Maybe you're moving to a larger home to accommodate a growing 
family, relocating for a new career opportunity, or purchasing 
a townhouse for retirement.  Whatever the reason for the move, 
you'll need to take the necessary steps to sell your home for 
the best possible price, within a reasonable amount of time.  
Where do you begin?

If you're like most people, you'll start by seeking assistance 
from a professional.  A local real estate sales associate, who 
knows your neighborhood, can help you determine a fair market 
price.  The sales associate should also recommend the extent to 
which you should make repairs or improvements to your house.

In order to select a real estate professional who's right for 
you, ask family, friends and neighbors for referrals.  Attend 
open houses and interview several sales associates to find out 
how professional or experienced they may be.  Get a written 
outline of how they plan to market your property and the 
services they will offer you.

Once you've identified a qualified professional, the rest is 
chemistry.  Is the sales associate someone with whom you would 
like to work closely?  Do you feel comfortable with the sales 
associate as your partner, working with you to give you advice 
and acting as your representative?  Does he or she practice a 
consultative selling approach, focusing on the long-term client 
relationship and on the importance of exceeding client needs and 
expectations or is he or she caught up in the proverbial 'hard 
sell?'

The brokerage firm that your agent is associated with is also 
important.  Research the firm's success rate and commitment to 
quality service.  Does it survey existing clients in order to 
ensure customer satisfaction?  What are the results of those 
surveys? How in tune are they with consumer needs?  Do they 
offer guidance with mortgages or any discounts for other home 
related or moving services?

To be competitive in today's real estate market, as agents, we 
have to offer the buyer/seller products and services above and 
beyond the sale.  That's why the CENTURY 21 System has 
established partnerships with various companies that allow us 
to offer everything from mortgages to moving services.  This 
Preferred Alliance Services Program has enabled us to satisfy a 
consumer need while maintaining a high-level of quality service.

Determining your home's fair market value is one of the most 
important decisions you'll make during the home-selling/buying 
process.  Your sales associate can help you set a fair price 
based on local market conditions.  For instance, I will provide 
sale prices and other statistics of homes similar to yours that 
have recently been sold.  Prospective buyers will be comparing 
your home to others on the market.  Therefore, setting a 
comprehensive price can determine if your property will or 
will not sell.

For the first offer made, it's rare that the prospective buyer 
matches the asking price.  If the offer is reasonably close 
to the asking price, carefully consider the offer before you 
consider turning it down.  Curiously, it's the first offer that 
can often be the best offer.  If the first offer is unacceptable 
to you, it may in your best interest to have your sales associate 
respond with a counter offer.  Whenever considering an offer, ask 
yourself if you would purchase the property for the amount being 
offered.  Always be willing to negotiate, especially if the 
prospective buyer is pre-qualified for a mortgage. 

Once you decide what terms are acceptable, let your sales 
associate negotiate with the prospective buyer to work out the 
best agreement for you.  You'll need to be patient while the 
buyer arranges financing and as the real estate company compiles 
and prepares pertinent data.

Careful planning and sound advice from a real estate professional 
can make selling your home a very satisfying experience.