Selling a Home - Gayle Barton - Your Local Realtor - Forsyth | North Fulton | Cherokee

Did Your Realtor Underprice Your Home?

One of the hardest conversations in real estate happens when a homeowner believes their property is worth considerably more than the price their real estate agent recommends.

It is understandable.

Your home is not just a collection of bedrooms, bathrooms, square footage, and finishes. It may be where you raised your children, celebrated holidays, completed years of improvements, and made memories that cannot be assigned a dollar value.

But when it is time to sell, there is an important distinction:

What your home is worth to you and what buyers are willing to pay for it are not necessarily the same number.

Is My Real Estate Agent Trying to Underprice My Home?

Usually, the better question is:

What evidence supports the recommended listing price?

A well-prepared real estate agent should be able to explain the pricing recommendation using actual market data rather than simply giving you a number.

A Comparative Market Analysis, commonly called a CMA, typically considers factors such as:

Recently sold comparable homes
Homes currently under contract
Active listings competing for the same buyers
Location and neighborhood
Square footage and floor plan
Lot characteristics
Age and condition
Renovations and updates
Features buyers currently value
Days on market
Seller concessions
Current supply and buyer demand

The National Association of Realtors® explains that comparable properties that have recently sold, are under contract, or are currently active can all be used when preparing a CMA and developing a recommended listing price.

That last category, active competition, is especially important.

A home does not compete only with properties that sold three or six months ago. It also competes with the homes a buyer can tour and purchase today.

Market Value Is Not the Same as What You Have Invested

This is one of the most difficult concepts for sellers.

You may have spent $75,000 remodeling your kitchen, $25,000 replacing windows, $20,000 landscaping the backyard, and thousands more on flooring, paint, lighting, HVAC systems, and other improvements.

Those improvements may absolutely make your home more desirable.

But buyers do not generally calculate value by adding up everything you have spent.

Some improvements may provide a strong return.

Others may help your home sell faster without returning their full cost.

And some improvements may have been primarily for your own enjoyment.

Cost and market value are not the same thing.

A buyer is comparing your home with the other homes available within that buyer’s price range.

Sellers and Buyers See the Same House Differently

Homeowners naturally become accustomed to their surroundings.

You may barely notice the carpet that needs replacing, an older bathroom, crowded countertops, dated fixtures, or landscaping that has become overgrown.

A buyer sees those things immediately because the buyer has no emotional attachment to the property.

That does not mean your home is undesirable.

It simply means a buyer is evaluating it differently.

Buyers are asking:

“What can I purchase for this amount of money?”

They may compare your home with a recently renovated property, new construction, a home with a larger lot, or another house offering a seller concession.

That comparison ultimately influences what they are willing to offer.

Can a Home Be Priced Too Low?

Yes.

An agent can make a pricing mistake.

That is exactly why sellers should never accept a recommended listing price without understanding how the agent arrived at it.

Ask to see the comparable sales.

Ask why certain homes were included and others were excluded.

Ask how condition and updates were considered.

Ask what competing homes buyers will see alongside yours.

Ask whether seller concessions affected recent comparable sales.

And ask the agent to explain what has happened in your specific price range and neighborhood.

You should be able to follow the reasoning.

A professional pricing recommendation should be based on market evidence, not intuition.

But Pricing Higher Does Not Automatically Mean You Will Make More Money

This is where sellers can unintentionally hurt themselves.

Suppose the market evidence suggests a home’s likely value is around $700,000, but the seller decides to list at $775,000 because they want to “leave room to negotiate.”

The problem is that buyers do not necessarily start at $775,000 and negotiate downward.

Some may simply eliminate the property from consideration.

Others may choose a competing home they believe offers a better value.

The seller can then lose valuable market time before eventually reducing the price.

A higher initial asking price is not automatically a stronger negotiating strategy.

The goal is not to obtain the highest listing price. The goal is to achieve the strongest realistic sale price and terms the market will support.

What Does an Appraisal Tell You?

An appraisal is different from a CMA.

An appraisal is an independent opinion of value performed by a licensed or certified appraiser for a specific purpose. In a financed transaction, lenders commonly use an appraisal or another permitted valuation method when evaluating the property securing the loan.

The Consumer Financial Protection Bureau explains that appraisal values are generally developed by comparing a property with comparable local sales and making adjustments for differences between the properties.

But an appraisal should not be described as the final or absolute truth about what a home is worth.

It is an opinion of value as of a particular date and for a particular intended use.

Different valuations can sometimes produce different results because they may use different comparable properties, different information, or be completed at different times. The CFPB specifically notes that different valuation methods can result in different estimates.

What If I Still Believe My Home Is Worth More?

Then I believe you should ask for the evidence.

A good listing consultation should never feel like:

“Trust me. This is what your house is worth.”

Instead, it should be:

“Here is what has sold. Here is what is currently competing with you. Here is what buyers have been willing to pay. Here are the differences between those properties and yours. Now let’s determine the pricing strategy that best supports your goals.”

If the property is particularly unusual, difficult to compare, or the seller and agent remain far apart on value, obtaining an independent pre-listing appraisal may also be worth considering.

Your Listing Price Is a Marketing Decision

This is an important distinction.

Market value and listing price are related, but they are not necessarily identical.

The listing price is part of the property’s marketing strategy.

Depending on the seller’s goals and current market conditions, there may be legitimate reasons to price:

Very close to the estimated market value
Aggressively to generate greater buyer interest
At a strategic search threshold
Slightly above the expected sale range when supported by the market

NAR notes that a seller’s goals and timeline can influence pricing strategy. A seller seeking a faster sale may choose more competitive pricing, while a seller with greater flexibility may take a different approach.

What I would avoid is choosing a price simply because it is the number a seller hopes to receive.

Hope is not a pricing strategy.

So, Did Your Agent Underprice Your Home?

Maybe.

But you cannot answer that question simply by comparing the recommended price with the number you had in mind.

Look at the evidence.

Look at the most relevant recent sales.

Look at the homes currently competing for the same buyers.

Look at pending sales when reliable information is available.

Look carefully at condition, location, lot, updates, floor plan, age, concessions, and current buyer demand.

Then ask whether your agent can clearly explain how all of those factors led to the recommended price.

That is the conversation that matters.

FAQ:

How do I know if my real estate agent underpriced my home?

Review the comparable sales, current competing listings, pending sales when available, property condition, location, updates, and current buyer demand that were used to establish the recommended price. Your agent should be able to explain how the market data supports the pricing recommendation.

How does a Realtor determine what my home is worth?

A real estate professional typically prepares a Comparative Market Analysis using relevant recently sold homes, active listings, pending properties, and characteristics of the subject property. Location, condition, size, amenities, market conditions, and seller goals can also influence the recommended listing strategy.

Is a CMA the same as an appraisal?

No. A Comparative Market Analysis is generally prepared by a real estate professional to help a buyer or seller evaluate pricing. An appraisal is an independent professional opinion of value prepared by a licensed or certified appraiser for a particular intended use.

Does listing my home higher mean I will sell it for more money?

Not necessarily. Buyers compare your property with other homes available within their price range. An asking price that is not supported by the market may reduce buyer interest and increase market time rather than produce a higher sale price.

Do home improvements increase my home’s value dollar for dollar?

