It's September, and time for our Northern members to make that final push to get those houses sold before the snow starts to fall...

Ok, if you had your house on the market most of the summer and you still own it you need to figure out why. The most obvious issue is price!! This matters more now than any time I can remember.

First, you might have gotten comps from your Realtor. In my experience nobody is going to believe it, especially another realtor representing a buyer. So don't put much stock in that number. I have been recommending you get a full appraisal from a qualified appraiser. Yes, I know it will cost you $ 350.00 or so but it's worth the cost when you consider everyone has a different opinion of the value of your home. An appraisal will establish a price that is hard to argue with. With the starting price in writing, now we are only talking about what the buyer and seller are willing to agree on. The last 4 deals that I have done all have been at 98% of list with one being a full price offer.

One question I always get is if it doesn't sell now, should I hold on to it and try again next season? You need to ask how much it will cost to carry that property through the winter. Remember utilities. And now add taxes and insurance and any mortgage payments. Also what type of market do you live in? If it's still declining your asking price will have to drop or you'll be in the same boat you're in now. How about crime or snow damage to the property? So do some quick math and figure out what it's going to take to make this sale now.

Look at how the home looks: are the colors bright and looking good? Or do you need to refresh the paint. How your house looks makes a big difference. If it's not in the best possible move-in condition be prepared to take a discount. The front door area and the kitchen are the key so look at them and make the necessary changes to them and get that property sold.

For our southern members our buying season is almost here. In Southwest Florida October 1^st starts 'snowbird season' and we pray for lots of snow and cold in the North to get them here faster and make them stay longer.

I have read in a number of papers and news blogs that this year the more financially stable members of society are going to look in the South for that second home because prices are so low. In some areas they are back to 1995 prices. So we need to have our properties ready and I think we will have one shot with this type of buyer. You need to make the first impression count.

The same advice on price that I gave our Northern members also applies to you in the South. The cash buyer has been reading that homes in the South are at depression levels so in their minds they are close to FREE. It's up to you to prove value very quickly and back it up. In this case the appraisal is more important than ever to justify your starting price.

Your home's appearance is even more important with this type of buyer. You need to have everything in working order and not 'oh we are going to fix that'. These buyers will walk. Staging your home is another very important job when showing it to the second home buying crowd. I suggest you hire a good stager and don't try to do it yourself with cut rate or Goodwill finds. You don't have to do every room but you must do the kitchen, baths and master bedroom at the very least.  And if it has a pool area put some furniture out there. You want them to imagine themselves enjoying the pool with the family.

In Florida we have lots of estate sales, so buying a whole house of top quality furniture with all the accessories is not uncommon. So get your house ready to go and move on to the next deal.

Paul