Selling Savvy to Today’s Smart Buyers

by Diana Hellman 08/01/2021

Image by wavebreakmedia from Shutterstock

If you've owned your house for a long time and are putting it on the market, take time to consider how the buying and selling process has changed. Today’s buyers are both smart and cautious. They have access to more information than was possible a decade ago. Research shows that buyers begin shopping twelve to eighteen months before they're ready to buy. Your real estate professional has inside information on the local market, they can help you navigate the new selling terrain.

Take advice to heart in these essential areas:

  • Choose a reasonable price. Setting the wrong price gets your market plan off on the wrong track. When it’s too high, it will sit on the market for days or weeks derailing your plans to move. You want to get the most that you can from a home sale, but the market will bear only so much. Smart shoppers already know the comparable homes recently sold and come armed with a wealth of information before making their offer. Setting the price too low can backfire too. If a buyer is not interested in rehabilitation or renovation work, they may pass over a property that is not priced competitively.

  • Take great photos. Most serious buyers begin their search online. If your agent suggests hiring a professional real estate photographer, it’s often worth the investment. Internet shoppers quickly pass over blurry, out-of-focus, dark, or cluttered shots. Clean the windows and take pictures with the shades and curtains wide open. Bright and inviting photos encourage the buyer to visit in person.

  • Staging is more than décor. Take the time to remove personal objects, family photos, and collections. Organize your furnishings to make the best use of your space. Downplay dated areas that need updating and focus on the “bones” of the home and curb appeal if the entire house requires a makeover.

  • Test drive the online experience. Go online yourself to see how the photos look. Upload new ones until you're satisfied. Also, check out the street view on Google or Safari Maps. If they post outdated images where curb appeal is lacking, take a similar shot, and post it instead.


Make sure you know how the buyer sees your house when you put it on the market. Modern buyers are cautious. They come armed with information. Let your agent help you address issues relating to how your house appears online.


About the Author
Author

Diana Hellman

 Diana Hellman's passion for Larchmont inspires her more than 20 year real estate practice. As a certified buyer's representative, "The development of a solid and trusting relationship with my buyers and sellers is what I strive for." This success, primarily built on client referrals and repeat business, comes from her knowledge of what makes Larchmont unique: it's school system, recreational facilities, services and the special qualities that pervade this village's atmosphere. A former educator with a background in psychology, Diana knows that people don't want a sales pitch, but rather reliable, timely information. She and her husband have been residents of Larchmont for over 40 years. Her 3 children have attended the Mamaroneck Public Schools. She can give you expert advice with the sale or purchase of your home. Awards/Distinctions Multi-million dollar club- Westchester Board of Realtors International Diamond Society (8 million plus in sales), 5-Star agent in 2024. Gold Award- WBR (5-8 million dollars in sales) Silver Award – WBR (3-5 million dollars in sales) Memberships National Association of Realtors New York State Association of Realtors Westchester Board of Realtors Westchester Multiple Listing Service Community Former executive board member of the Central School Former selection school delegate for election of school board candidates Former executive board member of the Friends of the Emelin Theatre Former executive board member of the League of Women Voters