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Sellers meet Today’s Smart Buyers

By Doug Francis

Smart real estate sellers Vienna VA

Smart sellers!

Too many home sellers have no idea what today’s real estate buyers already know.

Really.

What has changed is access to a ton of information on the Internet. Most county governments allow public access to tax information, there are hundreds of real estate home search websites, and there are virtually millions of people giving real estate advice (I’m one). Plus, most of them have watched a dozen episodes of House Hunters on HGTV!

They may know your neighborhood better than you

Here are some things they know when your house hits the market:

  • Your name
  • When you bought it and what you paid
  • Which schools are assigned to the house
  • The tax Assessment
  • Neighborhood comparable sales
  • Walk score
  • Viewed via Google satellite image
  • Election district
  • Your floor plan and condition
  • Street view
  • Commute time to work or The Metro

Often they know more about the house than the owner does including current market value.

Home buyer’s aren’t “deterred from considering your house” if it is priced a little higher than the competition ~ that’s real estate agent hogwash taken out of a 1990’s “close the listing” training manual.

In fact, better qualified buyers may actually consider your house as a bargain.

Don’t negotiate on the wrong number!

And some sellers still insist an picking the broker charging the lowest commission including when it is down to the last 1/2 percent. If an agent is slashing their commission, how are they going to do when they are helping you price your house or negotiate an offer? Think about it.

Today’s home buyers are so much more sophisticated that they scrutinize everything before hopping in the car to see your house.

Vienna Virginia real estate blurry photo

An actual MLS photo on a house priced over $600,000 in Vienna Virginia

Most home sellers have no clue how important photographs and proper staging is ~ their agent may not “get it” either. They will scrutinize each online photo like they’re flipping through Southern Living magazine.

HGTV has trained today’s buyers to expect perfection.

Blurry photos aren’t going to cut it.

Get my point?

Getting a mortgage

Today’s buyers know their financial situation better than before.

  • Larger Down Payments
  • Pre-selected mortgage
  • Household budgets
  • Monthly payments

They have typically worked on their financial picture for months in order to qualify for the best mortgage possible. Why?

Getting the best rate is what most buyers in the Vienna real estate market are looking for because housing costs are so high and the typical mortgage is over $400,000. You see, if they can cut their rate by 1/4 percent then that will save over $21,000 in interest over 30 years.

Again, these are smart people.

There is a lot going on for buyers that many home sellers don’t consider.

Here is a tip: I ask my clients to switch hats and walk through the process with me a little like they are buyers. Having a strategy helps them find a home buyer willing to pay the most for their home.

It’s time to become one of the Smart Sellers.

Filed Under: Blog, Home Seller Tips Tagged With: real estate, Vienna, Vienna Real Estate

About Doug Francis

A seasoned Realtor specializing in unique and new homes around Vienna, Virginia, Doug has seen consumer behavior, negotiations and communication styles change. At his original brokerage, he was the first agent to add an email address. Imagine! Outside real estate, he plays tennis, is a Washington Capitals fan, spends time with Skipper (his dog), and enjoys the restaurant scene in the DCA. He's a Boston University graduate who feels morning coffee is non-negotiable.

Vienna real estate agent Doug Francis

When we bought our house in Vienna, we were thinking about raising the kids, building an addition, and knowing the neighbors. Today, home buyers are attracted to Vienna because of the sense of community, walkability, and small town lifestyle.

So, what’s next after your 25 years? It’s a conversation many of my clients are having with me as they plan to move to the beach, travel, or get closer to grandkids. Helping them see their future, sell their current home, and move ahead with their updated plan has been an interesting new chapter.

My background: I am an active licensed agent in Virginia, have negotiated hundreds of sales contracts, work at TTR Sotheby’s International Realty in McLean, and still sell homes in all price ranges. I donate to the Town of Vienna tree replacement fund, participate in a neighborhood citizens association, and try my best to stay in shape.

Let’s discuss your moving plans: Email doug@dougfrancis.com or call me at (703) 304-6827 .  Cheers!

Considering selling your home?

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“Doug nailed it! Within days, we had three offers, one of which not only met, but far exceeded all of our goals.”
– R. Pollard

“He truly was a partner integrating us unto the community and made it easy for us to take advantage of all Vienna has to offer.”
– A. D’Eredita

“We are so thankful we found Doug to guide us through the complex home selling and buying processes!”
– Scott and Jennie

About Doug Francis

I am a Realtor with TTR Sotheby's International Realty® just outside Washington D.C. in Northern Virginia. I'm licensed in Virginia with a focus on Vienna, VA real estate since 1991.

That deep knowledge is valuable, especially in today's fast-paced market where advice is critical. Although many of my clients are personally referred, I am available to help you too and am accepting new clients right now.

Feel free to contact me at 703-304-6827 or email me at doug@dougfrancis.com anytime!

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Doug: (703) 304-6827

TTR Sotheby's International Realty
6723 Whittier Avenue McLean, VA 22101

Office: 703-319-3344
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