Selling your home in a post-pandemic world

As always, capturing buyers’ interest is the first step to landing a sale. With housing so uncertain right now, adding a layer of predictability can be a valuable advantage.

Sometimes, it may be as easy as offering and highlighting included appliances. If not, there are other ways to catch a buyer’s eye.

In a high-mortgage environment, one might offer an interest rate buy down. Though typically negotiated between the buyer and the buyer’s lender, there’s no rule against the seller ponying up the dough to lower the interest rate, making future mortgage payments more manageable.

The “rate buy down” can also come in the form of a specific amount of money credited at closing. That way, the buyer can choose to use the cash toward points on their mortgage, or they can cover their closing costs.

Not only do mortgage rate buy downs directly address a pain point most buyers are facing, they also usually make less of an impact than significantly slashing the price.

A seller might also offer to pay for a big-ticket item. The average age of homes in America is 40 years. Therefore, there is probably a major detail – the hot water heater, the roof, or HVAC – due for replacement. Buyers love new systems and appliances. Either do it before the sale or offer to cover the cost from sale proceeds.

Consider a home warranty, as well. Homes with a warranty sell significantly faster and for more money. And sellers with existing home warranties can transfer the contract to the buyer!

Those with VA loans may be unaware they can be assumed, or taken on, by buyers. The new borrower will not need to meet any military service requirements – but will need to prove their financial qualifications to the lender.

Some sellers use “micro” price drops to trigger interest. But be cautious. Pricing a home too high can make it harder to sell. Many serious buyers get turned off by inflated prices and may not come back when the price gets slashed.

Pick a real estate agent with a proven sales record, great marketing strategies and outstanding references or reviews. Setting the right price is crucial to selling a home promptly.

During the pandemic, demand for larger homes with outdoor spaces and home offices surged and remain very desirable. Highlighting these features attracts buyers to maximize the selling price.