The Top 35 TIPS for Selling a Home in Paradise Valley – Scottsdale or Arcadia… and I include – How to Succeed.

Thinking of selling your home in Paradise Valley or Scottsdale and looking for tips to sell for highest net possible?  These Top 35 selling tips are for you.
Or maybe your home was on the market and didn’t sell. Following are some of the potential reasons it did not sell. Regardless of your reason for visiting, Let’s get your home sold!  The answer to selling your home soon and at TOP DOLLAR is in the tips that follow. 

 Helpful Tips, even one of the tips below could be blocking the sale, if your Realtor did a great job on all these. It is simply a manner of timing. 

Some of the details below are “behind the scenes’ and insider details.

Selling Tip #1 – And the Foundation for ALL tips that follow.

IF your goal is to sell your home for #1. The highest price possible #2. In the shortest reasonable time frame – Hire the BEST Realtor with a comprehensive understanding, experience and talent for the selling tools that follow . IF selling price and time frame are not of primary importance, than I humbly suggest, follow your heart, decide what’s important to you,  and then select a Realtor based on those priorities. Maybe the priority is someone to work with someone you enjoying talking to or a loving family member you want to help out. Select the priority and then the person that matches. Of course understanding, the final sales price and time on market will vary depending on the professional you hire. Real Estate professionals as in, any professional field possess different levels of talent, resulting in corresponding degrees of success.  A few  examples of this are presented in the following tips.

Selling a Home in Paradise Valley – Pricing Tip 

1. Possible Issue and Solution.

Sellers will sometimes hint at a price they want for their home. After a little bit of back and forth discussion, the agent may agree with the seller’s listing number… or the agent may have even suggest a higher price.  However, It does not seem like a good idea for a seller to hire a Realtor and pay a commission for their expertise, if the proper listing number  ‘researched’ by the agent was not accurate. Agents fully supporting a much higher listing price than initially recommended OR intentionally inflating the listing number is called – “buying a listing”. It is common enough to have a term. 

This approach benefits the agent because; when the home hasn’t sold, they’ll simply recommend a price reduction. However, it hurts the seller(s) with increased holding cost and statistically, homes priced “higher” than “market pricing”  at the outset, achieve a lower sale price than would have, had they been properly priced first.  You should be able to trust the agent you hire. Knowing that the agent is advising you honestly and not acting to benefit themselves. ‘Chasing the market’ in Paradise Valley/Scottsdale routinely results in a lower ultimate selling price.

Home Presentation is more than just important – It is Key

2. Every article you read of mine, referring to -“selling a home”,  you will read, “presentation ” is a key component to achieving the HIGHEST sale price. In addition, it is how to sell a luxury home in the shortest time. If your home hasn’t sold, Pre-market prep may not have been as perfect as you would have liked or you were not informed of the importance of.  Landscape enhancements, painting, de-cluttering, repairs and staging suggestions may have fallen short of the quality you deserve. For example,  Car manufacturers put special emphasis on presenting a visually stunning product.. They avoid running ads with dirty cars, with chipped or faded paint etc. Visual appearance is essential, so they have crews polishing every detail of that car making it perfect! Were you properly advised, selling a product, at least 30 X more valuable, to put the shine on your home?  You know all too well,  “appearance” is marketing #101 for a TOP dollar
sale.

Top Home Selling Tip #3 – Fix the little things, they matter

3.Were you also advised of the value of making home repairs?  Prior to listing your home, is the best time to address any repairs that might come up during an inspection. You want to keep the upper hand and avoid giving buyers the opportunity to negotiate a price reduction. In other words, it is better to make any repairs in advance, rather than wait for the Buyer to request those repairs at a higher cost. Repairs you hire to complete will always be less than what the buyer will ask for. Get those done early so you have less to worry about.
In addition, it is not uncommon for a buyer to see a number of even small repairs in a luxury home and feel the home has not been carefully maintained and therefore cancel the purchase contract. If this occurs, the home, as nice as it may be, becomes “tainted”.  At every other showing the “buyers agent” will ask, ‘why the last contract canceled’? 

Home Presentation Selling Tip – Put on the Red Dress and High Heels !!

4. Was the home’s presentation the best? – A home’s presentation will always be absolutely essential. Above all, A Home for Sale in Paradise Valley is a product to be sold. Therefore, packaging and presentation should be befitting the home. This begins with #1 How well you prepare your home. 1B. Were you guided wisely in this effort? #2. Did your Real Estate Agent supervise photography with talent and market understanding #3.  How well your home was placed across the worldwide web?
Remembering, “a home is a 3 million to 30 Million dollar product to sell”. Yes, It’s your beautiful home but once you decide to sell. It’s the Realtors Job to market your home as a “product”.

Every Realtor Promises To “Market Your Home with Excellence” but the question is – Do they ??