Usually not. Improvements can affect desirability and market value, but the amount spent on an improvement does not automatically equal the amount it adds to the home’s resale value.

Can an appraisal and CMA have different values?

Yes. Valuations are estimates and may rely on different comparable properties, information, methodologies, or valuation dates. The CFPB notes that different types of valuations can produce different results.

What is the best way to determine my Cumming GA home’s value?

Start with a property-specific analysis of relevant recent sales, current competition, pending activity when available, location, condition, improvements, lot characteristics, and current buyer demand. Online estimates can be useful as a starting point, but they may not account for important property-specific differences.

Thinking About Selling a Home near North Fulton or Forsyth County?

Before deciding what your home is worth, I believe you should understand why the market is supporting that value.

My pricing analysis looks beyond a simple price-per-square-foot calculation. I evaluate recent comparable sales, current competition, buyer activity, property condition and features, neighborhood trends, and the factors most likely to affect how today’s buyers will compare your home with other available properties.

If you’re thinking about selling your home in Cumming, Forsyth County, Alpharetta, Milton, Johns Creek, Suwanee, or the surrounding North Georgia area, I would be happy to prepare a complimentary Comparative Market Analysis and walk you through the numbers.

The goal isn’t to tell you what you want to hear. It is to give you the information you need to make a smart selling decision.

This article is provided for general real estate information. A Comparative Market Analysis is not an appraisal. Property values, market conditions, financing requirements, and individual circumstances vary.

This Local Real Estate blog is hosted by Gayle Barton, a top producing Realtor® with BERKSHIRE HATHAWAY HomeServices Georgia Properties. Gayle Barton is an award-winning agent ranked among the top 6% of BHHS agents nationwide. Licensed since 1983, she brings significant experience in negotiation and client advocacy and has closed more than $100 million in local sales.

Gayle specializes in real estate sales in the following North Georgia Counties – Forsyth, North Fulton, Dawson, East Cherokee, – Cities: Cumming GA, Suwanee GA, Alpharetta GA, Milton GA, Johns Creek GA, Ball Ground GA, Big Canoe GA, Dawsonville GA

Meet Gayle Barton Forsyth County Real Estate | Gayle Barton Google Business Profile | Barton Team Real Estate

Disclaimer: Information contained in this post is deemed reliable on the date of publication, but it is not guaranteed, and it is subject to change without notice. All content, including text, original art, photographs and images, is the exclusive property of Gayle Barton and may not be used without expressed written permission.

8 Things to Remove From Your Home Before Listing It for Sale

Remove these items from your home before you list to sell — Simple home-preparation steps can help buyers focus on your home’s space, condition, and best features.

When you are getting ready to sell your home, most homeowners focus on what they should add: fresh paint, new décor, updated lighting, landscaping, or staging.

But sometimes the better question is: What should come out of the house before buyers ever walk through the door?

Buyers form opinions quickly. When a home feels cluttered, poorly maintained, overly personalized, or difficult to visualize, buyers may begin mentally subtracting from the price before they have finished the showing.

The goal is not to make your home feel empty. It is to remove distractions so buyers can focus on the home itself.

Excess Furniture

One of the most common staging mistakes is simply having too much furniture.

Large sectionals, extra chairs, oversized bedroom furniture, and crowded dining rooms can make perfectly good rooms appear smaller than they really are.

Before listing, consider removing furniture that:

Blocks natural walkways
Makes rooms feel tight
Covers attractive architectural features
Prevents buyers from clearly seeing the size and layout of the space

You are moving anyway, so think of this as getting a head start on packing.

A little breathing room can make a significant difference in how a home photographs and how spacious it feels during a showing.

Clutter From Counters and Surfaces

Kitchen counters covered with appliances, bathroom counters filled with toiletries, and tables stacked with everyday items make buyers focus on the belongings rather than the house.

Clear off as much as possible.

In the kitchen, try to keep countertops mostly open. The same applies to bathroom vanities, nightstands, desks, and other visible surfaces.

Buyers want to see usable counter space and storage, not evidence that the current owner has run out of room.

Overly Personal Décor

Your home should still feel warm and inviting, but buyers need enough visual space to imagine themselves living there.

Consider packing away:

Large collections of family photographs
Highly personalized wall displays
Excessive memorabilia
Awards and certificates
Large collections or hobby displays

You do not need to remove every photograph or eliminate the home’s personality. The objective is simply to shift the attention from who lives there now to what it might feel like for the buyer to live there next.

Items Stuffed Into Closets and Cabinets

Putting everything into a closet is not really decluttering.

Serious buyers often look inside closets, pantries, cabinets, and storage areas because they are trying to determine whether the home has enough storage.

An overflowing closet can unintentionally communicate the opposite.

Before listing, remove anything you will not need during the next few months. Box up off-season clothing, rarely used kitchen equipment, holiday décor, excess linens, and other nonessential items.

Ideally, storage areas should look organized and have some visible open space.

Pet Items and Pet Odors

Many buyers love pets. That does not mean they want to be reminded that pets live in the home throughout the entire showing.

Before showings, remove or minimize:

Pet beds
Food bowls
Toys
Litter boxes
Pet crates when practical
Visible pet hair

Odor deserves special attention.

Homeowners can become accustomed to smells they encounter every day, while someone entering the home for the first time notices them immediately.

Pet odors, smoke, mildew, strong cooking smells, and heavily scented air fresheners can all become distractions.

A clean home with a neutral smell is usually far more effective than trying to cover an odor with fragrance.

Signs of Deferred Maintenance

This is not technically “clutter,” but these are things buyers should not be discovering throughout your home:

Burned-out light bulbs
Dripping faucets
Loose door handles
Damaged switch plates
Peeling caulk
Stained ceilings
Broken screens
Missing trim
Doors that will not close properly
Obviously neglected landscaping

Small defects can create a much larger concern in a buyer’s mind.

They begin wondering, “If these things haven’t been maintained, what else hasn’t been maintained?”

That can affect both buyer confidence and negotiations.

Not every home needs to be renovated before it goes on the market. In fact, spending money on the wrong improvements can be a poor investment. But obvious maintenance issues should be evaluated before listing rather than waiting for buyers or their inspector to discover them.

Excess Garage and Basement Storage

Garages and unfinished basements are easy places to overlook when preparing a home for sale.

But buyers are evaluating those spaces too.

If the garage is packed from floor to ceiling with boxes, buyers may have difficulty determining whether their vehicles, tools, lawn equipment, or recreational items will fit.

The same applies to basements and storage rooms.

You do not need to completely empty them. Instead, organize belongings against walls, remove unnecessary items, and create enough open space for buyers to understand the room’s dimensions and functionality.

Anything That Distracts From the Home’s Best Features

This last category is different for every property.

A large piece of furniture may block a beautiful fireplace.

Heavy curtains may hide a great backyard view.

Too many decorative accessories may distract from built-in cabinetry.

Furniture may prevent buyers from appreciating an open floor plan.

Before listing, walk through your home as though you had never seen it before and ask:

What do I want buyers to notice first in this room?

Then remove anything competing with that feature.

The Goal Isn’t an Empty House. It’s a Marketable House.

Preparing a home for sale is not about stripping away everything that makes it comfortable.

It is about presenting the property in a way that makes it easy for buyers to understand its value.

