But if you live in Omaha, that may mean that homes sell at or near asking in 45 days or less; in Mesa, Arizona, your home could stay on the market 6 months and sell for 30% below asking.  In my neck of the woods, it’s not bizarre for homes to sell at 5 percent above asking, in two weeks - and that’s still a buyer’s market compared to the 20% above asking sales that were common in 2006.  

Every market is different, and you can neither know what to expect when you list your home for sale, nor implement smart strategies for getting your home sold without knowing what’s going on in yours. 

3.  Tour nearby Open Houses. Your job, as the seller of your home, is to present a compelling package to buyers - compelling enough to make them sign away 30 years of their lives and the vast majority of their worldly possessions in exchange for your home (kinda ups the ante, doesn’t it?). To do that, it helps to get inside the minds of your home’s target buyers.  And to do that, you need to think how they think and see what they see.

Visiting the other homes your target buyers will also see online and/or in real life will give you a sense for how your home’s price and condition will measure up to the competition.  Go view other homes that are for sale in your area, making sure you see at least a few that fall into each of these categories: (a) properties in your neighborhood or similar neighborhoods, (b) homes in your home’s general price range, all around town, and (c) homes that have similar numbers of bedrooms, bathrooms and square feet - no matter what the price. You’ll likely end up seeing homes in a wide range when it comes to price and condition; know that your home, to sell, will need to beat these on one or both measures. Also, if you try to go to at least a few open houses, rather than just asking your agent to show them to you at your convenience, you’ll also get a sense for what sort of buyer traffic you can expect from open houses, and you can even chat with those home’s listing agents about local market dynamics and what factors they believe may help or hurt that particular listing.

4.  Formulate a plan: in A-B-C order.  Collaborate with your broker or agent to put an action plan in place.  Make sure you address: list price, list date, showing arrangements and the property prep work (see #5, below) that your agent recommends you do prior to listing the place. To minimize the stress of a somewhat inevitably stressful experience (i.e., selling your home!), work with your agent on Plans B and C now, too!  What is the average number of days a home stays on the market in your area before it sells (DOM)?  (Hint:  don’t look at the ones that never sold, because you don’t want to be part of that group!)  Decide up front if your home sits on the market for X number of days with no offer, you’ll lower the price to Y.  Also cover alternative marketing plans/vehicles for your home, and even calendar when you might start to offer transactional incentives, like closing cost credits, interest rate buy-downs, throwing in personal property and even making reverse offers to buyers who have expressed an interest but can’t seem to get off the fence. At some point along the timeline, include a pause where your agent can interview buyer’s brokers who have shown your home to collect buyer feedback, so you can course correct your pricing, marketing or staging strategies accordingly.

5.  Do your prep work - fix and pre-pack.  If you are sure you’re selling in 2011, and want to put your holiday vacay time to good use, make a list of all those little repairs you’ve been wanting to do forever, call up your neighborhood handyperson and get ‘em done. Loose knobs and handles, double-hung windows that are painted shut, the frayed carpet on the steps, that broken bathroom tile - fixing those things can give your place just the patina and polish it’ll take to compete with the ample, low-priced competition you’ll have next year.

It may be tough for non-distressed home sellers to compete with foreclosures and short sales on price.  But one area where individual home sellers usually can best the competition is CONDITION! Your home can present to buyers in tip-top  condition in a way that most foreclosures and short sales cannot.  And this includes staging - most foreclosures will be shown vacant, and/or with the debris of the former owner’s lives tragically littering the premises.  Short sales are usually (but not always) a bit better, but are most often shown fully occupied, furnished and cluttered - just as the owners live in them, because of the distressed nature of the sale.  As a non-distressed home’s seller, it behooves you to ensure that your home’s curb appeal is at it’s best and that throughout the interior, the buyer is able to visualize the lovely life they can, scratch that, WILL live once they buy and move into your home. 

Depersonalizing and decluttering are essential to this staging effort; in fact, one wise Trulia Voices contributor tells her sellers to go ahead and start "pre-packing" - put most of the personal items that make your home yours in a box, like you’re getting ready to move (which you are!) and leave your place in as close to model-home move-in condition as possible.

