Smart Moves

After a routine medical scan, a divorced woman in her 50s discovered she had cancer. She needed intensive treatment that would cost a small fortune beyond what her health insurance would cover.

Due to her financial bind -- plus a yearning to live closer to family as she fought the illness -- the woman decided to liquidate her townhouse and move as soon as possible. But because the sale was unexpected, and due to her lack of cash, she let her house go on the market in "as is" condition, with disappointing results.

It's not an unusual occurrence, according to Claire Prager, a real estate broker in the field since 1988.

She says the real-life story of the divorced woman is a common scenario she's witnessed many times during her career.

"Even people with private health insurance can exhaust the funds they need to get their house ready for market if their illness has cost them their job and savings. I've seen people in this situation with $2 million houses who are flat broke and must sell," says John Rygiol, the broker-owner of an independent realty firm.

Realtors routinely advise sellers that it's wise to spend money on cosmetic improvements. That's because sellers can typically recoup more than what it costs them for minor upgrades, like painting and carpet replacement, which make a strong visual impact.

But that doesn't mean homeowners with few resources can't increase their odds of netting more for their "as is" property with little or no cash expended. Even those who must rely on volunteers to make their homes presentable are better off than sellers who do nothing to improve the looks of their place, Rygiol says.

Here are a few pointers for sellers:

-- Ensure that your place is at least clean and cleared out.

"It's unbelievable the bad reaction people have to a house that's messy," says Rygiol, whose business is oriented solely to home purchasers.

Through his years selling real estate, Rygiol has observed buyers' reactions when they visit a clutter-ridden home.

"Even if your health crisis keeps you from participating, you should be able to find people to help tidy your place. Those who can't do the work themselves should locate people in their community to assist," he says.

If your family and friends are dispersed around the country and unable to help, Prager suggests you start your search for volunteers by looking on the Internet for a support group, such as a cancer survivor network or a nearby faith-based organization.

As you embark on a cleaning and de-cluttering blitz, she recommends you focus first on removing excess furniture and personal items that make it hard for those viewing your place to picture themselves living there.

"For example, I'm talking about all those photos and notes attached to your refrigerator with magnets and all those many family mementos. Get all these items packed up and put away in a storage area, such as your garage," Prager says.

Once you've cleared away your superfluous items, make sure your home is sparkling clean. A clean house is a powerful lure to get visitors to walk through the entire house rather than making a quick exit at the front door, she says.

-- Focus your painting on the most visible parts of the property.

It's unlikely you'll find volunteers to take on a large-scale house-painting project without compensation. Yet Rygiol says you should be able to recruit people who will donate their time and money to assist with relatively minor painting and touch-ups.

"Paint can cost as little as $20 a can. But if you're selling 'as is' and can't afford to paint much, focus on the highest-priority areas in the property by at least painting your front door and entryway," he says.

-- Find a listing agent skilled at home staging.

Home stagers are people hired to rearrange and supplement furnishings to make properties seem more appealing.

Mark Nash, the author of "1001 Tips for Buying and Selling a Home," says many stagers charge at least $300 or more for a minor redo. But if you lack the funds to pay a stager, he suggests you look for a listing agent willing and able to provide such services without charging you a fee to do so.

"An increasing number of agents are trained in the art of staging and some are getting very good at it," he says.

How can you be sure that agents who claim expertise in staging will do a good job? Nash recommends you ask them to email you "before and after" photos of properties they've staged.

-- Make sure you calculate your listing price with your urgency in mind.

Despite their desire for a quick sale, Rygiol says some sellers are still tempted to "test the market" with an original list price at the high end of their neighborhood range.

But he says those in this predicament are better off pricing accurately from the outset. This means they're selling at the precise current market value of their property, or a notch below to attract bidders.

"Go around your neighborhood and look at for-sale signs as indications of the strongest and most successful agents in your area. Then call three of these top agents and ask them to come over and recommend a totally realistic selling price," Rygiol says.

He says you shouldn't necessarily select as your listing agent the one who suggests the highest list price of the three, perhaps as a form of flattery. Rather, listen intently to their advice on how your "as is" property should go on the market.

