The Tribune

By MIKE LIGHTBOURN WHETHER up or down, fast or slow, there are "tricks" you can use to make a home sell in any type of market. Following these actions should help produce results, particularly in soft market conditions. First, make your home a "best buy" by having your BREA agent perform a thorough analysis of listings and recent sales in your neighbourhood. Position your home right in the middle of an attractive price range (buyers look in broad ranges, so be sure you are noticed). Before your final pricing decision, determine the level of pressure you're under to sell within a given time frame. Must sell as soon as possible? Then adjust your price about ten per cent lower than the comparables. Generating interest, but no offers yet? Continue reducing your price until you've reached your deadline, or get creative with seller financing or some sort of trade off. Perhaps the prospect can perform some outside function for you which can come off the price. If you can accept monthly payments, you'll increase the pool of prospective buyers, and earn interest on payments. Offer your home in exceptional condition, and have detailed information available to buyers, who won't respect vague answers to questions of utility costs, tax bills, etc. You don't have to be specific, however, when asked why you're selling. "I have an excellent opportunity elsewhere" will suffice. Finally, when that first offer comes, do everything possible to accept it if it's reasonable. Holding out for a better offer may backfire, so be prepared to say, "Yes!" Don't forget, often your best offer is the first one you receive! Mike Lightbourn is president of Coldwell Banker Lightbourn Realty