That means creating clean sightlines, showing off available storage, emphasizing room size, minimizing distractions, and taking care of visible maintenance issues before buyers begin assigning a dollar amount to them.

One of the biggest mistakes sellers make is assuming buyers will simply “look past” clutter or minor problems.

Some will.

Others will mentally calculate what it will cost to correct them, often estimating considerably more than the actual cost. That can translate into hesitation, longer market time, or a lower offer.

Before You Spend Money, Get a Professional Opinion

The good news is that preparing your home for sale does not necessarily require a major renovation.

The right preparation depends on your home’s condition, price range, competition, neighborhood, and the expectations of buyers in your specific market.

Before spending thousands of dollars on improvements, talk with an experienced local real estate professional about which changes are likely to matter and which ones probably will not.

Thinking about selling a home in Cumming, Alpharetta, Johns Creek, Suwanee, Milton, Forsyth County, North Fulton, or the surrounding North Georgia area?

I can walk through your home with you and help identify what I would remove, repair, update, leave alone, or emphasize before we ever put it on the market.

Sometimes getting a stronger offer is less about adding something new and more about knowing exactly what to take away.

Meet Gayle Barton | Forsyth County Real Estate | Gayle Barton Google Business Profile | Barton Team Real Estate

What Is a CMA in Real Estate? A Home Seller’s Guide

Why Do You Need One When Selling Your Home?

One of the most important decisions you will make when selling your home is where to price it.

Price too high, and your home may sit on the market while buyers choose competing properties. Price too low, and you could potentially leave money on the table.

That is why one of the first steps I take when preparing a home for the market is completing a Comparative Market Analysis, commonly called a CMA.

What Is a CMA?

A Comparative Market Analysis is a detailed evaluation of your home in relation to other properties competing in the same market.

Rather than relying on a generic online home-value estimate, a CMA looks closely at your specific property, your neighborhood and current buyer activity to help determine a realistic pricing range.

The goal is not simply to answer:

“What is my home worth?”

A more useful question is:

“At what price is my home most likely to attract qualified buyers and achieve the strongest possible sale in the current market?”

Those are not always exactly the same thing.

How Is a CMA Prepared?

The process usually begins with a walkthrough of your home.

This does not need to be a lengthy inspection. I am looking at the characteristics that may influence how buyers compare your property with others, including:

Location within the neighborhood
Square footage and floor plan
Number of bedrooms and bathrooms
Lot size and setting
Overall condition
Kitchen and bathroom updates
Flooring and finishes
Finished basement or terrace level
Outdoor living areas
Garage configuration
Recent improvements
Special features that may distinguish your home from competing properties

This is also an excellent time to discuss any improvements you are considering before listing. Some updates may help your home compete more effectively, while others may not provide enough return to justify the expense.

Next, We Look at the Competition

Once I understand your property, I research comparable homes in the surrounding market.

Not every nearby sale is a good comparable. The goal is to identify properties that buyers would reasonably consider alternatives to your home.

Several categories of listings can provide useful information.

Recently Sold Homes

Recent sales are particularly important because they show what buyers have actually been willing to pay for comparable properties.

However, the sale price alone does not tell the entire story. We also look at factors such as condition, upgrades, location, size, concessions and how closely the property compares with yours.

Active Listings

Active listings show us your current competition.

These are the homes buyers may see online or tour at the same time they are considering yours.

If buyers can purchase a similar or more appealing home for less money, that matters when determining your pricing strategy.

Pending or Under-Contract Homes

Pending sales can provide insight into what is attracting buyers right now.

Although the final sales price generally is not available until the transaction closes, the original asking price, time on market and property characteristics can still provide useful information about current buyer activity.

Expired and Withdrawn Listings

Homes that were listed but did not sell can also provide valuable information.

They may indicate that the property was overpriced, poorly presented, inadequately marketed or simply unable to compete with other choices available at the time.

An expired listing does not automatically tell us exactly what buyers were unwilling to pay, but it can help identify pricing and marketing strategies that were unsuccessful.

A CMA Is More Than Price Per Square Foot

One mistake homeowners sometimes make is calculating an average price per square foot for the neighborhood and multiplying it by the size of their home.

That can be useful as one reference point, but it is rarely enough to accurately price a property.

Two homes with similar square footage can sell for very different amounts based on:

Renovations and condition
Floor plan
Lot characteristics
Basement finish
Age and quality of major systems
School district
Neighborhood amenities
Location within the community
Buyer demand
Market conditions at the time of sale

That is why experienced pricing requires more than simply pulling a few recent sales.

Market Conditions Matter Too

A good CMA does not look only at what sold several months ago.

We also need to understand what is happening today.

For example:

Are homes selling quickly or sitting longer?
Are sellers reducing their prices?
How much inventory is available?
Are buyers negotiating more aggressively?
Are comparable homes receiving multiple offers?
Are sellers offering closing-cost or other concessions?
Are certain features particularly important to buyers in your price range?

Real estate markets can change quickly, which is why pricing should reflect current conditions rather than relying solely on historical sales.

How Do We Arrive at a Recommended Price?

After reviewing the comparable properties, current competition and market conditions, I typically develop a recommended pricing range rather than pretending there is one perfectly precise number.

From there, we determine the best pricing strategy based on your property and your goals.

For example, a seller who needs to move quickly may choose a different strategy from a seller who has greater flexibility with timing.

The objective is to find the point where market value, buyer perception and your selling goals intersect.

Pricing is not about simply choosing the highest number we think we can justify.

It is about positioning your home so buyers recognize its value and are motivated to act.

Why Getting the Price Right From the Beginning Matters

The first few weeks after your home enters the market are especially important.

That is when the listing is new, buyer interest is often strongest and agents with qualified buyers are paying the most attention.

If the property enters the market significantly overpriced, buyers may simply move on to other homes. Later price reductions can help, but they do not always recreate the attention generated when a listing first becomes available.

A strong pricing strategy helps us take advantage of that initial exposure.

Buyers Use CMAs Too

CMAs are not just for sellers.

When buyers become seriously interested in a property, their real estate agent will often analyze comparable sales before recommending an offer price.

In other words, the same market data we use to establish your asking price may also be used by the buyer to decide what they are willing to offer.

That is another reason your pricing needs to be supported by the market.

A CMA Is Not the Same as an Appraisal

This distinction is important.

A CMA is prepared by a real estate professional to help determine an appropriate market position and listing strategy.

An appraisal is an independent opinion of value prepared by a licensed or certified real estate appraiser for a specific purpose, often in connection with mortgage financing.

If you would like an independent opinion of value before listing your home, you may choose to obtain a pre-listing appraisal. I have an excellent source for this.

When a buyer is financing the purchase, the lender will determine what type of property valuation is required. Depending on the loan and property, that may include a traditional appraisal or another lender-approved valuation method.

The Bottom Line

A well-prepared CMA should give you much more than a suggested asking price.

It should help you understand:

What similar homes are actually selling for
What buyers will be comparing your home against
Which features may increase or decrease its appeal
How current market conditions affect your value
Where your home should be positioned to compete effectively

My goal when preparing a CMA is to give you the information you need to make an informed decision about pricing your home.

Ultimately, the market determines what a buyer will pay. Our job is to study that market carefully and position your property to give you the strongest opportunity to sell for the best possible price, within your desired time frame and with as smooth a transaction as possible.

