Nashville Area Homes

Selling a luxury home involves quite a bit of preparation in order to make sure you are presenting the best possible product.  When it comes time to sell the home you will need to think of it as a product since ultimately that is what it is in the buyer’s minds until they buy it and make it their home.  Taking it one step further a luxury home is also a product, but one that needs to be elevated much more since buyers for luxury homes are looking for specifics in a home and want something that will justify the price.  The following strategies are designed to help luxury home owners elevate their home so that when buyers feel like they are seeing a true luxury home.

Marketing

Luxury Home Photography and Video

I have been asked about what differences are there in marketing a luxury home versus marketing a non-luxury home.  The differences can be minor such as having more pictures of a luxury home versus a non-luxury home.  One of the main reason a luxury home has more pictures is usually because luxury have more features and amenities to show off compared to non-luxury homes.  Buyers looking for those luxury features and amenities will first want to see them in pictures before they decide a home is worth visiting in person.  If the pictures can’t keep the buyers attention then the luxury real estate agent may not doing their job.

Photography of a luxury home must be top notch and your typical point and shoot cameras or low light cell phone camera pictures will not deliver that quality.  High definition videos of luxury homes is also one of those things that come to be expected to help better market the home.  By using high quality cameras and good video editing techniques you elevate the presentation of a luxury home and as a result impress viewers who now want to see your home in person.  Think of a video of your home as a movie trailer which is designed to show you the interesting parts and get you interested in seeing the whole movie.  A video of the nice features and designs of your home is made to do the same thing, impress viewers and make them want to see more.

Offline Marketing For Your Luxury Home

Marketing does not stop with great pictures for a luxury home.  The places the home are advertised do make a difference.  While the traditional online sources of real estate advertising should be covered the offline marketing aspects also need to be addressed.  Offline advertising for luxury homes needs to be done in places where luxury home buyers will be looking.  Local luxury home magazines, the Wall Street Journal (usually best for higher value luxury homes), and other magazines and newspapers associated with the market who would be interested in buying a luxury home are ideal places to advertise.

The presentation of the luxury in the home through the use of high quality brochures with detailed description and pictures of the home should be available for any buyer who walks through the home.  Many buyers who view a number of homes in a day will have a difficult time remembering the differences between them.  A brochure with color pictures and detailed description will help them remember your home which will make them more likely want to revisit and make an offer.

Luxury Home Lifestyle Depiction

Is your luxury home on a golf course?  Or does your luxury home have access to water front and boating privileges?  Whatever the case may be with regards to your luxury home you should emphasize some of these lifestyle features in your marketing materials.  Whether you take pictures of the golf course greens, or show pictures of the boat dock, by emphasizing the lifestyle associated with your luxury home you will be attracting the right kind of buyers to your home.

Pricing

Pricing your luxury home is one of those critical things that if done wrong will result in everything else being wasted.  After all no one really wants to pay more for something that they can get at a lower price from someplace else.  That applies for homes as well, the pricing of a home is based on the neighborhood it is in, the features that it has and the condition of the home itself.  In a neighborhood that has nice luxury homes priced between $600,000 and $700,000 dollars, trying to price your home at $800,000 is a non-starter and will hurt you in the end.

First off as noted above no one wants to spend $800,000 on a home where the highest price in the neighborhood is $700,000.  No buyer would be able to recover the $100,000 difference unless they waited a long amount of time.  Even if the buyer were able to get the money back after homes in the neighborhood appreciate to the $800,000 range it still does not make sense financially as if they would have bought a $700,000 dollar home they would have seen a gain of $100,000 whereas in the other situation there would be no gain if a buyer bought the $800,000 home.

So make sure you get the pricing right of your home.  The best way to get accurate pricing is to work with a Realtor who knows how to price luxury homes.  Homes can be unique so getting proper pricing for a home involves looking over the amenities and features of the home and comparing that with past sales of similar homes.  An improperly priced home will mean you either leave money on the table by underpricing or you will have a longer time on the market by overpricing.  In general luxury homes do have a longer time on the market since the amount of buyers for that price level of home are fewer, but that does not mean you want to make that time even longer by overpricing your home.

Staging

Home staging is one of those things that is often paid less attention to but can have dramatic impact on the sale of your home.  Whether a home is vacant because you have already moved or because your own furnishings are more about comfort and less about presentation, home staging can elevate the look and feel of your home as well as make rooms look more open and free flowing than with the current configuration of your furniture.  To realize the value of home staging you will need to have a home stager look over your home.  The home stager can offer suggestions as to how to better position and utilize your own furnishings or can proved furnishings and decorations to take your home up to the next level.