Some people love negotiating and others hate it. Regardless of which side of the sold sign you fall on, the best possible deal is what both buyer and seller want. Arriving at that price can be a lesson in frustration or even cause a complete shut-out.

So what’s the X factor? In real estate, many buyers will shop around, find the home they really like, and then, rather than make an offer based on the value of the home to them (taking into consideration comp prices too), they’ll say, "How much less should we offer off the asking price?" That’s the X factor.

It’s as though there’s a magical X percentage that should automatically come off the listing price, regardless of what the asking price is. Many times the home is priced realistically––right in line with the comps. Buyers still want a deal and may want to start with a low-ball offer. Doing this can slow the process and not necessarily result in the outcome the buyer wants–the seller, feeling insulted, may halt any negotiation. If you’re a serious buyer looking to purchase a home, it’s a good idea to really heed the comps, and consider the value of the home to you–especially if the home you found meets your needs and desires.

Arriving at a purchase price for a home is very personal. What one buyer would pay, another might not for the very same home. Of course, there are appraisals to make sure that the home’s price is in line with how much the bank is willing to lend the buyers. But the buyers’ needs, the home’s location, amenities, and its overall appeal, significantly factor into its value. On the other side, the need to sell, the timeline, and the pressures of needing the money out of the home to purchase another property affect the sellers’ decision to accept an offer.

All kinds of negotiations begin when it comes to buying a home. Art, drapes, dishes, timelines… many different things are thrown into the negotiating process. If there’s something you absolutely must have, of course, negotiate to get it. Just understand that negotiation means compromise, so both sides will give a little and ideally both sides will win–not by a winner takes all stance but rather by each side getting their specific needs met through a compromise process.

If as a buyer you have a list of your top priorities jotted down before the process begins, it will be easier to keep them straight and ensure that those items are secured when the negotiating begins. Then, if suddenly, a non-top priority pops up and is causing the process to stall or come to a halt, you can re-evaluate your top priorities to see if this is truly a must-have or if, perhaps, you’ve fallen into the "winner must-take all" syndrome of negotiating. A lot of times emotions get ignited and sometimes the negotiation process becomes more about winning than really getting what the party needs or wants. In the end, that will create an unsatisfactory sale or no sale at all.

Meeting in the middle can often be a good tool for buyers and sellers who can’t come to an agreement on things like who will pay for the recording fee or certain cosmetic repairs. Splitting the costs can be less expensive than haggling for weeks, losing time, money, and maybe even the deal.

If you reach a really sticking point in negotiations, table it for a bit. Move on to other negotiations and see how many areas there are that both parties can come to agreement. Often the issue that was holding things up will then appear in a different light to both buyer and seller once the bigger items are resolved.
Written by Phoebe Chongchua

If you’re shopping for a home, you may be considering new homes, short sales and foreclosures. The best deals will depend on your local market — and how much patience you have.

By Amy Hoak of MarketWatch

The nation’s housing inventory is cluttered with foreclosures, short sales and homebuilders willing to make a deal. If you’re in the market to buy a home today, you’re likely weighing the benefits of each type of property available for purchase.

Don’t be fooled. Not all bank-owned foreclosures are sold at deep discounts. Not all builders are slashing prices. Short sales can be a crapshoot, with some buyers enduring months of waiting and still not getting the property.

All things considered, it’s possible that your best deal is purchasing a traditionally sold existing home, so don’t count those out of the running.

To get the most for your money, it’s important to understand the local market’s inventory; market dynamics will have a lot to do with how various types of homes are priced. Also, do some soul-searching to determine how much risk you’re willing to take and the amount of time and money you’re willing to invest in a home.

You won’t be alone: "Buyers are more educated these days. They’re coming to us with a good sense of what they’re looking for," said Diann Patton, real-estate agent with Coldwell Banker.

At the very least, go in knowing what you can afford and in what neighborhood you’d like to live, said Leonard Baron, a real-estate professor at San Diego State University. Since most properties find their way to local multiple listing services, shoppers also can decide what type of home they’ll buy after finding one that fits their needs, he said.

Bank-owned properties
Foreclosures reclaimed by the bank, often called bank-owned properties, are often sold at a discount. However, the size of the discount depends on the market you’re in.

