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

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!

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: 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

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.

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

How Should a Seller Respond to A Low Ball Offer?

You just received an offer on your home and you are ecstatic…. Until you really look at it closely and see the 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 that response is “This is ridiculous. I’m not even going to reply!” 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 person who is seriously interested in buying your home and a responding counteroffer may well turn that low price offer into a sale with a bit of strategic negotiation.

In the current market climate I make every effort to prepare my home seller clients for this possibility. In some cases a buyer is just “fishing” to see how motivated a seller is. In others, they simply have the misconception that all areas have suffered the same level of market downturn they hear the media harp on day in and day out.

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 ways in which you can 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.

Make a Counteroffer

A counteroffer 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 reasonable response.

In most cases, the best strategy is to determine a price and terms that you would willingly accept and respond accordingly. This may mean lowering your price and removing any seller concessions (such as paying closing costs) or it may mean sticking to your price, but giving in on a few of the buyer’s requests (such as leaving behind the appliances).

Review Recent Changes in the Market

A seasoned agent constantly monitors the local market and should be providing you with market updates throughout your listing period. If you are unsure, ask your agent to provide you with an up-to-date CMA

http://south-forsyth-real-estate.com/website/2011/09/26/what-is-a-cma-and-why-do-you-need-one/

so you can see which comparable homes in the area have sold since your home was listed or if any new properties have been listed for sale. In a volitile real estate market, this data is very important as not only the sale price, but the appraisal price may be affected. If the new CMA determines a lower price based on the recent comps, you might have to lower your price in order to sell.

Have Your “People” Call My “People”

In most cases, the selling agent knows why the Buyer made a very low offer so ask your agent to call them. A buyer’s agent cannot necessarily speak to “motivation”, but if the buyers are using a different set of comps, your agent should be able to get a copy of them for you. If it is simply a situation in which the buyer can’t really afford what he/she wants and is hoping for a desperation sale, then you can feel justified in rejecting the offer and moving on with no additional wasted time or effort. Basically, you won’t know unless you ask and information is king when negotiating a sale.

In today’s real estate climate low offers are more often a “sign of the times” than an actual statement about the quality or value of your home. However, buyers now have access to real estate listings online and most are aware that certain circumstances may make a seller more receptive to a low offer. If your home is vacant or if the wording in your MLS listing signals desperation (motivated seller, seller says bring all offers) you are much more likely to receive a lowball offer.

If at all possible, try to make your home presentable and reduce any obvious clues that you are overly motivated and the next offer you receive might be more what you have in mind.

This Cumming GA Real Estate blog is hosted by Gayle Barton of BERKSHIRE HATHAWAY Georgia Properties. I specialize in Real Estate sales in the following Forsyth, North Fulton and West Gwinnett cities: Cumming, Suwanee, Johns Creek, Alpharetta, Duluth, Sugar Hill, Milton, and Roswell. South Forsyth County real estate. Cumming GA Real Estate information provided by Gayle Barton of BERKSHIRE HATHAWAY Georgia Properties. Gayle Barton – South Forsyth Real Estate | Cumming GA Real Estate Gayle Barton – Cumming GA Real Estate | South Forsyth Real Estate

Why Do I Need A CMA?

What is a CMA and Why Do You Need One?

Determining a suitable list price for your home is one of the most important tasks a listing agent will assist you with. Generally this begins with a CMA.

When a real estate agent says they will be completing a “CMA” on your property, they are referring to a Comparative Market Analysis. A CMA is a detailed market data report prepared specifically for your property.

The CMA process will be completed before your home is listed for sale and should provide you with a reasonable idea of what your home will likely sell for.

The CMA report is created using information about area “comps” (properties which are similar to yours) which have recently sold, are currently active on the market or were recently listed for sale but expired without selling. In the report, adjustments will be made to the price of each comp to account for additional or missing features, upgrades or size discrepancies as compared to your home.

The information provided in a CMA will be very useful in helping you determine an accurate sales price for your home. As an agent, it is my goal to help you get your home sold for the most money possible, in the shortest time possible and with the least hassle possible – and this information can help us do that.

The first step in creating an accurate CMA will involve a quick walk through inspection of your property. This inspection will not take long and need not be extremely detailed. It simply allows us to note specific details about your home (such as special features or upgrades) and assess the overall condition of the property. If you are thinking of making any updates, upgrades or modifications to your home prior to selling, this would be the best time to make us aware of your plans.

Next, we will research several property data sources to obtain information on comparable properties in your local market – including active listings, properties which have sold recently, foreclosures, etc.

Active listings: Tell us what your direct market competition will be.

Sold listings: Tell us what an actual buyer is willing to pay for home similar to yours.

Expired listings: Tell us the price at which a buyer will walk away from a home similar to yours.

The data sources we use include a blend of multiple listing services, tax records and other market trending databases. Additionally, to further enhance the accuracy of our CMA, we utilize a private data source used by many lenders to create a “desktop appraisal” report. This report provides us excellent insight into how a mortgage lender will likely evaluate your property’s value.

The sum of this information will provide the agent an accurate estimate of what your property is worth in the current market. This will be presented to you in the form a “pricing range”. (More aggressive pricing for those in need of an immediate sale – less aggressive pricing if time on the market is not an issue.)

Not only is a CMA important in terms of pricing your home for sale, but buyers often request that their agent complete a CMA on any property they are seriously considering making an offer on to verify that the asking price accurately reflects the current market value.

A CMA is not an appraisal. An appraisal must be performed by a licensed appraiser. You have the right to have a pre-listing appraisal completed on your property by the appraiser of your choice if you feel the value is in question. If the homebuyer is seeking a loan to purchase your home, the buyer’s lender will require one to be completed by an appraiser, sanctioned by them, prior to loan approval.

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.