Table of Contents
Introduction 7
Category 1: Knowledge is Power 9
Tip 1: Before anything else, grab a powerhouse of knowledge. 9
Tip 2: Be a listener, and be a GOOD one 10
Tip 3: Basic rule: don't get locked out of the market because you've overpriced your house! 11
Tip 4: What are the ads saying? 11
Tip 5: Play detective 12
Tip 6: Read and devour all that you can! 12
Tip 7: Realistically speaking, my house is really worth... 13
Tip 8: Play the real estate game seriously. 13
Tip 9: Get only enough to get you started 14
Category 2: Know thy Area/Community 14
Tip 10: Good schools? But of course! 14
Tip 11: It's the fitness thing, you know. 15
Tip 12: And what about concerts and that kind of thing? 15
Tip 13: Will I fit in the area? 16
Tip 14: Is there a doctor in the house? 16
Tip 15: How is the transportation system? 17
Tip 16: No gossiping allowed! 17
Tip 17: Help, my car's been snowed in! 18
Tip 18: Cavities?... 18
Category 3: Know thy Abode 19
Tip 19: Getting to know your house...for the last time 19
Tip 20: Did you say an in-ground pool? 20
Tip 21: Put romance back in their lives... 20
Tip 22: See, this garage door is really simple to operate! 21
Tip 23: I never promised you a rose garden. 21
Tip 24: You'll have a roof over your head for the next 25 years. 22
Tip 25: Wow, a home spa! 23
Tip 26: A house that's safe and sound. 24
Tip 27: What? No hot water again? 24
Tip 28: Someone forgot to look up the ceiling... 25
Category 4: Your Motives for Selling: Watch out for the Psychological Effect 26
Tip 29: Why am I selling? 26
Tip 30:Not the time to be fickle... 27
Tip 31: Nostalgia is a strong feeling 27
Tip 32: I'm in a bind... 28
Tip 33: My home isn't a hotel! 28
T34: Listen up, but stay with your convictions! 29
Tip 35: I'm selling, no matter what. 29
Tip 36: Even well-meaning friends can derail you! 30
Category 5: Getting Serious and Getting Ready 30
Tip 37: Time to go "pro" 30
Tip 38: The radon test? 31
Tip 39: This isn't a multiple choice test. 31
Tip 40: The well's run dry. 32
Tip 41: What's that smell? 32
Tip 42: Actually, now that you ask... 32
Tip 43: Show that you mean business! 33
Tip 44: If I were buying this house... 34
Tip 45: Is there an expert around? 34
Tip 46: It's the law, sir. 34
Tip 47: You and I are different. 35
Tip 48: Did you inherit these doorknobs from your grandmother? 35
Tip 49: That noise is driving me nuts! 36
Tip 50: Is this door going to fall on me? 36
Tip 51: So, how many insects do you have here? 37
Tip 52: For you or the buyer? 37
Tip 53: Hold your horses! 38
Tip 54: I wish you hadn't done that... 38
Tip 55: Bring in a contractor. 39
Category 6: Letting the Word Out: "I'm Selling my House!" 40
Tip 56: Get the word out! 40
Tip 57: Reach out far and wide! 40
Tip 58: Word of mouth is just as powerful as advertising 41
Tip 59: Can the company help me? 42
Tip 60: Ah, the old reliable...the bulletin board! 42
Tip 61: Am I missing the sugar? 43
Tip 62: Have you been negligent? 43
Tip 63: How much do I want? 44
Tip 64: Will the buyer ask for flexibility? 44
Tip 65: Is this a good time to sell? 45
Tip 66: The truth will come out... 45
Tip 67: Umm, how will I word this ad? 47
Tip 68: Can you just state the bottom line please? 47
Tip 69: Do your thinking before picking up that phone 48
Tip 70: Wait and see. 48
Tip 71: Where should I publish? 49
Tip 72: One is enough. 49
Tip 73: Cyberspace? Do I really want Martians buying my house? 51
Tip 74: Do you want to write a house story? Try the home section, not the classified ads 51
Tip 75: What should I say? 52
Tip 76: This is EXACTLY how I want it 53
Tip 77: Screen calls. 54
Tip 78: Add "Or best reasonable offer" 55
Tip 79: It's my favorite day of the week! 55
Tip 80: Would you repeat that please? 56
Tip 81: How do I sound? 58
Tip 82: Take it down 58
Tip 83: Are you a (phone) grouch? 59
Tip 84: Let's get serious here. 59
Category 7: Showing Your Home 60
Tip 85: It bothers me... 60
Tip 86: Dust collectors. 61
Tip 87: Surround yourself with beauty. 61
Tip 88: I knew you'd ask that! 62
Tip 89: Children OK, animals NO! 62
Tip 90: Who's that standing by the door? 63
Category 8: Negotiations, Settlement and Contract 63
Tip 91: Can we talk about your price? 63
Tip 92: It doesn't hurt to be hone