If you’re considering selling a home in Cumming, Alpharetta, Milton, Johns Creek, Forsyth County, North Fulton or the surrounding North Georgia area, a property-specific CMA can help you understand where your home fits in today’s market before you decide when or whether to sell. I offer complimentary home evaluations and selling strategy consulting. Feel free to call or text me at 404 710 0204.

Meet Gayle Barton Forsyth County Real Estate | Gayle Barton Google Business Profile | Barton Team Real Estate

POST TOPIC:

Low Offer on Your House? How Should a Seller Respond?

You just received an offer on your home and you are ecstatic…. until you look at it closely and see that the offer amount is significantly lower than your asking price. How should you respond?

For most sellers, receiving what they consider to be a “low ball” offer generates an immediate and, usually, very negative response. For many, their first thought may be, “That is way too low. I am not even going to respond.” But, any seasoned real estate agent will tell you “STOP now, before you lose a sale!”

Before you choose to ignore any offer on your property you must first stop to think that a written offer means that there is a buyer who is seriously interested in your home. The price may not be where you want it to be, but a responding counteroffer may well turn that low price offer into a sale with a bit of strategic negotiation.

Stop and Think

No matter how low, all purchase offers deserve a response. In some cases this may be a counteroffer in others it may be an outright rejection. In order to determine which way is best in your situation, you will need to check your emotions and deal strictly with the facts. A frank discussion with your real estate agent will help you determine the best way to respond and still keep the negotiations open.

Keep in mind: At the end of the day, it is your goal to sell your home so you, and your agent, must make every effort to progress the negotiations, if possible.

Try Not to Take It Personally

Selling a home can feel very personal. You know how much time, money, and effort you have put into the property, so a low offer can feel insulting. In the current market climate I make every effort to prepare my home sellers up front for this possibility.

Most buyers are not trying to offend you. They may simply be “fishing” – testing the waters to see how flexible you are. They may be looking at different comparable sales, factoring in updates they feel the home needs, or trying to stay within a certain budget. Whatever the reason, the best approach is to take the emotion out of the decision and look at the offer from a business standpoint.

A low offer does not always mean a bad offer. It shouldn’t be the end of the discussion – just the beginning of the negotiation.

Consider Making a Counteroffer

If the offer is lower than you are willing to accept but the buyer appears serious, a counteroffer may be the best next step. A counteroffer simply signals to the buyer that you are willing to negotiate. Curb the instinct to respond at full price. While real estate “feels” very emotional, in the end, it is a business transaction and the best response is usually a reasoned response.

You might decide to:

Adjust the price but remove requested closing-cost assistance
Hold firmer on price while agreeing to another term that is important to the buyer
Modify the closing date or possession terms
Make a smaller price adjustment while keeping stronger contract terms
Agree to include certain appliances or other items

The goal is to determine whether there is a deal that works for you.

Review Recent Changes in the Market

The real estate market can change while your home is listed.

New homes come on the market. Other properties go under contract. Comparable homes close. Sellers make price adjustments.

That is why it is important to review the most current market data before rejecting an offer based solely on price.

Ask your agent to review recent comparable sales and current competition. An updated Comparative Market Analysis, or CMA, can help determine whether the offer is truly unreasonable or whether the market has changed since your home was originally listed.

This is also important if the buyer is financing the purchase. Even if you and the buyer agree on a price, the home may still need to appraise at or near that value.

Current market data gives you a much better foundation for deciding how to respond.

Have Your “People” Call My “People”

Sometimes the most helpful thing your agent can do is simply pick up the phone and call the buyer’s agent. A buyer’s agent cannot necessarily speak to their client’s “motivation”, but understanding the reasoning behind the offer can help you decide whether a counteroffer makes sense and how best to structure it.

If the buyer is using questionable comparable properties, your agent may be able to provide better market data.

If the buyer simply cannot get anywhere near a price you would consider acceptable, then rejecting the offer may make the most sense.

Basically, you won’t know unless you ask and information is king when negotiating a sale.

Be Mindful of the Message Your Listing Sends

Certain situations can make buyers think a seller may be especially motivated.

A vacant home, a long time on the market, multiple price reductions, or wording that sounds overly urgent can sometimes encourage buyers to submit aggressive offers. **Stay away from words like “motivated seller” or “bring all offers”.

That does not mean you should hide anything or mislead buyers. It simply means your pricing, presentation, condition, and marketing should support the value you are trying to achieve.

A home that shows well, is priced appropriately, and is marketed effectively puts you in a much stronger position when offers come in.

Is It Ever Okay to Reject a Low Offer?

Absolutely.

Not every offer needs to turn into a long negotiation.

If the buyer’s price and terms are so far from anything you would reasonably consider, then rejecting the offer may be the best choice.

The important thing is to make that decision based on the facts, not simply because the first number was disappointing.

The Bottom Line

When a low offer comes in, try not to react too quickly.

Take a good look at the entire offer. Review the latest comparable sales. Consider your competition. Look at your estimated net proceeds. Ask questions. Then decide whether a counteroffer could move the buyer closer to terms that work for you.

Sometimes an offer that looks disappointing at first can turn into a successful sale.

And sometimes saying no is the right decision.

The key is knowing which situation you are dealing with.

Thinking About Selling a Home in North Georgia?

If you are considering selling a home in Cumming, Suwanee, Johns Creek, Alpharetta, Milton, Roswell, or the surrounding Forsyth, North Fulton, and East Cherokee County communities, having an experienced negotiator on your side can make a big difference when offers start coming in.

I help my seller clients look beyond the purchase price and evaluate the full offer, including the terms, current comparable sales, competition, appraisal considerations, and overall strength of the transaction. Feel free to call or text me at 404 710 0204. I offer complimentary home evaluations and selling strategy consulting.

Meet Gayle Barton | Forsyth County Real Estate | Gayle Barton Google Business Profile | Barton Team Real Estate

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Understanding the Home Appraisal Process

How a Home Appraisal Impacts Your Home Sale

When I begin working with a homeowner to determine the right pricing strategy for their home, my first step is to complete a comprehensive Comparative Market Analysis, also known as a CMA.

A CMA helps determine how a home should be positioned in the current market by reviewing recent comparable sales, competing active listings, current buyer demand, and the condition and features of the property being sold.

What Is a Comparative Market Analysis?

A Comparative Market Analysis reviews homes that are similar in location, size, age, condition, features, and style. I typically focus heavily on properties that have sold within the last six months, along with current listings that would directly compete with your home.

This pricing review helps answer one of the most important seller questions:

What price is most likely to attract qualified buyers while also supporting the value if the home is appraised?

How Do Appraisers Determine Home Value?

Homeowners often view their property through the lens of the time, money, care, and improvements they have invested over the years. That perspective is understandable. However, appraisers evaluate value differently.

An appraiser focuses on measurable, objective factors, including:

Square footage
Lot size
Location
Condition and updates
Effective age based on renovations and improvements
Comparable closed sales
Recent market activity

Appraisals are designed to be data-driven and impartial. They do not factor in emotional attachment or personal investment. The value conclusion is based primarily on recent market evidence and comparable closed sales.

Who Is the Appraisal Really For?

