Broker Associate, MBA
Cell and Text
2041 Mission College Blvd.
Santa Clara, CA 95054
Bryan Sweeley, Broker Associate
Over 12 years of real estate marketing experience
Over 90% of Buyers use the Internet
And that is the national average. Just imagine what it is in Silicon Valley!
What does this mean to you, the Seller? That virtually every prospective Buyer first
views your home on one of the many real estate internet sites: Realtor.com, Zillow,
Trulia, Yahoo!, ZipRealty, Redfin and many others. On top of this, most highly
qualified Buyers sign up for automatic email notification for new listings. That
means your home's pictures, virtual tours and detailed descriptions are delivered to
your best Buyers within minutes of being posted on MLS.
Each picture is worth a thousand words
Prospective Buyers first look at the pictures, don't you? The pictures of your home
should be professional and show your home in its best light. And given the instant
nature of the internet, they need to be uploaded and online no later than the
moment your listing is added to the MLS.
A custom designed website provides extensive descriptions along with large
pictures that makes it easier for prospective Buyers to visualize your home and
share with their friends and family. Click on the image on the right to see sample
Professional staging worth its weight in Buyers
Notice the difference between listings with nice clean looking homes versus ones
that look like the Seller is still living in the home with all of their stuff?
A professional staged home jumps out on the internet. Think of the first
impression you are giving the hundreds of prospective Buyers looking at your new
listing and deciding whether your home is worth seeing in person.
And then when the Buyer sees your home in person - it is everything they
imagined. The staging is designed to make your home attractive to the greatest
number of prospective Buyers, thereby maximizing your chances of receiving
Reach as many prospective Buyers as possible
Posting your listing on the MLS goes a long way, but not all the way. Some internet
sites and most brokerage sites automatically update their sites from MLS within
1-3 days. Users that opted-in for email notifications are then notified of the new
listing on the site. A relatively quick and efficient marketing tool.
However, only a small percentage of prospective Buyers sign-up for email
notifications. Therefore, we need to do everything possible to reach out to them. I
personally ensure your posting is on Zillow and Trulia (they don't pull from MLS),
send eFlyers to licensed Realtors in the area, publish weekly postings on
Craigslist, and email Alain Pinel agents in the surrounding offices.
Pricing - the final decision
While the topic of much discussion, pricing is the very last decision prior to
posting on the MLS. The market changes very quickly, from week to week. New
listings, recent pending sales and final sales prices all influence prospective
Buyers as they view your new listing. The pricing must reflect these changes.
A key marketing point is that the greatest number of prospective Buyers look at
your home during the initial three weeks on the market. Outbound marketing
primarily occurrs during the first week: email notifications for the new listings are
automatically mailed, Agents visit during Realtor Tour, Open House visitors peak
during the first weekend or two. Most importantly, the real buyers, the ones that
have their loan approvals ready, have made a couple of offers and are ready to
move - are watching the new listings daily and are the first to see the home.
The pricing delimna - is where to set the list price. The chart below provides a
unique insight to the dynamics of pricing:
Redwood City Real Estate | San Mateo Real Estate | Belmont Real Estate | San Carlos Real Estate | Redwood City Real Estate | Redwood Shores Real
Estate | Atherton Real Estate | Woodside Real Estate | Portola Valley Real Estate | Menlo Park Real Estate | Palo Alto Real Estate | Los Altos Real Estate |
Los Altos Hills Real Estate | Mountain View Real Estate | Cupertino Real Estate | Sunnyvale Real Estate | Santa Clara Real Estate | San Jose Real Estate |
Santa Clara County Real Estate | San Mateo County Real Estate | Silicon Valley Real Estate
The charts shows what percentage of the initial list price the Seller received
depending on how long the home was on the market. It's pretty obvious that
virtually all homes that received a price over list occurred during the first 21 days
of being on the market and that prices trend downward over time.
There are two factors at play. First, is the price set by the Seller. Simple logic
holds that if the Seller receives more than list, then the list price was set below
the home's actual fair market value. If Seller receives less than the original list,
then the price was set too high.
The second factor is the effect Buyers have on each other. The first couple of
Open House weekends are busy, creating a sense of urgency and competition
that drives the price up. After the home is on the market 20+ days the opposite
occurs: Buyers assume something is wrong with the house, since no one else
wants it, and that they should offer below list, even if there has been a price
My experience is that Sellers usually agree on the range of potential fair market
values. The Seller's delimna is whether to initially try the higher list price and see
if they can get it, then reduce with the risk that if it doesn't sell in the first 21 days
most of the Buyers have come and gone and the remaining Buyers will demand a
discount due to the large number of days on market with no offers.
I am here for you from beginning to end
I know it is a lot to consider and it takes time to absorb it all and consider the
various alternatives. I work closely with my clients as a professional advisor to
explore the alternatives and help you to make the best decisions for you and your
Let's take one step at a time and get together for an initial discussion.
Courtesy of Decor Staging