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8. Ensure you have room to negotiate.

Before settling on your asking price make sure you leave yourself enough room in which to bargain. For example, set your lowest and highest selling price. Then check your priori- ties to know if you'll price high to maximize your profit or price closer to market value if you want sell quickly.

9. Make appearances matter!

Appearance is so critical that it would be unwise to ignore this when selling your home. The look and "feel" of your home will generate a greater emotional response than any other factor. Prospective buyers react to what they see, hear, feel, and smell even though you may have priced your home to sell.

10. Invite the honest opinions of others.

The biggest mistake you can make at this point is to rely solely on your own judgement. Don't be shy about seeking the honest opinions of others. You need to be objective about your home's good points as well as bad. Fortunately, your Realtor will be unabashed about discussing what should be done to make your home more marketable.

11. Get it clean and fix everything - even if it seems small.

You'll never know what turns buyers off. So scrub, scour, tidy up, straighten, get rid of the clutter, declare war on dust, repair squeaks, the light switch that doesn't work, and the tiny crack in the bathroom mirror because these can be deal killers .Remember, you're not just competing with other resale homes but brand-new ones as well.

12. Allow prospective buyers to visualize themselves in your home.

The last thing you want prospective buyers to feel when viewing your home is that they may be intruding into someone's life. Avoid clutter such as too many knick-knacks, etc. Decorate in neutral colors, like white or beige and place a few carefully cho- sen items to add warmth and character. You can enhance the attractiveness of your home with a well-placed vase of flowers or potpourri in the bathroom. Home-decor magazines are great for tips.

13. Get rid of deal-killer odors!

You may not realize this but odd smells like traces of food, pets and smoking odors can kill deals quickly. If prospective buyers know you have a dog or that you smoke, they'll start being aware of odors and seeing stains that may not even exist. Don't leave any clues.

14. Be a smart seller- disclose everything.

Smart sellers are proactive in disclosing all known defects to their buyers-- in writing. This can reduce liability and prevent lawsuits in the future.

15. Bring in as many prospects as possible.

When you maximize your home's marketability, you will most likely attract more than one prospective buyer. It is much better to have several buyers because they will compete with each other; a single buyer will end up competing with you.

16. Keep your emotions in check during negotiations.

Let go of the emotions you've invested in your home. Be detached, using a business-like manner in your negotiations. You'll definitely have an advantage over those who get caught up emotionally in the situation.

17. Learn what motivates your buyers.

The better you know your buyers, the better you can use the negotiation process to your advantage. This allows you to control the pace and duration of the process. As a general rule, buyers are looking to purchase the best affordable property for the least amount of money. Knowing what moti- vates them enables you to negotiate more effectively. For exam- ple, does your buyer need to move quickly? Armed with this information you are in a better position to bargain.

18. Know what your buyer can really pay.

As soon as possible, try to learn the amount of mortgage the buyer is qualified to carry and how much his/her down payment is. If their offer is low, ask their Realtor about the buyer's ability to pay what your home is worth.

19. Know when the buyer would like to close.

Quite often, when buyers would "like" to close is when they need to close. Knowledge of their deadlines for completing negotiations again creates a negotiating advantage for you.

20. Don't sign on your next home until you sell your current home.

Beware of closing on your new home while you're still making mortgage payments on the old one or you might end up becom- ing a seller who is eager (even desperate) for the first deal that comes along.

21. Know that moving out before you sell puts you at a disadvantage.

It has been proven that it's more difficult to sell a home that is vacant because it becomes forlorn and looking forgotten, no lon- ger an appealing sight. Buyers start getting the message that you have a another home and are probably motivated to sell. This could cost you thousands of dollars.

22. Realize that deadlines create serious disadvantages.

Quite simply, don't try to sell by a certain date. This adds unnecessary pressure and is a serious disadvantage in negotiations.

23. Don't take a low offer personally.

Invariably the initial offer is below what both you and the buyer knows he'll pay for your property. Don't be upset, evaluate the offer objectively. Ensure it spells out the offering price, sufficient deposit, amount of down payment, mortgage amount, a closing date and any special requests. This can sim- ply provide a starting point from which you can negotiate.

24. Turn that low offer around.

You can counter a low offer or even an offer that’s just under your asking price. This lets the buyer know that the first offer wasn’t seen as being a serious one. Now you’ll be negotiating only with buyers with serious offers.

25. Know if your buyer is qualified.

If you feel an offer is inadequate, now is the time to make sure the buyer is qualified to carry the size of mortgage the deal requires. Inquire how they arrived at their figure and suggest they compare your price to the prices of homes for sale in your neighborhood.

26. Ensure that your contract is complete.

To avoid problems, ensure that all terms, costs and responsi- bilities are spelled out in the contract of sale. It should include such items as the date it was made, names of parties involved, address of property being sold, purchase price, where deposit monies will be held, date for loan approval, date and place of closing, type of deed, including any contingencies that remain to be settled and what personal property is included (or not included) in the sale.

27. Resist the urge to deviate from your contract!

For example, if the buyer requests a move-in prior to closing, just say no. Tell them that you’ve been advised against it. Now is not the time to take any chances of the deal falling through.