Many sellers assume the appraisal is for the buyer. In most financed transactions, the appraisal is ordered for the lender.

The lender uses the appraisal to help determine whether the home supports the loan amount being requested. Even if a buyer is willing to pay more, the lender generally will not base the loan on an amount higher than the appraised value.

What Happens If the Appraisal Comes in Low?

If the appraised value is lower than the agreed-upon purchase price, there are usually several possible outcomes:

The buyer may bring additional cash to closing to cover the difference.
The buyer and seller may renegotiate the purchase price.
The buyer and seller may agree to split the difference.
The seller may reduce the purchase price to the appraised value.

A listing agent can sometimes provide additional comparable sales or market data in an effort to challenge the appraisal. However, appraisal revisions are not always successful. This is one reason accurate pricing from the beginning is so important.

Why Proper Pricing Matters When Selling Your Home

A well-supported pricing strategy can reduce the risk of appraisal issues, attract stronger buyer interest, and help keep the transaction moving smoothly.

Market conditions, inventory levels, buyer demand, interest rates, and competing listings all influence how buyers respond to price. A strong pricing strategy considers both the seller’s goals and the current market data.

Frequently Asked Questions About Home Appraisals

Is a CMA the same as an appraisal?

No. A CMA is prepared by a real estate agent to help guide pricing strategy. An appraisal is completed by a licensed appraiser, typically for the lender during a financed real estate transaction.

Can a seller price a home higher than the appraised value?

A seller can choose a list price, but if the buyer is using financing, the lender will typically base the loan amount on the appraised value rather than the contract price.

Can a low appraisal be challenged?

Sometimes. A listing agent may submit additional comparable sales or point out factual errors, but appraisal changes are not guaranteed.

Why do recent closed sales matter so much?

Recent closed sales show what buyers have actually paid for similar homes. Active listings show competition, but closed sales carry more weight when determining value.

Thinking About Selling Your North Georgia Home?

Please feel free to call or text me at 404 710 0204. I offer complimentary home evaluations and selling strategy consulting. Let’s have coffee or a phone consultation and talk about your real estate goals!

Meet Gayle Barton Forsyth County Real Estate | Gayle Barton Google Business Profile | Barton Team Real Estate

POST TOPIC: What is a home appraisal, How does the home appraisal process work, What do appraisers look for when valuing a home, Who orders the appraisal when buying a home, Is a CMA the same as a home appraisal, What is the difference between a CMA and an appraisal, Why do recent comparable sales matter, What happens if a home appraisal comes in low, Can a seller challenge a low appraisal, Can a buyer pay more than the appraised value, Does a seller have to lower the price after a low appraisal, Who pays the difference between the appraisal and purchase price, How does square footage affect appraised value, Do renovations increase a home’s appraised value, Why is accurate pricing important before listing a home

Design Features Home Buyers Find Valuable

Home design trends do not usually change overnight. While decorative fads come and go, the features that truly influence how homes are built, renovated, and marketed tend to develop gradually.

For homeowners preparing to sell in the competitive Alpharetta/Cumming real estate market, understanding what today’s buyers value can make a meaningful difference. The goal is not to chase every new trend. It is to recognize practical features that appeal to a wide range of buyers and present them effectively.

Two closely connected design features continue to attract attention: main-level primary bedrooms and flexible living spaces.

The Appeal of a Main-Level Primary Bedroom

A primary bedroom located on the main floor offers convenience, privacy, and long-term functionality. Buyers may appreciate having their bedroom separated from secondary bedrooms, avoiding daily trips up and down the stairs, or simply having a floor plan that can accommodate changing needs.

This feature can appeal to buyers at many stages of life, including those planning to remain in the home for years to come. As interest in accessible and adaptable home design grows, a main-level primary suite can become an important selling point.

When marketing this type of floor plan, it is helpful to emphasize more than convenience. Buyers may also value the flexibility, privacy, and future usability it provides.

Why Flex Rooms Are Increasingly Valuable

Another feature buyers appreciate is the flex room: a space that does not have one permanently assigned purpose.

Depending on the buyer’s needs, a flex room might serve as:

A home office
A formal dining room
A playroom
A fitness space
A media room
A guest room
A hobby or craft room
A quiet study or reading area

Flex rooms are especially useful when they are located near the main living area, have adequate electrical outlets, and offer convenient access to a bathroom.

These rooms were once commonly called bonus rooms, but “flex space” better reflects their value. Rather than being viewed as an extra room without a clear purpose, the space becomes an opportunity for buyers to imagine how the home could work for their own lifestyle.

Market the Possibilities, Not Just the Room

How a room is described can shape the way buyers see it. Calling a space a dining room may cause buyers to focus only on that use. Presenting it as a flexible living area encourages them to consider several possibilities.

Staging can reinforce that message. A room might be arranged as an office while marketing materials explain that it could also function as a guest room, playroom, or fitness space. This helps buyers visualize how the home could adapt to their needs.

Flexible Design Can Support Resale Value

Homes that can accommodate changing lifestyles often have broader buyer appeal. A dedicated home office may be important today, while a guest room or first-floor living space may become more valuable later.

Built-in flexibility can help a home remain functional and desirable as buyer preferences evolve. For sellers, identifying these features and marketing them correctly can strengthen the home’s position in the Alpharetta/Cumming real estate market.

Maximizing your home’s value requires more than simply listing its rooms and features. It means understanding what buyers are looking for and helping them see how the home can support their lifestyle now and in the future.

When you are ready to prepare your Alpharetta/Cumming home for the market, I would be happy to help you identify its most marketable features and create a strategy designed to attract the right buyers.

Please feel free to call or text me at 404 710 0204 if I can provide you with more information about this article, or if I can assist you with buying or selling a home. I offer complimentary home evaluations and selling strategy consulting. Let’s have coffee or a phone consultation and talk about your real estate goals!

Meet Gayle Barton Forsyth County Real Estate | Gayle Barton Google Business Profile | Barton Team Real Estate

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Stress Free Home Selling

Seller frustrations and headaches can be eliminated or reduced with an experienced agent by your side!

Take note, my clients benefit from my real estate expertise, insights, and savvy negotiation methods. Helping you avoid making mistakes like:

• Underpricing a home and leaving money on the table or overpricing and losing market time & money.

• Not investing in a high-quality photographer for a competitive marketing approach

• Refusing to negotiate and driving away potential buyers

• Neglecting repairs that delay the closing process

This is my area of expertise that benefits clients where having experience helps sellers avoid the pitfalls and actually enjoy the selling process.

If buying or selling is something you’re interested in, let’s talk real estate…. Call, message or text anytime!

Please feel free to call or text me at 404 710 0204 (or drop me an email) if I can provide you with more information about this article, or if I can assist you with buying or selling loacl real estate.

Gayle specializes in real estate sales in the following North Georgia Counties – Forsyth, North Fulton, Dawson, Cherokee, – Cities: Cumming GA, Suwanee GA, Alpharetta GA, Milton GA, Johns Creek GA, Ball Ground GA, Big Canoe GA, Dawsonville GA
Meet Gayle Barton Forsyth County Real Estate | Gayle Barton Google Business Profile | Barton Team Real Estate

Disclaimer: Information contained in this post is deemed reliable on the date of publication, but it is not guaranteed and it is subject to change without notice. All content, including text, original art, photographs and images, is the exclusive property of Gayle Barton and may not be used without expressed written permission.

