For Sellers

“The greatest exposure and the highest sales price comes from a comprehensive marketing strategy!”

Your Listing Agent – Your Partner

Selling a home can be a long and frustrating process but it does not have to be. It depends on your partner in business, your listing agent. When you hire me as your listing agent, I will work for you so hard you will be impressed – promise – past clients were. Selling your home will be team work between you and me. It is important that I come on board early so I can make the process as easy and painless as possible for you. I will help you with the preparation leading up to the listing period (see below) which is as important as the listing period itself. Call or e-mail me and I will promise you will not be dissapointed.

Stats and Facts

The 2012 4th-quarter survey done by revealed that real estate professionals continue to be more optimistic about the direction of home values than homeowners. Sixty-five percent of real estate professionals expect home values to increase in the next six months, up from 51 percent last quarter and up from 15 percent in the fourth quarter of 2011. Thirty-nine percent of homeowners expect home values to increase in the next six months, up from 34 percent last quarter. Further, 70 percent of homeowners believe their home is worth more than the list price recommended by their real estate agent. Surprised?

Homebuyers usually have a better grasp of current market value in the area where they’re looking to buy than do sellers who own and live there. Buyers look at a lot of new listings. They make offers, know what sells quickly and for how much, and what doesn’t and why. 

Your home is worth what a buyer will pay for it given current market conditions. This may not be the same as your opinion of what your home will sell for, or what you hope it’s worth. Relying on emotion rather than logic when selecting a list price can lead to disappointing costly results.

Pricing Strategy

The prime opportunity for selling a home is when it’s new on the market. This 4 week perriod is when it is most marketable. Buyers wait for the new listings – especially now during the low inventories! Usually, listings receive the most showings and have the busiest open houses during the first few weeks they are on the market. This is the opportunity to shine and beat the competition with a list price that attracts buyers’ attention.

When selecting a list price, it helps to understand how we as real estate agents as well as the appraisers establish an expected selling price or price range for your home. (Remember: Your home will still need to appraise so the buyer will get his mortgage) I research the recent listing inventory for homes similar to yours that sold in the area. The most recent sales give the best indication of the market we are currently in. By the way, appraisers are looking at the same data.

I analyze these comparable sales, giving more value to your home for attributes that it has that the comparables don’t, like a remodeled kitchen. Value is subtracted from your home for features it lacks when compared to the sold comparables, like an easily accessible, level backyard. This is a detailed process because I want to prove to you why and how I came to that “fair market value” of your home.

It’s difficult for sellers to step back and take an attitude of detached interest in their home. But it’s essential to do so if you want to sell successfully in this market. For example, your home could actually sell for less, not more, than a comparable sale because you added a swimming pool leaving no back yard for family acttivity in an area where most homebuyers would rather have a yard with a generous lawn.

If there is high demand for homes like yours, you may receive more than one offer. But don’t list too high or buyers are ‘turned off’. I still have great diffuculties to explain to buyers to make an offer on a house that is overpriced rather than wait until the price drops and we compete against all other buyers that have waited as well. It’s better to stay in the range shown by the comparables and expose the house to the market before accepting offers. The market will drive the price up if it’s warranted. Fairly priced, we start to see again multiple offers on desirable homes due to the lack of inventory and the backlog of buyers.

And most importantly: Don’t rely on rumors circulating in the neighborhood about how high a home sold. Prices tend to get inflated when passed from one person to another. Select your list price based on hard facts.

Did you know that 50% of home buyers in 2011 were first time home buyers because of the all time high affordibility factor? This trend results in the other 50% trying to trade up … which is the formula for a recovering market. (NJAR Profile of NJ Home Buyers & Sellers 2011… we are waiting for 2012)

My Commitment

As active listing agent I know that the highest sale price in the shortest amount of time with the least inconvenience to you, the seller, is a direct result of my comprehensive marketing strategy. And this actually starts long before the listing period with detailed preparation of hour home. Being part of the 2nd largest real estate organization in the US is a huge benefit to all my sellers. At Keller Williams I will receive all inquiries on the property, an enormous benefit to you, the seller, because we have vested interest in selling your, not just any home. In most other agencies, often the agent receiving the inquiry has never seen that home. I can eleviate any concerns a potential buyer may have and will try hard to get a showing appointment.

When clients list their homes with me, they access a powerful network of real estate professionals throughout Bergen County, the entire state of New Jersey and across the nation thorugh our co-brokerage agreement. However, in this complex market, even an enormous network relies on the knowledge and sensitivity of the individual REALTOR who handles the properties and present them to the community.

As an experienced listing agent I know how to handle every aspect of the sales process – from strategically preparting your home to marketing and showcasing your home and making sure everything is signed, sealed and delivered by the closing date. I will take time to question the potential buyers ability to obtain the loan because I want to make sure that you are protected and that the transaction will go through.

Providing you with comprehensive, high-quality listing service is my top priority. So when you decide to sell your home, please contact me and I promise I will bring results!   

Till Horkenbach on Zillow    Till Horkenb…

How Buyers Search for Homes


On The market vs. In The Market 

The Cost of “Testing” A High Price

Leaving Too Much Negotiating Room