Selling This Fall: Four Things Smart Sellers Get Right

Selling this fall in North County is absolutely doable, but there is something you need to know about this time of year. Buyer activity typically starts to slow while the number of homes for sale climbs, and if you are selling this fall, you will want the right strategy to get attention in this type of market. The good news? There is a lot you can control. From how you price and present your house to how you negotiate and respond to feedback, here are four things you will want to get right this fall.

Selling This Fall? Price To Get Buyers’ Attention

In the fall, there are typically fewer buyers looking and more homes for them to choose from. So you want to make the most of every buyer who comes across your house. Your price is one of the first things that can make them stop and take a closer look, or keep scrolling. That is why this is not the time to start high “just to see what happens.”

If buyers think your house is overpriced, they have plenty of other options to move on to. And that could leave you sitting and waiting. So if you want to sell before year-end, work with your agent to find the right price for your house and today’s market. That may mean listing at market value, or even slightly below it, to grab buyers’ attention. That is one of the biggest keys to selling this fall successfully.

Redfin’s research explains how a seemingly small difference can change your buyer pool: buyers often search in round-number price brackets, so a home priced at $499,000 instead of $505,000 can appear in more searches and feel like a better deal, which matters even more when selling this fall, since buyers are comparing more listings than usual.

Make a Great First Impression

When buyers had very few homes to choose from, they were often more willing to overlook dated finishes or a house that needed some work. That is harder to count on now, which matters even more when you are selling this fall and buyers have more homes to compare yours to.

With more choices, how your house looks online and in person can determine whether it makes a buyer’s shortlist at all. That does not mean you need a full renovation before you sell, but you should take care of essential repairs, do what you can to boost curb appeal, and make sure your house photographs well. Maybe that is some light staging, maybe it is swapping out faucets or lights, or maybe a fresh coat of paint. Small details can help a lot. You only get one chance to make that first impression, so make it count.

Stay Open To Negotiating

Some sellers are still expecting the kind of leverage they had a few years ago. But in many markets, buyers have more negotiating power today, and there is a lot more give and take. Redfin’s latest data shows 46.2% of sellers gave buyers some type of concession, so consider throwing in a little help with closing costs or covering a repair. Almost half of sellers are.

Playing hard ball may not get you what you want, but being flexible might. Staying flexible is often what separates a fast sale from a stalled one when you are selling this fall. The key is not getting so focused on “winning” every individual negotiation that you lose sight of the bigger goal, making your move happen. Sometimes a small concession is what gets you to the closing table.

Know When It’s Time To Adjust

Sometimes your house tells you when something isn’t working. Maybe you are getting plenty of online views but very few showings. Or buyers are coming through, but you are not getting offers. Or maybe buyer feedback has one recurring theme. Pay attention to those signals, since part of selling this fall successfully is paying attention to what buyers are telling you.

Let’s say your price is the most common point of feedback. Talk to your agent about a price drop. It does not have to be a big change to make a big difference. HousingWire data puts the average price cut right now at 4%, which is normal.

That does not mean you should panic and slash your price after a week. It means you and your agent should pay attention to what buyers are telling you and adjust if you need to. Sometimes the smartest move when selling this fall is not waiting for the right buyer, it is making sure you are giving that buyer a reason to act. If you have also been watching how local prices are trending, this fits the same pattern.

Bottom Line

Selling this fall in North County is absolutely doable, and now you know four of the biggest things to get right along the way. If you want to sell before the end of the year, let’s connect and make sure you have a winning strategy from day one.

The information contained, and the opinions expressed, in this article are not intended to be construed as investment advice. Jess & Co. Real Estate, LLC does not guarantee or warrant the accuracy or completeness of the information or opinions contained herein. Nothing herein should be construed as investment advice. You should always conduct your own research and due diligence and obtain professional advice before making any investment decision. Jess & Co. Real Estate, LLC will not be liable for any loss or damage caused by your reliance on the information or opinions contained herein.