Keep in mind that not every home will need staging.  If your home is already setup to shine then the services of a professional stager might not be needed.  You should discuss your home’s current setup with a Realtor who works with sellers of luxury homes.  An expert Realtor will be able to tell if your home looks great as it is or you could benefit from staging advice.

Home Inspection For Your Luxury Home Prior To Listing For Sale

What better way to showcase your quality luxury product (i.e. your home) than by having it inspected and having any issues repaired before the buyer even walks in the door.  Before your list your home for sale you can have a home inspector perform an inspection just as would a buyer’s home inspector, but in this you take the results of the home inspection and make your home better.  By having a pre-inspection done you are reducing the chances that your home sale falls apart due to concerns with the condition of your home or due to a negotiation break down over the repair of certain items in your home.

You also can share your inspection report with prospective buyers and share the details of any repairs you made as a result of the inspection.  In a fast moving market this may even speed things up where buyers really want your home and opt to skip their own inspection since one was already performed.  For the relatively low cost of a home inspection you can make sure your home is in tip top condition and worthy of the luxury standard.

Bottom Line

A luxury home requires extra attention in order to elevate the marketing and presentation of the home so buyers come to the home and want to make an offer.  By making sure you have great photography and both online as well as offline marketing you set yourself up for success.  Combine that with a properly priced home and you will be able to sell your home in good time.

For Expert Representation call Candie Worsham Broker/Owner 615.400.5230

Nashville Area Homes

I had an interesting visitor this week. I answered a knock at the door to find my neighbor from across the street with a stack of papers in his hand. He asked me if I could help him figure out his property inspection! Seems he had sold his house himself to a friend.

The buyer did not have representation either. The seller and buyer decided they would discount the commissions off the sale price and save everyone money. Really? Well maybe that sounds like a good idea in theory but that really is not a very smart move. Especially for the seller. If you are going to net the same amount of money with or without representation then what is the point? Think about it. The seller should have pocketed the commissions!

The seller discounts the price, has no representation and then can’t figure out how to work out the property inspection. It was strange karma that his inspector is one of the worst inspectors out there today. I don’t  know how the seller has managed on the appraisal and closing process. He has moved but no one has moved in yet. It doesn’t look like it has closed  because the seller stops in every so often.

I have watched mold mitigation trucks, HVAC Companies, a structural company, an electrician and of course the Property Inspector over the last couple weeks. I even watched the seller climb a ladder and do roof/gutter repairs. I bet the buyer has this seller doing all kind of upgrades too. I know the seller told me he wanted to give about $25,000 credit in lieu of repairs. Seems like a lot for a 2000sqft house that is only about 15 yrs old. Sounds like the buyer got the better end of the deal but you know… the seller saved all that money by not paying any  commissions.

Oh by the way I told him I couldn’t help him as I was not a party to the transaction.

Sometimes I get a call from a buyer that says “I want to work directly with the listing agent”.  Read between the lines….”because I think I will get a better deal”.

Guess what- long before you showed interest in this house I promised the seller to get them Top Dollar and to give up the least amount of incentives like helping you with closing costs and/or repairs. As the listing agent I am getting paid to negotiate the best deal for my seller. Plus anything you tell me, I will turn around and let the seller know.

As a buyer you have the greatest leverage if you have your own representation. Your own representation will pledge loyalty to you and is not trying to work both sides. Your own agent will negotiate the best price, closing costs, repairs or whatever you need. Plus your Buyer’s Agent is paid by the seller and doesn’t cost you a dime.

Working with the listing agent is like getting a divorce and telling your ex you will use their lawyer and thinking they will be fair to you too. Do you see what I mean?

Give me a call for Expert Representation when you are thinking about Buying or Selling. 615.400.5230 Candie Worsham Broker/Owner Nashville Area Homes

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Flooding is the most common natural disaster in the United States. In the most flood-prone parts of the country, most mortgage lenders won’t finance property unless the owners’ purchase flood insurance.

Even if your mortgage lender doesn’t force you to buy this coverage, however, you might want to consider it. This post explains what flood insurance covers, what it costs, and what you’re risking if you go without it.

Flood Damage Is Expensive — And Not Covered By Homeowners Insurance

Homeowners insurance does not cover flood damage. If a storm blows your roof off and rain ruins your rugs and furniture, homeowners’ insurance kicks in. But this only applies to damage from water originating from within your home or directly from the sky.

If water touches the ground before wrecking your house – from rivers, overflowing ditches, flash flooding, etc., your regular home insurer is off the hook.