What’s Next? Will you be downsizing, or upsizing?

The next step for your family is coming up. Will you be downsizing, or upsizing?

Downsizing can be a great option if you’re looking to simplify your life and save some money. There are many advantages to moving into a smaller space: less work, less stress and less cleaning!

Upsizing can also be a great idea. If your family has grown over the years and you find yourself wishing for more space and amenities, then maybe it’s time to consider moving into something bigger.

If you have real estate questions or need help deciding on the next step, please reach out anytime! I offer complimentary consulting. Call or text if you have real estate questions. We can discuss our local market and why it may be a good time for you to make a move!

Please feel free to call or text me at 404 710 0204 if I can provide you with more information about this article, or if I can assist you with buying or selling a home. I offer complimentary home evaluations and selling strategy consulting. Let’s have coffee or a phone consultation and talk about your real estate goals!

This Local Real Estate blog is hosted by Gayle Barton, a top producing Realtor® with BERKSHIRE HATHAWAY HomeServices Georgia Properties. Gayle Barton is ranked among the top 6% of BHHS agents nationwide. Licensed since 1983, she brings significant experience in negotiation and client advocacy and has closed more than $100 million in local sales.

Gayle specializes in real estate sales in the following North Georgia Counties – Forsyth, North Fulton, Dawson, East Cherokee, – Cities: Cumming GA, Suwanee GA, Alpharetta GA, Milton GA, Johns Creek GA, Ball Ground GA, Big Canoe GA, Dawsonville GA

Meet Gayle Barton Forsyth County Real Estate | Gayle Barton Google Business Profile | Barton Team Real Estate

POST TOPIC: moving to a smaller home, moving to a larger home, should I downsize my home, when should I buy a bigger home, is downsizing right for me, how do I choose the right size home, should I sell my home and move,

What Does a Listing Agent Really Do?

Many home sellers are not aware of the actual value a Realtor® provides them in the course of a real estate transaction. In fact, most consumers have simply never been made aware of the level of expertise, professional skill and plain old hard work that go into finalizing a real estate transaction successfully.

The list below will provide you with a general idea of the 150+ actions necessary for the completion of a successful real estate transaction. The list is not all-encompassing, nor is it an exclusive list of duties as these may vary based on the property, but it will provide you with a basic outline of the services you should expect from a full-service real estate brokerage firm in return for their professional fee. NOTE: Generally, a full-service brokerage receives no compensation whatsoever unless and until your sale closes.

Pre-Listing Activities

Consult with Seller via telephone regarding their goals, timeframe & circumstances for selling, and set appointment for listing presentation.
Research all comparable properties – currently listed properties and recent sales activity – through the Multiple Listing Service (MLS) and/or other public record databases and property valuation sites.
Research “Average Days on Market” for comparable properties (both active and closed sales).
Create and analyze “trend” reports to determine the current state of the local market and its projected direction.
Research and assess the impact of foreclosures in the given neighborhood.
Research and assess the impact of any nearby new construction.
Download and review property tax information.
Obtain copy of property deed(s) to verify property ownership and deed type.
Obtain copy of lot survey or subdivision plat/complex lay-out (if available).
Obtain copy of HOA guidelines/by-laws (if available).
Research property’s public record information for lot size and dimensions.
Identify Buyer demographic most likely to purchase property
Prepare “Comparable Market Analysis” (CMA) based on information collected in previous steps to establish an accurate market value range to assist the Seller in positioning the home to sell.
Identify differences in each property and make price adjustments as needed
Identify all advantages the subject price may have (finished basement, wooded backyard)
Identify any challenges the subject price may have (power lines, steep driveway, etc…)
Prepare listing and/or pre-listing presentation package using above materials.
15 Perform a “curb appeal assessment” of the subject property and create a recommendation report.
Confirm current public schools and prepare to explain impact of schools on market value.
Compile and assemble a formal file on property.

Listing Appointment Presentation

Meet with Seller to provide an overview of current market conditions and trend projections.
Review Agent’s credentials and accomplishments in the marketplace and explain how this affects their sale.
Present Company’s profile and position in the real estate industry and how corporate advertising and brand recognition affects their sale.
Present CMA results to Seller, including comparables: recently sold properties, pending sales and active listings
which are the Seller’s current competition on the market.
Discuss Sellers assessment of any noted advantage & challenges.
Discuss with Seller all property amenities and assess market impact.
Provide Seller with a positioning strategy based on the factors of: location, condition, timeframe, marketing and price.
Discuss with Seller suggested methods to market the property effectively based on current market conditions.
Explain the importance of an effective online marketing strategy based on the current technology driven nature of Buyers in today’s marketplace.
Explain use of Multiple Listing Service and the importance of the MLS Profile Sheet.
Explain the behind the scenes work done by the Agent and the Brokerage staff.
Discuss Agent’s availability to the Seller, all Buyers’ Agents and potential Buyers calling in directly.
Explain Agent’s role in screening for qualified Buyers to protect Seller from curiosity seekers.
Present and discuss strategic master marketing plan in full, once Seller has hired Agent.
Review and explain all clauses in Listing Contract and Addendum and obtain Seller’s signature.
Discuss, and note, Seller’s preferred contact method.

Once Property is Under Listing Agreement

Perform a “condition assessment” of the property and suggest changes to help minimize time on market.
Identify opportunities where Seller may benefit from neutralizing or depersonalizing specific areas of the home. Make staging recommendation, if necessary.
Review results of “curb appeal assessment” with Seller and provide suggestions to improve selling potential.
Have Seller complete “Seller’s Disclosure” and “Community Association Disclosure” forms.
Determine need for lead-based paint disclosure.
Complete any outstanding listing contract addendums, exhibits & disclosures and obtain Seller’s signature.
Prepare detailed list of property’s “Inclusions & Conveyances with Sale.”
Confirm square footage of home via tax records or appraisal.
Prepare MLS Profile Sheet – Listing Agent is responsible for quality control and accuracy of listing data.
Explain benefits of Home Owner Warranty to seller.
Assist Seller with completion and submission of Home Owner Warranty Application, if desired.
Confirm that Seller has an active, transferable termite bond on the property.
Initiate “Coming Soon” marketing blast.
Complete “New Listing Checklist” items:
– Order Professional photography for use in MLS, property brochures and virtual tour.
– Load listing data into company transaction management software program to ensure proper tracking.
– Write an attention grabbing property description for inclusion in MLS, property brochures and other marketing collaterals.
– Have staff member enter property data from Profile Sheet into MLS Listing Databases (FMLS & GaMLS).
– Upload property photos into MLS Listing Databases (FMLS & GaMLS).
– Proofread MLS database listing for accuracy and enter descriptive caption for photos of each room.
– Load listing data into lockbox software program to allow monitored access to property.
– Have extra key made for lockbox.
– Arrange for installation of yard sign(s) and lockbox.
– Verify if security system is active and note how it operates.
– Prepare showing instructions for Buyers’ Agents and agree on showing times/availability with Seller.
– Load listing data into (ShowingSuite) Buyer feedback software to provide Seller with feedback.
– Load photos and listing data into (TourFactory) software to create virtual tour.
– Create and upload 3 property specific webpages for use on Barton Team websites.
– Design and order full-color property marketing brochures.
– Create and print “in-home” marketing materials (home book, special feature cards, etc…)
– Share listing data on social media (Facebook, Twitter, Linked-in, Google+)
– Create “New Listing” e-blast to email out to top local Buyers’ Agents.
– Update listings on Zillow, Realtor.com, Trulia and the BHHS website to “enhance” by adding additional photos, videos supporting documents and custom banners.
– Write and share new listing blog to generate SEO.
– Request that Seller order copy of Homeowner Association bylaws and/or protective covenants, if applicable.
– Request utility service information from Seller (supplier’s name and telephone number).
– Compile list of all completed repairs, updates and maintenance items.
– Obtain house plans/floor plan from Seller and copy for property’s listing file, if applicable and available.
– Order plat map for retention in property’s listing file.
– Set up open house date in multiple software programs to push out to internet.
– Create “Open House” e-blast to send out to top local Buyers’ Agents prior to event.
– When received, place Home Owner Warranty in property file for conveyance at time of sale.
– Provide Seller with copy of all signed documents and marketing materials.
If property is vacant, send “Vacancy Checklist” to Seller.
Verify if any portion of the property involves rental units. If so,
– Make copies of all leases for retention in listing file.
– Verify all rents and deposits.
– Inform tenants of listing and discuss how showings will be handled.
Refer Sellers to a Realtor® at their new destination, if applicable.

