| Are you selling a house or are you selling a home? | | | | other reasons to come and look at it. If your |
| Will your advertisement in the paper say, "house | | | | house has a view, tell them, or better yet, show |
| for sale?" Hopefully not, because you are always | | | | the view in a photo, instead of the garage. They |
| selling more than just a "house." The "home" you | | | | already know they're buying a house, and what a |
| are selling is also a location, a yard, a certain | | | | garage looks like. Let them know what else they |
| amount of living space, and more. | | | | are getting. |
| If you want to properly market your home, | | | | Selling A Home - What Does A Buyer Value? |
| consider what exactly it is that you have for sale. | | | | "What are you selling?" You answer this in your |
| Your house might fit many buyers' criteria, but | | | | marketing, to appeal to the most potential buyers. |
| there will normally be a few critical things that are | | | | But the moment a specific buyer comes to see |
| most important about your house. Identify these | | | | your house, your focus should change to "What |
| and use them in your marketing. | | | | are they buying?" If your home meets their |
| Selling A Home - Marketing Questions To Ask | | | | needs, you should sell them on the features they |
| - Is your asking price higher or lower than similar | | | | like - never mind what you like about the home. |
| homes, and why? | | | | If a buyer mentions that he needs space for a |
| - What reasons did your neighbors have for | | | | playroom for the kids, show him the convertible |
| moving here? (Ask recent arrivals.) | | | | basement space. If he never sees the beautiful |
| - What kind of people buy this type of home, and | | | | deck you built out back, so what?! Ask about |
| in this type of neighborhood? | | | | what he is looking for in a home. It saves you |
| - What good things have people said about your | | | | time if there's no way your home can fit his |
| home? | | | | needs. It also helps you sell the house if you can |
| - Are schools, parks, or jobs nearby? | | | | show him how it fits his needs. |
| - What lifestyle is associated with this home? (Is it | | | | Bottom line? You market to the masses, but sell |
| on a golf course or beach?) | | | | to the individual. Oh, and you are not selling a |
| Potential buyers need the usual details when they | | | | house, but selling a home. |
| see the listing for your home. But they also need | | | | |