Developing Your Marketing Plan

You have a house to sell and it is time to let the world know it.  First, determine your budget and recognize that advertising costs money.  Next, target your market.  Answer the question,  "Where do people find homes for sale in my price range?"  Don’t waste time, effort and money advertising in a local shopping paper when you are trying to sell a $400,000 home... it's not where your buyer is looking.

SIGNS
First and foremost, have a professional, easy-to-read yard sign.  The sign should clearly say that the home is For Sale By Owner and should have the owner's phone number in large bold print.  The sign should also say that the home is shown "by appointment only."  There are many reasons for this.  You should always be prepared for a showing and setting appointments is the only way to be properly prepared.  Some buyers find a home simply by riding around in the neighborhood where they would like to live.  Many homes are sold as a result of signage alone and its value should not be underestimated.

PHOTO FLYERS / INFORMATION SHEETS
These are a must.  They should be in a tube or box attached to your yard sign for prospective buyers driving in the area, as well as being available inside the home.  Providing these can substantially eliminate unnecessary phone calls.  Information sheets are inexpensive but vital.  They should provide photographs and a complete description of the home.

INTERNET
Advertising your home on the Internet in today’s world is a necessity.  HomesByOwner.com provides an excellent site to advertise your property.  It is easy to navigate and displays the home exceptionally well through the 20 - Photo Virtual Tour.  HomesByOwner.com provides top-tier search engine placement, as well as automatic daily uploads of all listings to Google Base Classifieds, Oodle.com Real Estate and many other leading real estate websites.  HomesByOwner.com provides easy-to-follow instructions and tips for each stage of the selling, and buying process.  

NEWSPAPER
Local publications provide another source for advertising.  Be careful that you get your moneys worth.  If the newspaper offers photographs in the ad, be sure to include them.  Do not advertise on a holiday weekend; rates are cheaper but there is a reason.  Provide the basic information and include the price.  Many sellers think they will generate more interest if you don’t put a price in your ad... all you generate is more phone calls from people who probably aren't interested once they learn the price.  Target your market by including all pertinent information about your home.  You do not want people calling who either can not afford your home or want something your home does not have.

OPEN HOUSES
This type of marketing can be very successful for a builder with a new subdivision but with existing, owner-occupied homes, it is questionable.  If a prospect has driven by the home, viewed an Internet ad, or seen the home in a FSBO publication, chances are they would prefer a private tour.  They already know the price and the amenities of the home.  Now, they want to ask questions and get detailed responses.  Also, private showings allow the seller to ask questions of your prospective buyer that you probably would not ask during an Open House.  Last but not least, you can lose control in an Open House if too many people show up and start heading in different directions.  Obtaining feedback is an important goal of an Open House.

It is interesting that throughout the country, Open Houses are viewed differently.  In some major Midwest cities, for example, Open Houses are expected if you are going to sell but in similar size cities in the South, having an Open House is the exception rather than the rule.  Therefore, you may need to adjust your marketing strategy to local custom.  If having an Open House is expected in your market, then by all means do it.


More information can be found at:

http://homebuying.about.com/od/sellingahouse/tp/markethome.htm