A Home That Isn't Seen, Is A Home That Isn't Sold.

homeowners in front of Sold sign

Real estate marketing really boils down to that key point. When selling your home, you need to make sure that you're putting your property in front of as many potential buyers as possible.

A successful marketing plan leverages all 10 ways sellers can gain and keep the buyer's attention to help sell your home for the most money in the fewest number of days.


1. Online Presence

The more eyes, the faster the sale. Gone are the days where simply sticking a For Sale sign in the yard sells a home. The internet is a terrific tool that your neighbors are using to get their homes seen by thousands of prospective buyers. Listing your home on the BLC/MLS and similar home searching sites will go a long way to getting your home sold. Reputable listing agents should have an effective and well-thought out strategy for this, that also leverages, depending on the price point of the property, multimedia presentations, interactive 360 virtual tours and more. 

2. The Price Is Right (Or Is It?)

You better hope it is. Overpricing your home because of emotional attachment to it will scare away even the most intent of buyers. With a wealth of information at their fingertips nowadays, a buyer can find out within seconds if your home price is comparable to others in your area. If it isn't, you just lost a possible sale.

The single best component to extremely effective and successful marketing is determining the appropriate List Price!  Pricing too low cuts into your bottom line, and pricing to high will not be justifiable to the buyers and they may conclude you as the seller are not serious nor realistic. The correct price will sell your home for the most dollars, in the shortest amount of time and with a high sales to list price ratio! Mitch calls this combination the "Trifecta of Real Estate!"  You can learn more about effective pricing here.

3. Staging

Home staging is a method of decorating that highlights your home’s features and assets to help buyers imagine themselves calling your place their new home!

According to the National Association of Realtors’ 2019 Staging Stats report, 40% of buyers’ agents believe that home staging has an effect on how a buyer views the home, with 83% saying that it makes it easier for buyers to visualize the property as their own. On the sellers’ agent side, 22% report that home staging increases the value of a home between 1% and 5%, and another 17% report that staging increases the value of a home between 6% and 10%. Beyond the potential increase in value, 53% of Listing Agents credit staging for either slightly decreasing or greatly decreasing the total amount of time a home is on the market. You can learn more about Staging Your Home For Sale here.

4. Photos, Photos, and a Lot More Photos

Taking only a photo of the exterior of the home isn't going to sell your home. Buyers want to see as much of your home (inside especially) as possible before they commit to contact you or your agent for a home viewing.

Nowadays buyers are as short on time as you are, so they'll resist any temptation to waste it. Consider professional photography as well and put that low-quality phone photo away.

5. Virtual Tours

As wonderful and eye-catching as photos are, do you know what trumps them? Video. A well-orchestrated multimedia video or an interactive 360 degree virtual tour of the home really brings the buyers into the home and gives them the emotion of being there. If done well, this should make them want to see more and that is what can lead to a home viewing. Don't ignore the impact of a buyer's emotions in a sale.

Open House sign

6. Direct Mail

An oldie and still a goodie. There's no guarantee a person will go online everyday or head to the local store to pick up a publication. They will check their mailbox, though. When they do, it'd be a great chance to put your home right in their hand — literally.

In 2020 the most effective direct mail campaigns also give the homeowners a website they can view, related to the mailer, along with the ability to connect through email, a phone call, texting and even social media.

7. Digital Marketing

Digital marketing refers to any marketing method conducted through electronic devices like smartphones, tablets, laptops and desktops including advertising on social media including Facebook, Instagram, LinkedIn, Twitter, Youtube and similar apps . This also includes online marketing efforts that leverage a user's browsing history to place relevant ads on websites they visit. ... In this way, smart and effective REALTORS ensure that their marketing efforts are more likely to reach potential buyers, by targeting them where they spend most of their time.

8. Signage

Although it alone won't sell a home, it's still a key part in getting one sold. Some buyers are just more traditional in their approach and choose to drive around looking for homes that are for sale. Having a very nice-looking and clean For Sale sign will also get the attention of neighborhood visitors that may be there just to see a friend. That sign should also include current active contact information and a website that's specific to the home.

9. Curb Appeal

Once the buyer looks up from the For Sale sign in the yard, what do they see? Make sure the answer to this question is "an attractive home." Be sure to keep your home presentable as possible at all times while it's for sale. You never know who is driving by for a quick "peek a boo" and if the lawn is unkempt in the summer, the walks & driveway are not plowed in the winter or the siding needs to be painted or pressure washed, potential buyers will presume the home has not been well cared for and they'll just keep on driving. And you will never know about the sale you just cost yourself.

10. Open Houses

Following the previous 9 steps will hopefully begin to lead to an influx of buyer interest and more importantly, home showings. In Seller's markets, and during the right time of year, Open Houses can help create a sense of urgency with potential buyers that can lead to more and stronger offers. Be sure you have the right agent on your side that can tell you how to prepare your home for the individual viewings and who can share with you when holding Open Houses is an effective marketing tool. Open Houses allow several prospects to view the home and ask any questions they may have. Make this Open House experience emotional in a good way like baking cookies immediately before the open house and playing some relaxing music to use all senses to your advantage.  Note: avoid light fragrance or other scented candles that lead potential buyers to believe you are just trying to hide pet odors and other negative concerns.

From "For Sale" To "Sold"

Mitch can share statistics with you that make the point that attempting to sell your home without a great Listing Agent typically results in substantially longer days on market while also generating much lower sales prices. There's just too much that can go wrong, and buyers realize the main reason seller proceed without an agent is to save broker fees. However, even if buyers are comfortable representing themselves, the almost always feel that allowing sellers to eliminate the agent, and paying full market value is effectively overpaying for the home!  So, not having a REALTOR as your listing agent can cost you a lot of wasted time and money. Still, if you choose to go that route, then be sure to follow these simple 10 steps to try to get your home seen by more potential buyers.

Then, when you're ready for an experienced Greater Indianapolis Area expert to assist you, be sure to email Mitch@ToHelpUmove.com. Mitch is here to help you sell your home fast and for more money!

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