A recent report from Zillow.com found that the typical discount for bank-owned properties, compared with a traditionally sold home, averaged 20% to 30%. According to separate data from RealtyTrac, an online marketplace of foreclosure properties, the average discount on bank-owned properties was 34% in the first quarter.

There is more than one reason why the selling price of a foreclosure is lower than a traditional home.

"The seller is typically a bank, and would like to move (the property) off the books as quickly as possible. A traditional seller is interested in getting a certain price and is willing to stay in the market," said Stan Humphries, Zillow’s chief economist.

Also, the condition of the home can be an issue. A buyer who wasn’t able to make mortgage payments also probably wasn’t able to keep up with needed maintenance. One of the biggest mistakes homebuyers make when buying a foreclosure is underestimating how much it’s going to cost to repair it, said Rick Sharga, senior vice president of RealtyTrac.

Others agreed. "It usually costs a lot more than you think," Baron said. "You can add value to a property by rehabbing it, but probably not more than the cost you put into it."

For the lower price, buyers also need to accept that they’re most likely purchasing a home that has been sitting vacant, which comes with its own set of issues because small problems — a leak, for example — can become big ones if no one is there to notice them. These homes also may have limited seller disclosures, because the owner — the lender — hasn’t been living in the home and thus has less information to disclose.

Home inspections are generally recommended regardless of what type of property you’re buying, and they’re essential in the case of a bank-owned property.

Location matters, too, in the pricing of a bank-owned foreclosure. In places with the highest incidence of foreclosure, bank-owned properties garnered the smallest discounts, compared with traditionally sold existing homes, Humphries said. "The places that did not have very many foreclosures right now had large discounts," he said.

Another way to look at it: A homeowner aiming to sell his home in a market where a large percentage of sales are foreclosures will likely have to price it like a foreclosure just to be competitive.

Short sales
Patton said that in her California market, short sales offer some of the best deals. A short sale is when the seller owes more on the mortgage than the home is worth, and the lender agrees to accept less for the property to make a sale.

But even if you save money on a short sale, you could pay in other ways, she said.

Although lenders and government programs are trying to speed up the process required to complete a short sale, a buyer could still wait months just to find out he or she failed to get the home, Patton said. The home is discounted partly because of the uncertainty that the buyer experiences, she said.

"You need to understand there’s a reason why they’re less money — you have to play the game," she said. "You have to be patient."

The market generally discounts short sales by 5% to 8%, compared with traditional sales, said Travis Hamel Olsen, chief operating officer of Loan Resolution Corp., a national pre-foreclosure asset manager.

New homes
In many markets, the supply of new-home inventory is dwindling. That has caused pricing in the new-home market to stabilize, said Ken Lee, product analyst for Hanley Wood Market Intelligence, the research arm of media company Hanley Wood.

That is, fewer bargains may be available for new-home buyers.

"There is less flexibility on the builders’ side to negotiate prices," Lee said. Plus, with supply more in control, "there’s not as much urgency to drop prices to move the homes that are currently sitting on the market."

Buyers typically pay a 20% premium for a new home, compared with a traditional (nondistressed) existing home, but that also varies by location, Lee said. In his area of Philadelphia, a new home might cost $300,000, where a similar existing home would sell in the mid $200,000s, he said.

That isn’t to say builders won’t find other ways to make a deal. They’re still willing to throw in incentives, like finished basements, as a way to sell a home, Lee said. But if you’re looking to get the lowest price on a home, this might not be the best route.

And if there are distressed sales in new communities you’re considering, proceed with caution.

"A lot of foreclosures in the area will drive down the prices of nonforeclosure homes," Humphries said, and that can extend to new-home inventory. It’s not impossible to find foreclosures and vacant properties in communities that aren’t even finished yet, he said.

Learn what features consumers are looking for in design and construction this year.

By Hannah Shipley, FrontDoor.com | Published: 7/20/2010

During a panel at the 2010 International Builders Show, Eliot Nusbaum, executive editor for home design for Better Homes and Gardens, explained that practicality and price are fueling decisions on how homes are designed and built.

Nusbaum says the homeowner of today is "looking for a home that fits the entire family — from a multi-tasking home office, to expanding storage space needs, to a living room that can adapt to advancements in home entertainment and technology."

