Medical - Explore Big Sky
Medical - Explore Big Sky
Medical - Explore Big Sky
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eal estate<br />
Selling Property in<br />
a Buyer’s Market<br />
by Jason Parks, braniF scott and ania bulis<br />
With so many properties for sale and<br />
so many eager sellers willing to strike<br />
a deal, what does it take to make a<br />
property trade hands, while others<br />
remain stagnant on the real estate<br />
market? Although there is no magic<br />
bullet, there are some measures sellers<br />
can take to put their home at the<br />
forefront of the pack:<br />
1) Pricing real estate correctly ultimately<br />
has the greatest impact on<br />
whether or not your property garners<br />
interest from buyers and realtors<br />
alike. Sellers often price properties<br />
higher because they fear having to<br />
negotiate with buyers, only to lower<br />
their asking price over the course of<br />
the listing. Had the property been<br />
priced realistically from the onset,<br />
chances are it would have sold and<br />
the seller would have avoided chasing<br />
a downward market.<br />
2) Pricing aside, buyers are often looking<br />
for means to offset ownership cost.<br />
In a second home market, one obvious<br />
method is rental income. When<br />
selling a rental property, have rental<br />
numbers handy (both gross and net)<br />
for potential buyers to review. Historical<br />
rental revenue gives buyers a sense<br />
of comfort, even if they have no intention<br />
of actually renting it.<br />
3) Maintenance is often overlooked in<br />
a second home market. While preservation<br />
and non-critical repairs are frequently<br />
deferred, they will no doubt<br />
creep up during inspection. Perform<br />
inspections when listing a property<br />
for sale, especially if it’s summer or<br />
fall. Winter snowfall prevents inspectors<br />
from giving opinions on roofs,<br />
drainage and foundations. Inspections<br />
done in advance can prevent buyers<br />
from requesting a withholding at<br />
closing, and can also allow sellers to<br />
mitigate and repair critical items prior<br />
to the listing.<br />
4) Presentation is crucial. A clutterfree<br />
and clean home is a necessity.<br />
Highlighting the features or amenities<br />
of a property is also beneficial.<br />
For example, if a property has great<br />
ski access, make certain that is apparent<br />
and accessible. This may entail<br />
additional grooming or shoveling,<br />
but is worth the effort. Alternatively,<br />
wooded home sites often benefit<br />
from having a viewing platform or<br />
trees thinned. Buyers sometimes<br />
have a difficult time visualizing the<br />
highlights and assets of a property,<br />
and removing the guesswork has a<br />
positive impact.<br />
5) Last, but not least, be amenable to<br />
creative structures and solutions. In<br />
the last year, <strong>Big</strong> <strong>Sky</strong> had an uptick<br />
in sales involving both seller financing<br />
and trades. Trades provide two<br />
sellers the opportunity to liquidate<br />
properties, with one party upgrading<br />
and the other trading into a smaller,<br />
less expensive property. This is one<br />
way to diminish debt and/or reduce<br />
exposure, as well as free up capital,<br />
depending on one’s financial picture.<br />
There are a few factors that sellers<br />
cannot control, location being the<br />
most obvious. Some properties simply<br />
have the benefit of a great view,<br />
ski access or a perfectly situated home<br />
site. Others have the good fortune of<br />
being considered a “scarcity,” despite<br />
the fact that inventory levels remain<br />
elevated. Nonetheless, even the most<br />
ideally positioned property benefits<br />
from appropriate pricing and will<br />
stand out to buyers and their realtors<br />
with some of these suggestions<br />
implemented.<br />
Ania Bulis, Branif Scott and Jason<br />
Parks are all Brokers with The Signature<br />
Group at Christie’s Great Estates |<br />
PureWest in <strong>Big</strong> <strong>Sky</strong>.<br />
realestateofbigksy.com<br />
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