"Tell your agent you want to sell in 90 days or less, and ask what price and marketing plan will get that job done," Rygiol says.

Prager says that "as is" sellers who are realistic about the current market value of their property are the ones who fare best and sell most quickly.

"Selling a house is like everything else in the retail world -- the best price sells fastest," she says.

(To contact Ellen James Martin, email her at ellenjamesmartin@gmail.com.)

Given the real estate recovery that's strengthened the hand of sellers in many U.S. markets, homebuyers no longer have access to as many terrific bargains as they did even five years ago, in the wake of the economic downturn.

"There's much less low-hanging fruit for buyers now," says Tom Early, a veteran real estate broker who was twice president of the National Association of Exclusive Buyer Agents (naeba.org).

But Early says it's sometimes still possible for buyers with a strategic plan to get a solid property without overpaying -- even in some of the country's most coveted markets.

Take the true story of an actor and actress in their late 20s who spent seven months seeking to buy in a part of Washington, D.C., that offered easy access to the theaters where they work. They were lucky to get down payment help from their parents, but they still had to compete with other buyers in a city where multiple bids are now common.

To make sure they'd be credible to sellers -- and wouldn't back out of a deal for financial reasons -- the couple obtained mortgage pre-approval before they went out shopping. Then they systematically compared alternate neighborhoods to determine the best one they could afford. Finally, they began targeting particular properties --focusing on houses that had languished unsold for a lengthy period.

They kept an eye on the place for several months, waiting until it went vacant and the owner was eager to liquidate. At that point, the couple picked up the property for a price their agent estimated to be at least 5 percent below market value.

"A stale listing can represent a huge opportunity for buyers, assuming they swoop in at the right time when the owner is really motivated and will negotiate," Early says.

But Mary T. McCall, a long-time real estate broker, cautions that any buyers considering a property that's lingered on the market for a lengthy time without bids should make sure to rule out any possible hidden problems.

"Almost without exception, buyers are well advised to get an in-depth inspection from a professional in the field," says McCall, a past president of the Council of Residential Specialists (crs.com).

Here are a few other pointers for buyers:

-- Carefully time your bid for a "stale" property.

Before they bought a home, the actor and actress lived in an apartment with a month-to-month lease. Therefore, they could afford to take their time to locate the right property.

As it happened, the opportune moment to bid on the bungalow occurred between Christmas and New Year's Day, when potential rivals for the purchase were busy with holiday festivities. That worked to the young couple's advantage.

Early says that during vacation periods many "test-the-market" sellers, including those free from pressure to move, take down their "For Sale" signs. Most who are left are highly motivated to cut a deal.

But how do you know which sellers have a strong need to sell soon? Early says many owners, along with their listing agents, are remarkably frank about their motivation to move.

"It's amazing just how candid many people are about their reasons for needing to sell. They'll tell you if they have serious financial problems or major health issues, or if they're going through a marital breakup, even if that weakens their bargaining position," Early says.

-- Consider buying a "spec home" from a builder.

Early, who's sold homes since 1982, says he's helped many purchasers score a good deal on a brand-new property that the builders constructed without specific buyers in mind. These are known as "spec" properties.

Though many such homes have already been snatched up by eager buyers, Early says there are still more available for those who hunt them down.

"Seek out builders who still have several spec houses in their developments. They need to sell these homes to pay off the bank for their construction loans. Their urgency could result in a good deal for you," Early says.

-- Realize that the potential for a great deal in a hot market is limited.

Through strategic planning, the actor and actress were fortunate to have snagged a better-than-average markdown on the bungalow they chose in Washington -- a city favored by young home purchasers and with a relatively strong economy, due to a stable federal government employment base. But not all Washington buyers are equally lucky. Because of the popularity of this area, many must pay at least list price to avoid losing out in a competitive bidding situation.

Early says there's no shame in offering list price or slightly more in such a hot area -- assuming you've done your homework and are convinced you're not paying more than a couple of thousand dollars above true market value.

"You can't let emotion cloud your judgment. But if you've found a house you dearly love, years from now you won't regret that you ran that extra mile to make it your own," Early says.