A Smaller Home

Today’s consumers are buying homes with less square footage. Purchases of smaller homes are up 36 percent from last year.

But just because a home is small doesn’t mean homeowners are sacrificing precious living space. Open concept floor plans are the resounding trend in smaller homes, where higher ceilings and an easy flow maximize perceived living space and allow rooms to serve multiple purposes.

Energy Efficient Appliances

Saving energy and money go hand-in-hand when using Energy Star appliances in the home. These eco-friendly products use less electricity, thus helping to lower your utility bill

Efficient HVAC Systems

Today’s HVAC systems are far more efficient than those of a few years ago. Not only do they bring increased comfort and improved air quality to the home, but they also use less energy and help to lower utility costs.

An Efficient Design With Lots of Storage

Homebuyers are looking for ways to maximize space and make better use of a home’s square footage.

An efficient design, with an open floor plan and multi-functional rooms, is complemented by a lot of storage.

With more people buying small homes, unique and practical storage solutions allow homeowners to have enough space to stay organized.

More Natural Light

Going with the theme of eco-friendly living, homes that maximize natural lighting don’t require as much energy to stay well-lit inside.

Plus, by adding more windows (or just larger ones) to bring more natural light into your home, you’ll make your living space feel larger and get better outdoor views.

A Separate Laundry

Being able to keep the family’s personal items out of sight is a luxury many homeowners want in their home. No one wants to feel like the washer and dryer are in the middle of the cooking or entertaining area.

A home with a separate area for laundry, whether it’s a designated room or just a space away from the higher traffic hot spots, offers a world of convenience.

An Outdoor Living Area with Private Backyard

A well-constructed porch, deck or patio can do wonders for a home’s perceived square footage. Plus, with proper landscaping, the backyard can allow for outdoor fun and relaxation without feeling like the whole neighborhood is watching.

Eat-In, Partially Separated Kitchen

A designated spot for dining in close proximity to the kitchen is important to homeowners, as is a partially separated kitchen. Being able to maintain an easy flow of space while keeping the kitchen from overflowing into other parts of the home allows families to dine together with ease, but it keeps the hustle and bustle of a kitchen from taking over the rest of the house.

Guest Bedroom and Bath

You want your overnight guests to enjoy their visit. You don’t want them feeling like they’re taking over an office or living room by sleeping on a foldaway couch.

A guest bedroom with additional bath may seem like an extravagance, but the extra living space adds value while also offering guests a private area where they can feel more at home.

A Comfortable Family Gathering Space

Think of a family room as a combination of a formal living room and a den — a place where the family can gather together for fun and relaxation. With family time a priority, many homeowners are coming up with new and inventive ways to customize a designated space to share with their loved ones.

A Home That Multi-Tasks

Today’s home office is more than just a desk and some shelves. Homeowners want a designated, functional space that allows them to work away from the rest of the family and not have to run back and forth throughout the home to get things they need. They are integrating features for productivity and convenience, such as a media system with TV, Internet and phone service, and refrigerator and freezer drawers for enjoying drinks and snacks without leaving the room.

Improved Home Electronics

Today, technology can integrate all sorts of home systems, allowing devices to "talk" to each other and share information. Home entertainment systems can be designed to stream content from your TV, Internet or DVDs. Smart phones can be connected to your alarm system, security cameras and lights so you can access and activate them when you’re not at home. Plus, energy dashboards let you monitor the energy you use and how much it costs.

Large Three-Car Garage

The garage has come a long way from being the place where you park your car. A large garage is a necessity for homeowners with multiple recreational vehicles, like motorcycles or boats. Other people will section off part of the garage and use it for storage, as a workout/gym area or as specialized work space, like an artist studio or workshop

A Low-Maintenance Exterior

Homeowners don’t want to spend time and money continually repairing siding, re-sealing the deck or dealing with other home exterior hassles. They want healthy landscaping and a beautiful home without having to keep up with all the maintenance.

Thanks to more durable building materials, like vinyl, cement fiber siding and composite woods, exterior upkeep is much easier. Plus, low-maintenance landscaping requires less water and less time for weeding, mowing or pruning.