Let’s look at a recent presentation examples below. In one of these photos, the home was on the market for over 90 days with no sale. The other image shows the exact same home, in fact even the same room but this time with new photography (at a different angle) which SOLD the home in just a few days. 
I share, very humbly all the time, there is a DIFFERENCE in Real estate professionals whether you are buying or selling a home. 
Below is an illustration of how important presentation and marketing is. If you cannot discern which picture matched “the agent who did not sell the home”.. please feel free to call me. The after images – brought the buyer in less than 14 days.

The Image below is from a different photographer with different guidance. Which of these two images sold the Home? 

The Best Luxury Realtor Sells Homes in Paradise Valley for More… and with your comfort in mind. Please call me. Let’s discuss your sales goals.

When presentation, marketing isn’t excellent – you loose earning the highest return on your investment. In addition, you can expect a longer than expected time frame to sell your home along with a lower selling price. Essentially, your funds are locked up in a depreciating asset. To further illustrate the point. In the last 90 Days, luxury homes in Paradise Valley after years of steady increases have dropped in price a mere 2%… yet 2% on a 4 million dollar home is $80,000.00 .

So, I ask you.. is marketing important ?   It’s that simple. Noting. **  My clients receive not only worldwide exposure, by one of the most honored brands in Luxury Real Estate but also representation and marketing by one of the most respected and talented Realtors in Paradise Valley and Scottsdale.

OOOPS … They viewed home online… and then shuffled on .. So Little time .. so many Homes

5. Tip #5 of the top 35 tips For Selling a Home in Paradise Valley. Your home wasn’t seen in person by Buyers– Buyers search for their perfect home to buy over the internet.  In fact, over 95% do! If your home isn’t picked up by a Buyer’s at the first click over the internet, your chances for a quick sale are severely diminished. You must get your home seen in person and it’s theReal Estate Agents job to do just that.

Oooh no ! Did Your Real Estate Agent forget you after the Honeymoon ?

6. This is rare in the luxury market but does happen on occasion. Your Real Estate Agent didn’t follow through on promises – Occasionally a Real Estate Agent is a charmer during the “listing” discussion and signing of your home ” and then once you liked him/her and hired them to sell your home, you were lucky if they actually did all that was promised. If this is the case, check your Real Estate Listing Agreement and nicely let them go. IF they’re not communicating with you or NOT doing everything that was promised. Selling a luxury home is often a marathon not a sprint.. it’s 36 holes not nine. The agent has to be as hardworking on day 49 as he/she was on day 1.

Ever Walk In on Someone Having A ‘Private’ Conversation… It’s Kinda like That …

7. Should you stay or should you go ? It is a good idea to leave your home for showings – Staying around for home showings sets you up to be quizzed by Buyers and their Realtor and limits the buyers ability to truly find their comfort zone in the home. Along those lines; In the luxury market; sellers often insist their agents be there for showings. I can promise you.. I cannot think of a single instance in years of selling luxury real estate, when the listing agent has done anything more productive, than open the door and provide the same or even less information than on the listing sheet. Having a listing agent at a showing,  is NEVER an advantage to the “sale” However, there are two benefits #1. To have a friendly face open the door and #2. To insure the home is securely locked after the showing.So yes, the selling agent should be there and allow buyers to comfortably view the home. More details below.

Top Home Selling Tip 7B – Luxury Home Buyers are VERY smart and can “read” your Realtor.

A listing agent trying to solicit the potential buyers and /or walking them around the house, giving a tour to truly intelligent buyers and explaining “that is a Sub Zero” is a bit uncomfortable for savvy luxury buyers. Please remember; the buyers looking at your luxury home in Paradise Valley are some of the most accomplished, intelligent people in the world. Do you think they need a pretty face telling them that “garage can fit 4 cars??  A good agent should warmly open the door.. offer any extra highlights of the home, not already listed in the marketing remarks on the MLS sheet and ask the buyers agent, “if they would like a tour or if they would prefer to view at their own pace”. In this way the buyers feel comfortable and can choose. This is a comfortable and conducive to a sale. 

Home Selling Tip – Balancing a Warm Welcome and Security.

Understandably; sellers often want their agent there to answer questions. I can tell you from experience , eighty five percent (85%) of the time,  when a Home buyer client of mine, has asked a question the listing agent, for example, how many A/C units there were?  or even, where the lot line was?  The listing agent was not able to answer some simple questions. And recently, a client had forgotten the year the home was built…  and they asked the sellers agent.. and the sellers agent didn’t know.. and had to reference his information sheet. * In these cases, if the sellers only knew..how ill prepared their agents were or how they handled themselves at showings, they would be surprised. If your home did not sell. Here are a few other issues to consider..on what may have contributed to the outcome.

In another, ‘behind the scenes’ note, In approximately 10% of the showings in the luxury market; the  listing agent will try to solicit “double dip” or promote themselves to the clients of the agent who brought the Buyers to the home. This creates a situation, where The Buyer’s agent is thinking, “how quickly they can get out of this situation and not see this sellers agent again”. And #2, The approach by the listing agent gives the buyers an uncomfortable feeling.   

Regardless of these and other situations, buyers will write on a homes that appeal to them.
However the timeline and price is diminished. 

