Your agent will highlight any key problems they think are serious enough to affect your chance of a sale – or of getting the price you want – before promoting the property fully.

If all the major issues have been addressed but there is no real activity after the property has been on the market for a few months, it’s time to re-evaluate. The reason for the lack of interest is almost certainly contained below.

CHECK THE PRICE

By far the most common reason for a home not selling is that the asking price has been set too high. The reasons for setting your price too high to begin with are many, ranging from over enthusiastic listing agents to unrealistic seller expectations.

No matter what the reason, an overpriced property is a problem on several levels. Even if you do get an offer for your asking price, the deal may fall apart before closing because the buyer may have problems getting finance – especially if the property doesn’t appraise for anything close to your asking price.

Look at other homes for sale that are as close as possible to yours in terms of size, features and location. Look not only at asking prices – but the price they have recently sold for. If they are less than you are asking, you may be priced too high. It will hurt to drop your price, but the only valuation that matters is the price the market is willing to pay.

CHECK THE CONDITION

Your home has to compete against other similar homes for sale, as well as competing against shiny brand new homes and all the marketing clout that developers can throw at their latest project.

The more you can do to make your home look appealing to a buyer, the better your chances for a quick sale. Look at your home with a critical buyer’s eye and see what they see. After the low-cost ideas in the section that follows, the next best value-for-money improvements are paint and flooring.

Make sure that all your paint is in great condition, inside and out. Repainting needn’t cost too much, and will usually make the biggest impact on buyers. Then make sure all of the flooring looks good too. You may want to consider putting in new carpet, rugs or runners. Again, it doesn’t have to be expensive but it does make a positive impact on buyers.

LOCATION, LOCATION, LOCATION

It’s the oldest cliché in the world – and I’ve said it so much that it should probably be the sub-title for this book.

But it’s true.

If you’re in a bad location, a good real estate agent may be able to help minimise some of the impact by suggesting improvements to the house. But the only really reliable way to overcome a bad location problem is with a lower price. Simply put, an identical home in a bad location won’t sell for as much as the same home in a better location.

PROMOTION

Is your agent living up to their promises about how they would promote your property?

The best agents have an aggressive marketing plan that typically includes online marketing, local newspapers, magazines and real estate publications, making sure other local agents know about the property – and even running radio and TV ads.

If all your agent has done is put a sign in your front yard and add your home to the local MLS, then that agent isn’t coming close to doing all that can be done to effectively market your home.

MARKET PROBLEMS

Blaming the market is often just an excuse for bad pricing, promotion or some other problem, but sometimes it’s true.

If there are too many comparable homes for sale and not enough active buyers, it is going to be hard to get a quick sale and a great price. The best way to beat a slow market is to simply wait it out, but that’s not always an option for many sellers. The only other alternative is either to drop the selling price or offer other concessions – like paying some fixed costs – to attract buyers who might be watching every last penny.

OPEN ALL HOURS

Can everyone who wants to see your house see it at the time that suits them?

If an agent is arranging a series of viewings for a client, it’s only natural that they will take the path of least resistance and prioritise those properties with easiest access. Many homes on the market have “lock boxes” on them.

The lock box is a device that holds a key to the home, that only qualified local agents can access. Homes that are listed as being “lock box, no appointment needed” will get shown more often than homes listed as “agent has key, call for appointment”. If at all possible, you should let your agent put a lock box on your home for easier showing.


EASY IMPROVEMENTS

There are however a few things you can do at little or no cost to present the house in its best light and make a positive impression on people who come to view it.

Let in the light:

• Prune bushes and trees outside windows
• Keep curtains light and well pulled back during the day
• Use soft light bulbs to create a warm glow in the evening

Use fragrance:

• Place cut flowers in a welcoming position close to the entrance
• Put out potpourri
• Burn scented candles

Buy new:

• Doormat
• Mailbox
• House number/nameplate

Outside impressions:

• Freshen any gravel or stone chippings on driveways
• Edge the grass around paths and trees
• Use soft light bulbs to create a warm glow in the evening
• Clean your gutters

Reduce clutter:

• Downsize your possessions and lighten the load
• Keep your garden tools out of sight
• Keep the kids’ toys out of sight