You can only get flood protection from a flood insurance policy.

Flood Insurance: Who Needs It?

You do, if your property is financed, and it’s in designated flood plain. You might need it even if you don’t live in a flood plain. If a large part of your net worth is tied up in your house or its furnishings, you should consider adding this protection.

An Insurance Information Institute study found that more than one-fifth of claims for flood damage came from people living in low-to-moderate risk areas – folks not required by lenders to buy flood insurance. The National Flood Insurance Program’s web site says that for all practical purposes, “Everyone lives in a flood zone.”

What about disaster relief from the government? That’s usually a low-interest loan, which must be paid back. How Does Flood Insurance Work? National flood insurance is a government program, and policies are old only through licensed insurance agents. Flood insurance rates do not vary between insurers.

You can insure your dwelling for up to $250,000, and its contents for up to $100,000. That’s the limit for government policies, but private insurers can sell you extended coverage.

Flood insurance has a deductible. You can choose a higher one to get a lower premium. However, if coverage is required by your mortgage lender, it may set maximum allowable deductible for its own protection.

It’s important to know that there is a 30-day waiting period for flood insurance; you can’t just buy it once a storm is heading your way.

How Much Does Flood Insurance Cost?

The cost of flood insurance depends on the property location — how high it is (or isn’t) above the 100-year flood level in your area. If you live in a low-to-moderate risk area, you’re eligible for a Preferred Risk Policy (PRP). The chart below shows these policy costs and deductibles.

You can find your risk (and potential flood insurance cost) by entering your address into the flood risk tool provided by FEMA to see your local risk profile.

For those in high-risk areas, flood insurance is required by mortgage lenders, and the cost is not negotiable. You should consider this when you shop for real estate. The table below shows average costs in high-risk locations.

Cost Of Not Having Flood Insurance

FloodSmart.gov has a really cool flood damage estimator tool that shows how much damage your home might incur at different levels of flooding.

According to the Insurance Information Institute, less than 13 percent of homeowners carry flood coverage, while one-third of all flood-related disaster assistance, which is provided to uninsured residents, went to those not in designated flood plains.

That’s a lot of people gambling with the biggest asset they own.

The Nashville Real Estate Market continues to thrive. When you combine low rates, the shortage of inventory and a stable booming local economy you end up with a Sellers Market. Yes Sellers have been seeing reduced time on market, stronger offers and in some cases bidding wars. So if the Market is so HOT then why has my house not sold?

Fact: From June to November of of 2016 over 631 homes expired or were withdrawn from the market in just West/SouthWest Nashville and Williamson County. So let’s take a moment and examine why homes may linger and not sell at all even in a hot tight housing market….

The Aggressive Pricing Strategy backfired– Sellers have a natural tendency to desire to get the highest price available for their home. This thinking encourages the “ask high and accept less”.  The “I am not going to give my home away” attitude can be the kiss of death. When a home is priced beyond the comps, it becomes compared with the more expensive properties on the market.  The property is perceived as over priced and inadequate compared to the surrounding listings.  Many times the overpriced home actually sells the other homes on the market. Why is that? Because they are perceived as a better value..they are larger, have more amenities and a better deal for the buyers dollar. After all have you ever met a buyer that wants to overpay? This ends in frustration for all involved.

Underestimating the sophistication level of modern buyers–twenty years ago buyers either had to use multiple brokerages and/or wait for the monthly housing magazine to review local inventory. Buyers today have up to the minute knowledge at their fingertips. Buyers are on line morning, noon and late at night. There are hundreds of websites they can search for the homes they want to see. Some websites even quote a value for the listing.  Frankly the buyers today may know as much as their agent.

Neglecting Maintenance Items–They don’t look like this on House Hunters! If I had a nickle for every time these words were spoken. Fix the roof, repaint if needed and please attend to all odors. No one wants your dirty carpet and messy baths. I tell sellers.. Soap is Cheap…Clean it up!

Lawn Abuse!–Buyers today find your home on line, then they do a quick drive by. If they like the look and the location, then and only then will they contact an agent. The buyer drive by has become the first showing. Mow the lawn, trim, remove weeds and place fresh mulch out. Never forget the importance of Curb Appeal!

Buyers today seek VALUE. Price it right from the start, take care of maintenance items and pack your bags.

Remember…No amount of advertising, Open Houses or incentives will sell an overpriced listing.

Price it right from the beginning. 

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November is a great time to winterize your home in preparation for colder weather. Here are a few quick, inexpensive tips for cutting your heating bills.

