Few home sellers take on the complex task of selling their home without a Real Estate Agent. The reason: They prefer to entrust the sale of their biggest investment to a professional, rather than attempting to learn about selling a house in a trial and error method. The complexities of modern Real Estate transactions usually incorporate legal and financial activities which can be somewhat difficult.

Agents also have access to the Multiple Listing Service (MLS) so that large numbers of buyers will have access to the seller's property. The Real Estate Agent usually absorbs all of the cost of advertising and marketing, and the screening that will be done of potential buyers. Plus, the Agent handles the bulk of the details of negotiation.

So how do you choose an Agent who will be effective? What is important to know about an Agent to determine whether you feel they will do a good job? Ask yourself the the following questions to help you assess an Agent's capabilities and willingness.

• Do they seem to have a sense of professionalism?
• Are they committed to the profession? (Who will be committed to getting your house sold!)
• Are they familiar with the area in which your home is located?
• Are they familiar with the price range in which your house will be listed?
• Do they seem to have advertising and marketing ability?

• Are you a full time Agent?
• How long have you been in the Real Estate business?
• Are you an Multiple Listing Service (MLS) Member?
• What is the length of your listing contract?
• Can you supply 3 names and addresses of recent clients for reference purposes?
• How did you arrive at the suggested listing price for our home?
• What is your specific marketing plan for our house?
• How do you plan on keeping us informed of the progress of the sale of our home?

The location, condition, and pricing of a house are the major components in determining if a house will--or will not--sell quickly. You should not take the pricing of your house lightly. Some sellers have a tendency to put too much emphasis on the price and not enough on the condition, ending up with a house that is overpriced for its current condition and the overall market. Even if you find a buyer willing to pay the high price, the chances are good that his mortgage lender's appraisal will force the price back down to market value.

Try to price your house right the first time. Careful consideration should be given to setting a realistic listing price. Some of the things to consider when choosing your home price are:

• What is the age & condition of your home?
• Does it need updating?
• What have similar homes in your area sold for?
• Have homes in your area been increasing or decreasing in value?
• Are there a lot of homes for sale in your area?

The most common method of determining a price for a house is the Comparable Market Analysis (CMA). A CMA will show exactly what other houses similar to yours have sold for recently. These analyses are derived from factual data (not someone's opinion). CMA's consider four areas of data: Houses that are currently on the market, houses that have sales pending on them, houses that have expired from the market, and houses that have recently sold. You should primarily be interested in the ones that have SOLD. What houses are listed for on the market is not necessarily a good indication of what their value is. Those with pending sales will only tell you what the listing price is (not what it is going to sell for), and those that have expired because they didn't sell may indicate they were overpriced.

Buyers select by comparison shopping, so your home will have to have a fair market price in order for it to sell. We can help you determine the market value of your home while still obtaining the top-dollar price for your piece of property.

Some of the more common terms your Agent will use:

• Listing Contract: An agreement between a homeowner and a licensed real estate broker that authorizes the broker to market the property for sale during a given time period.
   
• Exclusive Agency Listing: A written agreement giving the broker the right to market an owner's property for a certain period of time, but also allowing the owner to sell the property during that period without paying a commission.
   
• Exclusive Right-to-Sell: A written agreement between the agent and the owner whereby the owner promises to pay a fee or commission to the broker if his property is sold during the listing period, regardless of whether the broker is responsible for the sale.
   
• Multiple Listing: A listing taken by a member of an organization of brokers (MLS), whereby all members have an equal opportunity to find a buyer for the listed property.
   
• Market Value: The highest price a buyer will pay for a property and the lowest price the seller will accept in a typical market.
   
• Appraisal: An estimate of the market value of property, made by a qualified professional called an "appraiser".
   
• Offer: A proposal to purchase real estate at a particular price, subject to other specified terms and conditions. Acceptance of the offer by the seller creates a purchase contract. A counteroffer is a different offer made in response to the initial offer.
   
• Agreement of Sale: A written agreement of contract in which the seller agrees to sell and the buyer agrees to buy under specific terms and conditions.
   
• Earnest Money: The deposit money given to the seller by the potential buyer as evidence of good faith in purchasing real estate. The broker places the money in an escrow or trust account until closing, when it becomes part of the down payment.
   
• Settlement: The end of the transaction when the seller hands over the title to the buyer in exchange for payment. Also called closing.

Start by preparing yourself to sell your house. Do your best to see the house, no longer as your home, but as a product to be marketed. It will take some work, especially if you have lived there a long time and have many memories there, but it is necessary if you want to maximize your potential.

Next, prepare the house. Step back and look at your house as objectively as possible. Would you buy this home? Ask friends and neighbors the same question and request they be 'totally honest'. Don't ignore or overlook flaws that could cost you money! Fix them before you put the house on the market.

You need to remove most of the "personalizations" that you have made on the house. A few pictures of the family is fine, but if your house is a "shrine" to your family -- walls full of personal pictures -- take some steps to depersonalize it. Buyers have to be able to envision their family in the house, not yours.

Do what is necessary to make your house stand out from the competition. Make certain that your house is fresher, cleaner, and better maintained. First impressions always count when buyers tour your home. With a minimal investment of time and money, you can edge out the competition. Here are some basic suggestions that will assist you in obtaining top market value:

Sometimes bonuses and incentives are as effective, if not more so, as lowering the price. This is especially true of homes priced in the lower price ranges where buyers may be "cash poor." You may want to offer to pay for such items as:

• Home Warranty Insurance Policy
• Some or all of a buyer's closing costs
• Discount points required by the buyer's lending institution