Ongoing Listing Support

Coordinate showings with owners, tenants, and other Realtors®. Return all calls – weekends included.
83 Create open house specific marketing materials and flyers.
Hold Open House as soon as reasonably possible.
Review comparable MLS listings regularly to ensure property remains competitive in price, terms, conditions and availability.
Review trending databases (Trendgraphix, RealValuator, etc..) regularly to monitor movement within the market.
Follow up on feedback from Buyers’ Agents as needed.
Discuss feedback from Showing Agents with Seller to determine if changes will accelerate the sale.
Place regular weekly update calls to Seller to discuss marketing and pricing.
Reprint/supply brochures promptly, as needed.
Promptly enter price and status changes in MLS listing database.
Price changes conveyed promptly to all Internet sites.

Managing the Offer and Contract

Receive and review all Offer to Purchase contracts submitted by Buyers or Buyers’ Agents.
Evaluate offer(s) and prepare to assist the Seller with comparisons.
Counsel Seller on offers. Explain benefits and limitations of each offer.
Review negotiating strategies with Seller.
Contact Buyers’ Agents to review Buyer’s qualifications and discuss offer.
Negotiate all offers on Seller’s behalf, setting time limits for due diligence, loan approval and closing date.
Prepare and convey any counter offers, acceptance or amendments to Buyer’s Agent.
When Offer to Purchase Contract is fully accepted and signed by Seller, deliver copies to Buyer’s Agent.
Confirm Buyer is pre-qualified/pre-approved by speaking with Loan Officer.
Obtain pre-qualification letter on Buyer from Loan Officer.
104 Provide copies of contract and all addendums to Closing Attorney.
Record and promptly deposit Buyer’s earnest money in escrow account if held by BHHS.
Provide copies of Offer to Purchase contract to Lender.
Upload copies of signed Offer to Purchase into company transaction management software program to ensure proper tracking.
Update MLS and transaction management program to show property is under contract and update showing status.
Verify home inspection date and coordinate with Seller.
Advise Seller in handling additional offers to purchase submitted between contract and closing.

Tracking the Loan Process

Request copy and verify deposit of earnest money, if not held by BHHS.
Follow-up with Lender on a weekly basis. Assist Buyer with obtaining financing, if applicable.
Track loan processing through each step until final underwriter is complete.
Relay final approval of Buyer’s loan application (clear to close) to Seller.

Home Inspection

Ensure Seller’s understanding of and compliance with Home Inspection Clause requirements.
Coordinate Buyer’s professional home inspection with Seller and coordinate access to property, if applicable.
Verify mold, termite, radon or any other applicable inspections have been ordered if required by contract.
Ensure Seller’s compliance with Home Inspection Clause requirements.
Review Home Inspector’s report and Buyer’s request for repairs with Seller.
Discuss any required septic system, well flow, etc… report with Seller to assess any possible impact on sale.
Deliver any required inspection report to Lender and Buyer’s Agent.
Enter completion of each task into transaction management tracking software program to ensure proper tracking.
Assist Seller with identifying trustworthy contractors to perform any repairs.
Verify completion of all required repairs on Seller’s behalf, if needed.

The Appraisal

Coordinate appraisal date with Seller and coordinate access to property, if applicable.
Provide comparable sales data and information about the property and updates/upgrades to Appraiser.
Follow-up with Lender on appraisal.
Enter completion into transaction management program to ensure proper tracking.
Assist in questioning/rebutting the appraisal report, if the need arises.

Closing Preparations and Duties

Coordinate closing process with Buyer’s Agent, Lender and Closing Attorney.
Update closing forms and files.
Provide Home Owners Warranty confirmation to Closing Attorney’s office if required by contract.
Ensure all parties have all forms and information needed to close the sale.
Confirm closing date, locations and time and notify all parties.
Notify Seller of items they must bring to closing (driver’s license, etc..)
Assist in solving any title problems (boundary disputes, easements, etc), if applicable.
Work with Buyer’s Agent in scheduling and conducting Buyer’s final walk-through prior to closing.
Request final closing figures from Closing Attorney.
Confirm that Buyer has received loan commitment “clear to close” at least 3 days prior to scheduled closing.
Verified that Buyer’s Agent has reviewed closing figures and provided to Buyer for review.
Carefully review Seller’s closing figures to ensure accuracy of preparation.
Review documents with Closing Attorney if errors are found.
Provide earnest money deposit check from escrow account to Closing Attorney, if held by BHHS.
Coordinate this closing with Seller’s next purchase and resolve any timing problems.
Remind Seller to bring house keys, garage door openers, pool passes etc. to closing
Finalize transaction with a “no surprises” closing.
Change MLS status to Sold. Enter sale date, price, concessions, Selling Broker and Agent’s ID numbers, etc.
Close out listing in transaction management program.

After Closing Duties

Coordinate removal of lockbox and signage.
Answer any questions and/or resolve any remaining post-closing issues.
Respond to all follow-up calls and provide any requested information to clients.
Include Seller in all client appreciation events and drawings.

Download a printable checklist

Our Selling Strategy

While most sellers think they are hiring a listing agent –
what they are really doing is hiring a marketing professional!

Marketing Matters

Our first goal is to make your home stand out from the competition. We accomplish this by creating a strategic, property-specific marketing campaign for your home to grab the attention of active buyers, both online and in print. This is done through the use of high-quality professional photography, vivid virtual tours and creative written copy.

A Unique Property Deserves a Unique Marketing Plan:

Every home has its own story – the unique character, charm and style that made you select it for your home. As such, we feel that every home deserves its own unique marketing plan to best position it in the market.

As part of our service, we will collaborate with you to explore your home’s special features and use our proven marketing techniques to highlight its distinctive qualities and value.

Professional Photography is essential in telling the story of your home. As such, we include professional, high-definition photography for every listing as part of our full-service listing suite.

