5 steps to a quick home sale

By Beth Braverman, Money Magazine staff reporter
Last Updated: June 30, 2009: 9:10 AM ET

(Money Magazine) –1. You have to seriously undercut the competition

Selling a home in a down market almost inevitably means settling for a disappointing price. But to unload your home fast, you’re going to have to dip 10% to 15% below what comparable homes in your neighborhood recently sold for. You still may not be able to compete with foreclosures and short sales, but at least you stand a chance of getting buyers to notice your listing.

To prevent yourself from becoming overly attached to your asking price, try to determine the lowest possible offer you’d accept before your listing hits the market. That will help remove your emotions from the negotiating process later on, says Palm Beach realtor Heidi Cole.

2. Outside fixes have the biggest impact

Since your house won’t be cheaper than the distressed property down the block, it has to look far better. But you may not have the time or money to redo the kitchen, so focus on cosmetic improvements that will bring the most buyers to your door.

Spending a grand can go a long way toward improving your home’s exterior, says staging expert Sandy Hare of Eugene, Ore. Get the outside of your house power-washed, paint the door, replace the knocker, and hire a gardener to give your yard some TLC.

3. First-timers are your friend

The most efficient way to market your home is to target the most likely buyers. First-timers bought over half the homes purchased so far this year, thanks to a new federal tax credit and the flexibility to buy without the burden of selling another property (super-low mortgage rates don’t hurt either).

The average age of the first-time buyer: 30. To boost your chances of reaching the Gen-Y crowd, get yourself a snazzy online presence (see No. 4) and spread the word about your next open house through social networks like Facebook and Twitter, says Warwick, R.I., realtor Ron Phipps.

4. Online tricks will make your home pop

Buyers are faced with thousands of listings. Help them find yours by peppering your description with amenity keywords like “deck,” “pool,” and “granite counters,” says Heather Fernandez of real estate search site Trulia.com. Then make sure they like what they see by using a wide-angle lens to make your rooms look bigger in pictures. And set your home at the lowest end of its price range; a $299,000 home will seem expensive to a buyer in the $250,000 to $300,000 range, but a $301,000 home is a deal to someone looking between $300,000 and $350,000.

5. Your secret weapon is a speedy deal

It can take months for banks to approve a deal for a short sale or a foreclosed property. Make sure your agent lets potential buyers know that you can close the deal within a few weeks.

Another advantage you hold over distressed sellers: the ability to be creative in negotiations. If a potential buyer is wavering, offer to pay part or all of the closing costs or cover a year’s worth of association fees. At the very least, consider throwing in some new appliances or a paint job. After all, in this market no one is going to want a home that doesn’t seem like a bargain.

First Published: June 30, 2009: 4:53 AM ET

Rates Risen AGAIN Lock in Now or Wait?

Floaters got sunk this week. Anyone who is in the market for a new mortgage, be it a straight-up purchase or refinance, and was letting their rate float in hopes of locking in at a lower rate instead got smacked with a near quarter point rise in the 30-year fixed rate. According to Bankrate’s latest weekly survey (conducted Wednesday morning) the 30-year fixed average was at 5.45%, up from 5.23% That’s the highest level since February, and more than a half point above the 4.9% borrowers in early April could snag.

So what’s a floater to do now? Well, if you’ve lost your betting mojo, lock in and be happy. Yes, happy. Let’s remember that 5.45% is still seriously good. It was only one year ago that the average 30-year fixed rate was 6.1%. And long term, it is all but assured that a 5.45% fixed rate is going to look darn nice. It may take some time before the Fed gives up the fight and has to let rates rise to attract buyers for all the debt we now have to pay off, but it will happen. So while today’s 5.45% is high relative to a month or two ago, it is likely to be one you will boast about in the coming years.

Okay, enough of the long-term perspective. What if you’re still in betting mode and wondering about the next few weeks and months? Well, that’s one big crap shoot. The recent spike has been caused by action in the 10-year Treasury market (the 30-year fixed rate tends to follow movements in the 10-year note.) Late last week the bond market started worrying about inflation and servicing the federal deficit, and one thing led to another and the 10-year Treasury yield shot from 3.4% last Thursday to above 3.7% during trading yesterday (Thursday) before closing lower at 3.67%. Plenty of market watchers are expecting the trend line on the 10-year Treasury to keep moving up. But here’s where it gets interesting: there’s not as clear a picture if a continued rise in the Treasury will automatically cause the 30-year fixed to also rise.

The big wildcard is Ben Bernanke and his merry band at the Federal Reserve. The Fed has been actively buying up long-term Treasuries and mortgage backed securities in an effort to help keep yields low. When rates started rising the past few weeks the Fed signaled it wasn’t too concerned; in fact it seemed to be cheered by the notion that those slightly rising rates were a sign the economy was gaining a bit of strength. But now there’s a sense that the continued rise-capped by the big spike this past Wednesday-could refocus the Fed’s effort to push yields down; it has yet to use up even half the money it has allotted for the buyback programs, so it’s got plenty of gunpowder ready.

That could be good news for rate floaters; assuming the Fed is still worried that rates rising too quickly and too far will put the kibosh on the already anemic credit market recovery, it’s a decent argument to assume the Fed will soon ramp up its repurchases in an effort to push yields back down after their recent spike.

As David Rosenberg, the former Merrill Lynch economist now at Gluskin Sheff noted on Thursday morning:

“It’s one thing to have a Treasury yield backup when mortgage rates are still declining, but that is no longer the case. The yield on the 30-year fixed-rate is already up 20 basis points from the lows; 1-year ARMs have jumped 17bps. This is not what the Fed wants to see.”

Indeed, the recent rate uptick has sent a chill through the still frigid housing markets. According to the Mortgage Bankers Association, mortgage applications dropped 14.2% this week compared to a week prior.

The bet’s yours, floaters: lock in now at what still qualifies as a terrific interest rate, or put your money on the Federal Reserve pushing yields down in the coming weeks. Which way are you leaning?