When the real estate market cools down, the number of buyers decreases. These conditions make it more difficult to sell your home, yet some do still sell!
So why do some homes sell and others just sit on the market? The answer may have less to do with the home and more to do with the effort the seller has put into marketing.
Here are the Top 5 FSBO, or For Sale by Owner, marketing mistakes to avoid when selling your home.
1. Poor Photographs
Pictures speak volumes and are always noticed before the written word. Since images are the first thing a potential buyer will see when browsing online, why leave a bad impression? The job of the photo is to entice the buyer to want to see more of the home in person. It should not give the buyer a reason to cross the home off the list, right off the bat.
So, don’t publish photos that:
- Are too dark
- Are turned sideways in order to fit the page
- Show cluttered rooms
- Are not cropped and show unnecessary elements in the picture
- Show pets sleeping on furniture
- Show a poorly-maintained yard
- Show family members in the shot
- Have unrealistic dimensions for their intended use
2. Withholding Information
When there are tons of homes on the market, simply tossing out a property address, while noting the number of bedrooms and bathrooms, does not provide enough information for the average home buyer. You need to make your home stand out in order to get viewings. Good marketing tells a buyer why this particular home is better than the competition.
Sellers should focus on:
- The details that make the home unique
- Motivating factors that made the seller buy the home in the first place
- Address a negative factor with a positive light
- Benefits of the neighborhood
3. Restricting Access for Showings
Being as flexible as possible when dealing with showings is a great asset. Some buyers are spontaneous and others are highly “scheduled”… Being able to accommodate the flexibility of viewings will help to generate more showings. In addition, don’t post or print anything that is missing an open house/showing date, as this may discourage buyers. Finally, never refuse a showing unless absolutely necessary.
- Keep these tips in mind and all will go smoothly:
- Do a walkthrough of your home at least three times a day to make small housekeeping adjustments
- Keep feature sheets and your sign-in book available at all times
- Rotate the open window throughout the home, allowing each room to air out for a time, and continuously let fresh air in
- Ten minutes before the showing, ensure that all valuables are stowed in a safe place
4. Lack of Printed Marketing
You don’t want to keep your home a secret! In order for it to sell, buyers need to know it’s available. Advertising is essential to marketing. You need to let as many people as possible know your home is for sale, and the best way to do that is to advertise.
Make sure you use all of the easily accessible mediums in your community, including:
- Your Local Newspaper
- Daily/Picture Classifieds
- Weekly and/or bi-weekly Ads
- Feature Sheets
- Handed/Mailed out
- Posted on Bulletin Boards
- Local Magazines
- Photo Picture Ad
- Block Letter Ad
- Internet/Onine Advertising
- Printable Sheets for Viewers
5. Poor Wording in Descriptions
Sellers, beware! What you write can discourage a buyer from viewing your home or encourage lowball offers. What you may perceive as honest and straightforward wording, a buyer may see as a drawback. Avoid negative or misleading words.
For example, avoid the terms:
- Small or Tiny; your home/condo may be “cozy”, but not “small”
- Needs Paint; if it needs paint, then paint it… advertising “fresh paint” transforms a negative into a positive selling point
- Motivated Seller; a “motivated seller” is a desperate seller in the buyer’s mind, and desperate sellers sell for much less! Try the phrase “All offers considered” instead
We hope you’ve enjoyed reading the Top 5 FSBO Marketing Mistakes to avoid when selling your home. If you stick to these tips, you should be well on your way to a successful home sale.
If you haven’t already, check out CanadianHomeFind’s Selling Packages. You can list for FREE, and we’ve got the professional signage, resource materials, and proven marketing strategies to get your home SOLD.