Selling a luxury home is very different from selling a house to a middle-class buyer. The financial reward is obviously greater for you, but more importantly, the factors that shape the deal are often distinct from those that guide the rest of the real estate market. Here are a number of things to always keep in mind when you’re dealing with luxury real estate buyers. The details matter more in luxury When people are buying luxury property, they’re more often seeking an outcome that is ideal, rather than merely acceptable. …

As baby boomers continue to retire, you can see an increase in the number of northerners looking for a warm weather spot to spend the winter months. Although Florida and Arizona are the best-known snowbird destinations, there are plenty of other places throughout the South and West that would make attractive winter homes. People just need to learn about them. Here’s how you can help them do that. Golf courses There are very likely millions of people who could be tempted to buy a home that would provide them a …

A lingering pet smell can really put a damper on an otherwise appealing home. But there are proven ways to get animal odors out of houses. They’re worth learning since they are bound to come of use in a long career in real estate. Start with the vacuum Before we get into specialized techniques, you have to have the basics covered. That means a thorough vacuuming to pick up every remaining pet hair in the house. Pay particular attention to carpeted areas, since they have likely accumulated thousands of hairs …

Real estate offers a wide world of opportunity, but you will be most successful when you narrow down your skills and focus on a specialty. Set a goal to become the go-to agent for a specific area or type of property or client. However, finding what type of real estate excites you — or choosing among many — can be challenging. Ask yourself the following questions when drilling down to your specialty niche: What do I know most about my community? Research what type of people live there (for instance, …

You could be the best real estate agent in the world, but if your sellers are not doing what they can to bring quality to the home showing, all may be lost. REALTOR® magazine polled 50 buyer agents, revealing the biggest deal breakers when it comes to home showings. After 20 years of showings, Elke W. McMenemy, ABR, CIPS, broker-owner at St. Augustine Real Estate Inc. in St. Augustine, Fla., told the magazine that she has  practically seen it all, from the “fully loaded litter boxes” to the “roach-infested ovens.” …

Adjustable-rate mortgages (ARMs) now represent 6.4 percent of the dollar volume on mortgage applications as of August 2019, according to cnbc.com. For reference, it was at its highest point, in 2005 (pre-recession), ARMs consisted of 49.7 percent of the market. The reason: The decrease in mortgage rates have occurred due to the continuing increase in home prices. Usually ARMs have always been popular with buyers who don’t expect to stay long in their purchased property, especially if they are first-time homebuyers. Their strategy is to move before the adjustable rate …

Swimming is not equally popular across markets, but there is always a segment of buyers looking for a property with a pool. In Arizona they may account for the majority of buyers while in Minnesota they may represent a much smaller percentage, but in both situations a pool is one more thing that could draw in a buyer who otherwise would have passed. Here are a number of ways to use a pool to maximize offers on a house. Is it big enough for laps? If the home you’re selling …

While the real estate market can feel uncertain at times, there are definitely best practices that will serve you well in the long-run when it comes to negotiating a home sale. Knowing what not to say or not to do when representing a seller is just as important as learning tactics that can improve your position.  Here are a number of actions that can make it much harder for you and your seller client to get a strong offer.  Nagging the buyerIt’s good to follow up immediately with a buyer’s …

It’s hard to decide what sales advice is right for you when there are so many books out there offering conflicting tips on how to get somebody to buy what you’re selling. The fact is that not every sales book is right for you. Some will advocate approaches that don’t fit your personality or career as a REALTOR®.  The key is to try different books and see which ones resonate with your experiences as an agent. Here are five books from five very different authors, all of which approach sales …

For a large percentage of family homebuyers, schools are a number one priority when deciding where to live. If you’re trying to get buyers into a home that matches their needs, understanding the school situation in your market is critical. Here are the kinds of things that buyers are considering when they’re deciding whether the area schools are suitable.  ProximityHow close is the nearby elementary school to the home? While the number of kids who walk alone to school has steadily declined in recent years, even parents who plan on …