Our professional photographers work hard to create a portfolio for your home that helps a buyer understand all that your home has to offer.

Property Merchandising – We INVEST in your Property!

Professionally Designed Flyers and Walk-through Tours:
The photo portfolio will then be used to create vivid, high quality collaterals. These marketing pieces are extremely important as they set a tone for the buyer regarding the quality of your home and flyers are often used as a “take-away” to aid the buyer in remembering your property.

In order to make your home stand out, our team includes:

Professional Photographer
Professional Videographer
Professional Drone Operator
Professional Staging Assistance (as needed)

Please take just a moment to enjoy this preview of a recent listing video:

Home Book / Special Feature Cards

In-home Display Items:
Our staff creates a “home book” for every property that includes information about the neighborhood and schools as well as any upgrades and the property disclosures. It is important for buyers to feel connected and confident with the information we provide about your home.

And, as part of telling the story of your home, we utilize property specific “special feature cards” to highlight any unique or high quality features or upgrades that a buyer might miss as part of a normal showing.

Unparalleled Internet Presence and Social Media Exposure

Nothing can bring your home to life, or convey its true appeal, better than a vivid online digital experience. However, that only matters if someone actually sees it!

With over 90% of all buyers starting their home search online, an understanding of online marketing has never been more important! As a nationally recognized e-PRO certified agent, I have both the training and experience to take your listing to the next level.

Your home will be featured on the Berkshire Hathaway website, the Barton Team websites and blogged about on multiple real estate related portals. In addition, numerous social media postings will be made about the property and you will receive a easy to post announcement for your home’s listing. All of these steps work in conjunction to create the SEO (search engine optimization) that drives buyers to your listing.

In addition, with the use of a paid IDX, our web listings feed to over 40,000 Websites, Video Sites, Social Media Sites and Mobile Sites Across the World!

We don’t just say what we’re going to do… WE PUT IN WRITING! The use of our Written Marketing Plan has created in excellent results for our clients.

The Barton Team is committed to providing fast, professional and courteous personal service so you can fully understand the details and feel at ease throughout the home selling process. Our trained and certified agents specialize in the North Metro Atlanta real estate market (North Fulton, Forsyth, East Cherokee and East Cobb) and are prepared to sell your home to the right buyer for the best price.

When you are ready to sell, let us help you position your home to win in this market!

Request a Free Market Analysis of your home!

One of the hardest conversations in real estate happens when a homeowner believes their property is worth considerably more than the price their real estate agent recommends.

It is understandable.

Your home is not just a collection of bedrooms, bathrooms, square footage, and finishes. It may be where you raised your children, celebrated holidays, completed years of improvements, and made memories that cannot be assigned a dollar value.

But when it is time to sell, there is an important distinction:

What your home is worth to you and what buyers are willing to pay for it are not necessarily the same number.

Is My Real Estate Agent Trying to Underprice My Home?

Usually, the better question is:

What evidence supports the recommended listing price?

A well-prepared real estate agent should be able to explain the pricing recommendation using actual market data rather than simply giving you a number.

A Comparative Market Analysis, commonly called a CMA, typically considers factors such as:

Recently sold comparable homes

Homes currently under contract

Active listings competing for the same buyers

Location and neighborhood

Square footage and floor plan

Lot characteristics

Age and condition

Renovations and updates

Features buyers currently value

Days on market

Seller concessions

Current supply and buyer demand

The National Association of Realtors® explains that comparable properties that have recently sold, are under contract, or are currently active can all be used when preparing a CMA and developing a recommended listing price.

That last category, active competition, is especially important.

A home does not compete only with properties that sold three or six months ago. It also competes with the homes a buyer can tour and purchase today.

Market Value Is Not the Same as What You Have Invested

This is one of the most difficult concepts for sellers.

You may have spent $75,000 remodeling your kitchen, $25,000 replacing windows, $20,000 landscaping the backyard, and thousands more on flooring, paint, lighting, HVAC systems, and other improvements.

Those improvements may absolutely make your home more desirable.

But buyers do not generally calculate value by adding up everything you have spent.

Some improvements may provide a strong return.

Others may help your home sell faster without returning their full cost.

And some improvements may have been primarily for your own enjoyment.

Cost and market value are not the same thing.

A buyer is comparing your home with the other homes available within that buyer’s price range.

Sellers and Buyers See the Same House Differently

Homeowners naturally become accustomed to their surroundings.

You may barely notice the carpet that needs replacing, an older bathroom, crowded countertops, dated fixtures, or landscaping that has become overgrown.

A buyer sees those things immediately because the buyer has no emotional attachment to the property.

That does not mean your home is undesirable.

It simply means a buyer is evaluating it differently.

Buyers are asking:

“What can I purchase for this amount of money?”

They may compare your home with a recently renovated property, new construction, a home with a larger lot, or another house offering a seller concession.

That comparison ultimately influences what they are willing to offer.

Can a Home Be Priced Too Low?

Yes.

An agent can make a pricing mistake.

That is exactly why sellers should never accept a recommended listing price without understanding how the agent arrived at it.

Ask to see the comparable sales.

Ask why certain homes were included and others were excluded.

Ask how condition and updates were considered.

Ask what competing homes buyers will see alongside yours.

Ask whether seller concessions affected recent comparable sales.

And ask the agent to explain what has happened in your specific price range and neighborhood.

You should be able to follow the reasoning.

A professional pricing recommendation should be based on market evidence, not intuition.

But Pricing Higher Does Not Automatically Mean You Will Make More Money

This is where sellers can unintentionally hurt themselves.

Suppose the market evidence suggests a home’s likely value is around $700,000, but the seller decides to list at $775,000 because they want to “leave room to negotiate.”

The problem is that buyers do not necessarily start at $775,000 and negotiate downward.

Some may simply eliminate the property from consideration.

Others may choose a competing home they believe offers a better value.

The seller can then lose valuable market time before eventually reducing the price.

A higher initial asking price is not automatically a stronger negotiating strategy.

The goal is not to obtain the highest listing price. The goal is to achieve the strongest realistic sale price and terms the market will support.

What Does an Appraisal Tell You?

An appraisal is different from a CMA.

An appraisal is an independent opinion of value performed by a licensed or certified appraiser for a specific purpose. In a financed transaction, lenders commonly use an appraisal or another permitted valuation method when evaluating the property securing the loan.

The Consumer Financial Protection Bureau explains that appraisal values are generally developed by comparing a property with comparable local sales and making adjustments for differences between the properties.

But an appraisal should not be described as the final or absolute truth about what a home is worth.

It is an opinion of value as of a particular date and for a particular intended use.

Different valuations can sometimes produce different results because they may use different comparable properties, different information, or be completed at different times. The CFPB specifically notes that different valuation methods can result in different estimates.

What If I Still Believe My Home Is Worth More?

Then I believe you should ask for the evidence.

A good listing consultation should never feel like:

“Trust me. This is what your house is worth.”

Instead, it should be:

“Here is what has sold. Here is what is currently competing with you. Here is what buyers have been willing to pay. Here are the differences between those properties and yours. Now let’s determine the pricing strategy that best supports your goals.”

If the property is particularly unusual, difficult to compare, or the seller and agent remain far apart on value, obtaining an independent pre-listing appraisal may also be worth considering.