1. Use a draft snake. This device was adopted during the Great Depression, and is one of the easiest ways to cut the cold. It’s a long sack filled with sand or kitty litter that you can push into the crack under doors to stop drafts. You can buy a pre-made draft snake, or make your own.
2. Change the direction of your ceiling fans. Heat rises, so pulling the heat down from the ceiling will warm your room up fast.
3. If you used a window AC unit in the summer, remove it for winter. Warm air escapes through the vents and the areas around the unit.
4. Service your heating unit and replace filters. An efficient heating unit will work better and cost less to run.
5. Consider using window insulation film. This thin layer of film sticks right onto your windows and adds up to 70% more heat retention.
6. Use a candle to detect subtle air leaks. Light a candle, then move it all around the edge of your windows. If the flame wiggles in the breeze, then caulk that spot on the window.
7. If you have a fireplace, keep the flue closed when not in use to prevent heat from escaping and cold air from working its way down into the house.

Sooner or later, most homeowners will be in a position to sell their home. This report summarizes the top five mistakes that home sellers make, simply because the experience is new to them.

 Mistake #1.  Using a Real Estate Agent Instead Of a Realtor
When you’re looking for help buying or selling property, it’s important to remember that the terms “real estate agent” and “Realtor” are not synonymous.

• To be a Realtor, you must be a member in good standing of the National Association of Realtors (NAR). The equivalent organization in Canada is the Canadian Real Estate Association (CREA).  Both are non-profit trade organizations that promote real estate information, education and professional standards.
• NAR and CREA members adhere to a strict code of ethics founded on the principle of providing fair and honest service to all consumers. Realtor business practices are monitored at local levels.  Arbitration and disciplinary systems are in place to address complaints from the public or board members.  This local monitoring keeps Realtors directly accountable to the individual consumers they serve.
• The National Association of Realtors also has earned a strong reputation for actively championing private property rights and working to make home ownership affordable and accessible.

Mistake #2.  Failing to Maximize the “Curb Appeal” of Your Home

When you’re preparing your house for sale, remember the importance of first impressions.  A buyer’s first impression can determine whether they’ll choose to look inside.  It’s estimated that more than 50 percent of shoppers decide to purchase a home even before they get out of their car.  With that in mind, be sure to stand outside your home and take a realistic “fresh look.”  Then ask yourself (and your Realtor) what you can do to enhance the “curb appeal.”  It could make a significant difference in your final sales price as well as the speed of your sale.

Mistake #3.  Not Appreciating the Buyer’s Point of View

Unreasonable though it may be, a prospective buyer would like to see a perfect home from top to bottom and inside and out.  To improve the likelihood of an easy, fast and profitable home sale, we suggest that you attend to the following items:

On the outside

1. Sweep the front walkway.
2. Remove newspapers, bikes and toys.
3. Park extra cars away from the property.
4. Trim back the shrubs.
5. Apply fresh, clean paint on your home, wooden fence, and outbuildings.
6. Clean windows and window coverings.
7. Maintain sprinkler systems.
8. Maintain sealants around windows and doors.
9. Make sure roof and gutters are clean and in good condition.
10. Mow the lawn frequently and plant flowers.
11. Keep pet areas clean.
12. Take down out-of-season decorations.

On the inside

1. The kitchen and bathroom should look and smell clean.
2. Vacuum rugs and carpets (and have them professionally cleaned, if necessary).
3. Place fresh flowers in the main rooms.
4. Put away dishes, unless setting a formal display for decoration.
5. Make all beds and put away clothing.
6. Open drapes and turn on lights for a brighter feel.
7. Straighten closets.
8. Put away toys.
9. Turn off televisions.
10. Play soft music on the radio/stereo.
11. Keep pets out of the way and pet areas clean and odor-free.
12. Secure jewelry, cash, prescription medication and other valuables.
13. Consider removing unnecessary furniture and appliances from counter tops to create a greater sense of space.
14. Consider baking cookies or lighting scented candles to create a homey atmosphere.

Mistake #4.  Thinking You Need To be In the Home to Provide Details to Prospective Buyers

Allow your Realtor to do his or her job without you on site.  Most potential buyers feel more comfortable if they can speak freely to the real estate professional without the owner present.  If people unaccompanied by an agent would like to see your property, refer them to your real estate professional for an appointment.

Mistake #5.  Over-Pricing Your Home

Perhaps the most challenging aspect of selling a home is listing it at the correct price.  It’s one of several areas where the assistance of a skilled real estate consultant can pay for itself versus trying to sell your home yourself.

