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A Guide to Market Value for Sellers

A realistic asking price will help to sell your home quickly and for top dollar. By properly pricing your home, you ensure that the gap between the asking and selling price is small and that there will be an increased likelihood of competing offers. Your home will also maintain its 'marketability' for a longer period of time before people start to say, "That home has been for sale forever. What's wrong with it?"

A house that is priced 10% over its actual market value is many times less likely to sell in the initial 30 days of marketing than one priced within 5% of its actual value. Not only will an over-priced home take longer to sell, it is also likely to sell for less than its actual value. This is due to the "discount" often associated with properties that have been on the market for a longer than average time.

It should be pointed out that recommended listing prices are based on historical sales and current market conditions. It is always difficult to walk the fine line between getting the most for a property while at the same time ensuring that your asking price is competitive enough to attract serious offers.

How you feel about testing the market will determine how much higher than the current selling prices of similar properties you'll want to ask for your home. You can always start at a higher price than the market is currently bearing and then, if necessary, reduce your price at a future date. The drawback to this is that it could take longer to sell your home and you could end up helping to sell other similar houses since they look comparatively less expensive than yours.

This is where the experience and knowledge of a good Realtor is invaluable. Realtors specialize in knowing their local market inside and out. They keep their finger on the pulse of the market and have the resources, connections and knowledge to keep you up-to-date with its constant changes. They know all of the properties currently for sale in your area, and are your best resource for determining and receiving the highest price possible.

• availability of community amenities, such as public transportation, parks, stores, churches and schools
• quality and consistency of neighborhood planning
• future development plans and local zoning

  Property:

• style, layout, size, age and quality of construction of the building
• size, shape, privacy and landscaping of the yard

  Condition of the Home:

• first appearances
• floor layout
• quality and appearance of fixtures
• general overall condition of main systems (such as roof, furnace, electrical system, central air, etc.)

  Comparable Properties:

• the asking and selling prices of comparable neighboring homes
• The best way to establish an accurate range of value for your property is to have your Realtor prepare a Comparative Market Analysis (CMA). This will give you a detailed and accurate overview of the current market.

  Market Conditions and the Economy:

• number of homes currently on the market
• number of people looking to buy
• the state of the local and national economy
• current mortgage rates

• Balanced Market:
  The number of homes on the market is equal to the number of buyers (supply equals demand). In this market, prices are stable and homes sell within a reasonable period of time. It is a calm atmosphere with buyers having a satisfactory number of homes from which to choose. 
• Seller's Market:
  The number of buyers exceeds the number of homes on the market (demand greater than supply). In this market, prices are increasing and homes tend to sell quickly. As a buyer you will probably have less negotiating room and may experience competing offers when trying to purchase your home.
• Buyer's Market:
  The supply of homes exceeds the number of buyers (supply greater than demand). In this scenario, prices tend to drop and the properties stay on the market longer. As a buyer, you will have more selection and less competition and thus be better able to negotiate a good deal.

IN SUMMARY:
When you understand current market conditions, you are better able to position yourself as a seller. It helps to know if you are in a seller's, buyer's or balanced market when determining your asking price. In a seller's market, there is little competition and you may ask for and achieve a slightly higher price than you anticipated. In a buyer's market there is more competition; buyers have plenty of choices and much room to negotiate, forcing you to be very competitive when setting your price. In a balanced market, you will likely have a fair number of showings and sell your home in a reasonable amount of time.