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Smart Moves: How to make sure the price is right

By Ellen James Martin Published: August 30, 2014
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If you offer your home for sale this fall, would you be doing so in a market that favors sellers or buyers?

That will depend heavily on the neighborhood where you live, the timing of your sale and intangible factors that even the most seasoned observers can’t predict — like buyers’ moods.

“The tea leaves of real estate markets are always evolving,” said Mark Nash, author of “1001 Tips for Buying and Selling a Home.”

Since the financial collapse that brought down real estate more than a half-decade ago, many homeowners have been happy to see much — if not all — of their lost equity restored. Indeed, some neighborhoods have enjoyed sharply rising values in recent years. But in other neighborhoods, values are flattening or even slipping slightly.

This year, one factor that’s had a significant effect on home sales has been the tightening of federal regulations on mortgage lenders. These have made lenders more cautious about their underwriting practices, which in turn has made it harder for would-be buyers to qualify for home loans.

But other factors are improving the picture. In particular, the gradually improving employment rate has helped more young families move into homeownership.

“The housing market is currently in pretty decent shape throughout the country. But some pockets of weakness remain,” said Eric Tyson, a personal finance expert and co-author of “House Selling for Dummies.”

Because real estate values are so variable, it’s tough for would-be sellers to peg the right asking price for their property. To avoid guesswork, Tyson said there’s no substitute for a listing agent with an ear-to-the-ground knowledge of price trends in your immediate area.

Here are a few pointers for sellers:

• Avoid overpricing.

Sid Davis, a real estate broker and author of “A Survival Guide to Selling a Home,” said even in markets where the supply and demand for property are roughly in balance, buyers are price-conscious. “People who overprice on the front end quickly find that their property gets a stigma at the very time when buyers are most excited about the listing,” Davis said.

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