If the listing price is too high, you’ll miss out on a percentage of buyers looking in the range where your home should be priced.  Some people think that if they leave some “wiggle room” in the price, they’ll always have the opportunity to negotiate and accept a lower offer.  However, chances are the offers won’t even come in, because the buyers who would be most interested in your home have been scared off by the price, and won’t even take the time to consider it.  By the time you correct the price, you’ve already missed exposure to a group of potential buyers.

The listing price becomes even trickier to set when prices are quickly rising or falling.  It’s critical to be aware of where and how fast the market is moving – both when setting the price and when negotiating an offer.  An experienced, well-trained real estate consultant is always in touch with market trends – often even to a greater extent than appraisers, who typically focus on what a property is worth if sold as is, right now.
This report courtesy of

Nashville Area Homes

Candie & Mike Worsham

Broker/Owners

Mike Direct 615.4005224 or Candie Direct 615.400.5230

School is back in session, the holidays are right around the corner, you might not think that now is the best time to sell your house. But with inventory below historic numbers and demand still strong, you could be missing out on a great opportunity for your family.

Here are five reasons why you should consider selling your house this fall: 

1. Demand Is Strong

The latest Realtors’ Confidence Index from the National Association of Realtors (NAR) shows that buyer demand remains very strong throughout the vast majority of the country. These buyers are ready, willing and able to purchase… and are in the market right now!

Take advantage of the buyer activity currently in the market.

2. There Is Less Competition Now

According to NAR’s latest Existing Home Sales Report, the supply of homes for sale is still under the 6-month supply that is needed for a normal housing market at 4.7-months.

This means, in most areas, there are not enough homes for sale to satisfy the number of buyers in that market. This is good news for home prices. However, additional inventory is about to come to market.

There is a pent-up desire for many homeowners to move, as they were unable to sell over the last few years because of a negative equity situation. Homeowners are now seeing a return to positive equity as real estate values have increased over the last two years. Many of these homes will be coming to the market this fall.

Also, as builders regain confidence in the market, new construction of single-family homes is projected to continue to increase over the next two years, reaching historic levels by 2017. Last month’s new home sales numbers show that many buyers who have not been able to find their dream home within the existing inventory have turned to new construction to fulfill their needs.

The choices buyers have will continue to increase. Don’t wait until all this other inventory of homes comes to market before you sell.

3. The Process Will Be Quicker

Fannie Mae announced that they anticipate an acceleration in home sales that will surpass 2007’s pace. As the market heats up, banks will be inundated with loan inquiries causing closing-time lines to lengthen. Selling now will make the process quicker & simpler. 

4. There Will Never Be a Better Time to Move Up

If you are moving up to a larger, more expensive home, consider doing it now. Prices are projected to appreciate by 5.3% over the next year, according to CoreLogic. If you are moving to a higher-priced home, it will wind up costing you more in raw dollars (both in down payment and mortgage payment) if you wait.

According to Freddie Mac’s latest report, you can also lock-in your 30-year housing expense with an interest rate around 3.46% right now. Interest rates are projected to increase moderately over the next 12 months. Even a small increase in rate will have a big impact on your housing cost.

5. It’s Time to Move On with Your Life

Look at the reason you decided to sell in the first place and determine whether it is worth waiting. Is money more important than being with family? Is money more important than your health? Is money more important than having the freedom to go on with your life the way you think you should?

Only you know the answers to the questions above. You have the power to take control of the situation by putting your home on the market. Perhaps the time has come for you and your family to move on and start living the life you desire. 

That is what is truly important.

Top 10 Problems Home Sellers Try To Hide

Source: Top 10 Problems Home Sellers Try To Hide

One of the really important things some buyers often fail to think about is the relationship between location and value. They get so caught up in the home they are looking at, the town and neighborhood become secondary. This can be a really big mistake if your life changes quickly such as having kids as mentioned above.

Towns and neighborhood locations can vary dramatically when it comes to value. For example locally in my area Brentwood and Germantown are night and day. One is a sleepy bedroom community while the aforementioned has some of the characteristics of a small city. You could not get more different when it comes to these town demographics.

It is important to really consider what you want out of a town? Are you having kids and therefore want smaller class room sizes? Do you prefer having grocery shopping right in the town you live in? Maybe a more commercialized feel is what your after instead of a country setting. How important is access to highways or having a commuter rail nearby? These are the type of questions you should be asking yourself before committing to a specific town to live in.

Most good real estate agents understand these concepts but they oftentimes can be lost on home buyers. These are all the kind of things you should put some serious thought into before purchasing a home.