One of the Top 35 Tips to Selling Your Home – Negotiate !

12. Ahhh Negotiations… Your Real Estate Agent didn’t know how to negotiate – Real Estate involves the ability to negotiate as you have Buyers wanting to get a deal of a lifetime and you, want a huge profit from the sale of your home. The only way for you see maximum return is to have an Agent that is competent in negotiations. This one is huge … and unfortunately many sellers have no idea how bad their agents are at negotiating and/or making a deal come together. If they could hear their agent on the phone with buyers agent, again many would be shocked! Right now the market is still doing well, even the least competent agents are able to close a transaction but if you want top dollar, just making it to the finish line is not a prize event.

Negotiations Start at First Showing –

One of the true greats in Paradise Valley Real Estate Sales was Walt Danley. Walt Danley has long since retired but still has a company that bears his name. One of the many great qualities of Walt was, when he showed one of his listings, he was as gracious, kind and respectful of the buyers agent and the Buyer’s agent clients as a person could be. Walt was a “master negotiator”. His warmth and kindness to all parties literally made you want to buy his listing. As a buyers agent, you wanted to work with him (to sell his listing) and as a buyer, looking to buy a home, he was disarming and made it seem like a comfortable, perfect match. So no doubt his charm increased the sale price of his listings and the comfort for both buyer and seller.  His excellent negotiations in essence began as soon as you shook his hand. 

Contrast Walt’s approach to,  for example with another reputable listing agent who was there to show a home, a client of mine was interested in seeing recently. The listing agent was very nice but in a manner ‘posturing’ as the listing agent.  My clients walked out of the home after the showing, interested in buying the home… BUT happy to start negotiations with the listing agent and not with a ‘warm fuzzy feeling”. 

With all due respect,  most sellers do not appreciate, that there is an absolute difference in real estate agent skills.  There is an absolute skill set/talent – from understanding presentation to “negotiating a top dollar sale for a home”  Had Walt been showing that home or dare I say, I ;  with my clients assets, ‘moving into the home would be first on the list..  and secondly would be light negotiations.

It’s Okay , Psst… You Can Tell Me.. Let’s Work Together

13. Let us in on that little repair issue..The more we know about your home, your goals and motivation the better we can advise you.

Hire a Realtor with a Few Wrinkles… Selling Tip # 14

14. Contract Issues- Is the Real Estate Agent  gifted with Real Estate Contracts, clauses, options based on different purchase – selling scenarios.  Understanding and having a creative knowledge of terms, conditions, timelines and creating protecting language and clause options for Real Estate purchase contract is critical in order to guide you. Being inexperienced or not talented at this, can cause uncomfortable legal ramifications are less positive sales results. Do not confuse talent with contracts with providing legal advice as only a Real Estate Attorney can do this. To excel at contracts and effectively represent you takes years and years of experience and yes talent.

Do you want to Sell your Home…  OR Buy it ?

15. You like to WIN – Selling a home isn’t an all out, beat down the other party event. It’s more about playing hard but fair and nice. There is strength in both those.

TRUE Confession – Realtor Selling Tip #16

16. You hired a “yes maam/sir” Real Estate Agent – You should expect direction and expertise from your Real Estate Agent. An Agent agreeing with everything you say isn’t showing you any value. Now is not the time to have a “yes maam/sir” on your side. Sure you need someone fighting for you but it must come with Real Estate expertise to guide you, otherwise, why do you need them?! A good Realtor in Scottsdale, Phoenix , Paradise Valley is an “advisor” essentially.

True confession part of this article, I loose more listings being honest. I am honest and tell sellers how to earn top dollar… and then the sellers meet with another Realtor, and they comes in .. and say..’ OOOH Mr and Mrs Smith you are delightful ! and your home is wonderful!! the home will sell itself.. and BTW – I am from your hometown as well, isn’t that a wonderful coincidence …

Hire talent and experience and go to lunch with the really nice agent you have a lot in common with

Michael Chaisson Realtor – Respected , Referred, Recognized as a specialist in Paradise Valley -Scottsdale -Arcadia-Phoenix. 480-450-4532

Now that’s quite a list, isn’t it?! In my years of selling homes as respected Realtor in Scottsdale, Paradise Valley, Arcadia and Phoenix,  I can’t tell you the number of times that I’ve seen mistakes being made when they could have been completely avoided.  And honestly it’s sad..because again, often times sellers have no idea what they are missing. So please call me to learn more.. I would love to help, sincerely…Now you know what mistakes to avoid in order to have a happier, peaceful and more fruitful home sale due to lessons learned. Or avoided altogether due to reviewing these 35 issues. 

 Use this list to guide you in selling your home for top dollar.  Noting – EVERY home will eventually sell. The question is,  is it the highest price the sellers could have fairly achieved? There is no reason to be less than VERY successful.  You can print these tips, save them to your computer, pin it to your home selling board  or even print it to put it on your refrigerator and share with friends who may need a hand.

The inspiration for this article was a great agent in Florida.. if moving to Florida, please call me for her contact