(To contact Ellen James Martin, email her at ellenjamesmartin@gmail.com.)

There are well over a million real estate agents now licensed in the U.S., so most home sellers can choose among multiple candidates. But deciding who to hire can prove a daunting task.

Eric Tyson, co-author of "House Selling for Dummies," says the selection process can be challenging because top agents often handle a number of listings simultaneously, making it more difficult to command their full attention.

He says it's crucial that your listing agent be intricately involved in key parts of the sale, such as the negotiation phase.

Dawn Rae, a veteran real estate broker who solely represents buyers -- and takes no listings -- cautions sellers against hiring a listing agent who's a family member or close friend.

"It can really challenge your relationship to do business with someone close to you. It's better to hire a person with whom you have an arm's-length relationship," says Rae, president-elect of the National Association of Exclusive Buyer Agents (naeba.org).

Rae also recommends that sellers choose a listing agent who has a strong website, which can be a definite plus for marketing your property.

"Most people -- including nearly all young buyers --start their search online. So you need an excellent web presence that will display your place in the best possible light," she says.

Here are a few pointers for sellers:

-- Review a potential listing agent's track record.

Maybe an agent you're considering touts an impressive sales record. Even so, this individual could be the wrong one for you to hire, Tyson says.

"High-volume agents can be extremely well-compensated. But the important question is whether they're selling your type of house in the area where you live," he says.

Tyson recommends that sellers obtain an "activity list" from any agent they're considering. This list should itemize all sales closed in the prior 12 months and include the property location, as well as the list and sale prices.

"Such raw data is extremely helpful," Tyson says.

Why is this roster more telling than information on an agent's aggregate sales volumes, or all the plaques, trophies and medallions on display in his or her office? Because, as Tyson says, an activity list tells you if the agent is regularly marketing similar homes in the same price range as your property.

"Suppose you're selling a basic starter home in an inexpensive area and the agent makes most of his commission dollars off properties worth $1 million or more. In that case, he might not give your sale the kind of attention it deserves," Tyson says.

-- Inquire about the agent's travel and vacation plans.

Everybody likes to take a vacation. But it might be unwise to hire an agent who plans to take a break during the first month after your property goes on the market, when buyer excitement is normally at its peak.

It's true that some agents rely on backups when they're away. But Tyson says this is far from ideal for their clients, especially if the agent is going abroad or is leaving town for more than two to three days.

It's not reasonable to expect an agent to tell you all their travel plans for a full year in advance. Even so, you should expect full disclosure about any lengthy absence that would occur within the initial weeks of your listing.

"Make sure you ask about their plans. If they're a genuinely strong agent and you're somewhat flexible on the timing of your sale, you could choose to postpone your listing to accommodate their schedule," he says.

-- Consider carefully before engaging "partner agents."

Some agents, including husband-and-wife teams, like to double up professionally. They present themselves as two interchangeable and equally qualified parts of a whole.

"In the ideal world, this arrangement is a good deal for sellers. But that's only true if both agents are equally committed to their profession. If both agents are mediocre, then two halves don't make a whole," he says.

-- Make sure the agent you select is responsive.

As long as your place is on the market, you'll need your listing agent to keep you abreast of news about the listing. For example, if your agent stages an open house for real estate professionals in your area, known as a "broker's open," you'll want to quickly receive their comments about the price and condition of your home. Likewise, you'll want timely feedback from prospective buyers who tour your place.

Fresh feedback is vital to a successful sale because it lets you make course corrections quickly, even after your property hits the market. For instance, it would let you reduce your price by a peg before your house gets stigmatized as "overpriced."

To ensure that an agent will give you fresh feedback on a regular basis, you need to know that the person you hire is conscientious enough to communicate these comments without prodding.

One approach to finding a good communicator is to ask an agent's references if they received regular feedback. Also, before signing the listing agreement, make sure it stipulates how often -- and under what circumstances -- your agent will call, email or text you with news, Tyson says.

"Real estate is a service profession. So the importance of good communication can't be overstated," he says.

(To contact Ellen James Martin, email her at ellenjamesmartin@gmail.com.)