For Sellers

• Are you a full-time professional real estate agent? How long have you worked full time in real estate? What professional designations do you have?
• Do you have a personal assistant, team or staff to handle different parts of the sale? What are their names and how will each of them help me?
• Do you have a website that will list my home? Who responds to emails and how quickly?
• How will you keep in contact with me during the selling process, and how often?
• What do you do that other agents don't that ensures I'm getting top dollar for my home? What is your average market time versus other agents'?
• Will you give me names of past clients?
• Do you have a performance guarantee? If I am not satisfied with your performance, can I terminate our listing agreement?
• How will you get paid? How are your fees structured? May I have that in writing?
• How would you develop pricing strategies for our home?
• What will you do to sell my home? Who determines where and when my home is marketed and promoted? Who pays for your advertising?

The asking price you set for your home significantly affects whether you will profit in the sale, how much you will profit and how long your home will sit on the market. Your agent's knowledge of the overall market and what's selling (or not selling) will be invaluable in helping you determine the price. The objective is to find a price that the market will bear but won't leave money on the table.

Time. Time is not on your side when it comes to real estate. Studies show that the longer a house stays on the market, the less likely it is to sell for the original asking price. If your goal is to make money, think about a price that will encourage buyer activity.

Value vs. cost. Pricing your home to sell in a timely fashion requires some objectivity. It's important that you not confuse value with cost. In other words, how much you value your home versus what buyers are willing to pay for it. Don't place too much emphasis on home improvements when calculating your price, because buyers may not share your taste.

Keep it simple. Because time is of the essence, make it easy for the buyers. Remain flexible on when your agent can schedule showings. Also, avoid putting contingencies on the sale.

As the seller, you can control three factors that will affect the sale of your home: the home's condition, the asking price, and the marketing strategy.

Location. The most influential factor in determining your home's appeal to buyers is something you can't control: its location. Neighborhood quality is the number one reason buyers choose certain homes; the second most influential factor is commute times to work and school.

Size. While some buyers want to simplify their lives and downsize, home sizes in general have continued to increase over the decades. Smaller homes typically appeal to first-time home buyers and empty nesters.

Amenities. Preferences in floor plans and amenities go in and out of fashion, and your agent can inform you of the items that are selling homes in your market. If your home lacks certain features, you can renovate to increase its appeal, but that's not always the right move. Your agent can help you determine whether the investment is likely to help or hinder your profit margin.

Remember the 60-second rule: that's all the time you have to create a winning first impression. Here are some simple to significant ways to maximize your home's appeal.

Exterior

• Keep the grass cut and remove all yard clutter.
• Weed and apply fresh mulch to flower beds.
• Apply fresh paint to wooden fences.
• Tighten and clean all door handles.
• Clean windows inside and out.
• Powerwash the home's exterior.
• Ensure all gutters and downspouts are firmly attached and functioning.
• Paint the front door and buy a new welcome mat.
• Place potted flowers near the front door.

Interior

• Evaluate the furniture in each room and remove anything that interrupts the flow or makes the room appear smaller.
• Clean and organize cabinets, closets and bookshelves.
• Clean all light fixtures and ceiling fans.
• Shampoo carpets.
• Remove excessive wall hangings and knick-knacks.
• Repair all plumbing leaks, including faucets and drain traps.
• Make minor repairs (torn screens, sticking doors, cracked caulking).
• Clean or paint walls and ceilings.
• Replace worn cabinet and door knobs.
• Fix or replace discolored grout and replace broken tiles.
• Replace worn countertops.

• Turn on all the lights.
• Open all drapes and shutters in the daytime.
• Keep pets secured outdoors.
• Buy new towels for bathrooms and new bedding for bedrooms.
• Replace old lamps or lampshades.
• Play quiet background music.
• Light the fireplace, or clean out the ashes.
• Infuse the home with a comforting scent, such as apple spice or vanilla.
• Set the dining room table for a dinner party.
• Vacate the property while it is being shown.

When your house goes on the market, you're not only opening the door to prospective buyers, but also sometimes to unknown vendors and unqualified buyers. As with any business transaction, there is an expected protocol to how sellers, buyers and their respective agents interact. Should you find yourself in a sticky situation, alert your agent so they can address and remedy the problem.

The aggressive agent. When your agent puts your house on the market, all promotional materials state clearly that your agent is the primary contact for buyers and buyers' agents. Sometimes a buyer's agent will contact a seller directly to try to win over their business or cut the seller's agent out of the deal. This is not reputable behavior and you should report it to your agent immediately.

The unscrupulous vendor. Selling a home necessitates all kinds of new purchasing decisions, and less-than-ethical vendors are keenly aware of this. Though MLS organizations enforce rules on how posted information is used, some companies have found ways to cull information to produce mass mailing lists. If you find yourself regularly emptying your mailbox of junk, let your agent know.

The naive buyer. Yard signs, internet listings and other advertisements generate buzz. Some prospective buyers, particularly first-timers, will simply drop by. If this happens, it's best not to discuss your home or give an impromptu tour. Politely let them know your agent is in charge of scheduling tours. If you handle these surprise visits on your own, you might inadvertently disclose information that could hurt you during negotiations.