Articles July 18, 2022

The Comparative Market Analysis

When it comes to finding a buyer, pricing your home based off comparable real-priced sales is crucial to making the sale. The Comparative Market Analysis (CMA) is imperative to pricing strategically. When you ask for one from a real estate professional, be sure to reveal the analysis, ask questions, and get explanations.

If completed correctly, this comparison report not only gives you a great listing price but also reduces the chance of your home being under-appraised. If you have a well-priced home, you should be showing within the first few days on the market. Offers should come within weeks.

Perceived Value

If the perceived value of your home by a potential buyer is greater than the actual price, the more willing he is to buy. The urgency to buy disappears the closer the price and perceived value are. This means marketing the home to match the buyer’s specific needs and desires. A real estate agent can help you know the buyer’s hot buttons, such that marketing and presentation can be tailored accordingly.

Selling by Showing Off

Before the Internet, cell phones and social media, buyers looking at homes perused the local Multiple Listing Service (MLS) book filled with tiny, grainy images of homes. Photos of featured homes (paid-for ads) were larger and sometimes in color, but most were black-and-white, amateurish photos. The photo was insignificant compared to the information provided below it.

Today, the reverse is true. Photographs have become the most effective bait to attract future homeowners. Recent studies show that 89% of buyers use online tools to shop for homes before contacting a real estate agent. They peruse the web, finding homes that appeal to them, and then contact a Realtor.

Getting your home sold quickly attract future homeowners. Beautiful, engaging, photos of homes, inside and out make the best first impression. Online marketing through photographs is one of the most important ways to market your home.

Listing photography is a great tool for showing off the best features of your home. Bright and colorful shots of welcoming spaces encourage buyers to imagine themselves comfortable and living happily in your home. By focusing in the unique aspects of your home, like large rooms with great views or amazing architectural features, you can generate genuine interest. Stage your home to give the appearance of space and light in every photo without distorting reality.

Excerpted from my book “Selling Secrets – You Can’t Afford to Miss”
Ricardo Parente, Realtor®
Coldwell Banker Realty | Winter Park, FL

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