Sure, it's easier to sell a house in great condition.  It will sell faster and for more money.  Just think back to what it's like to be a homebuyer.  Let's take a look there first.

Looking for the perfect home can be exciting.  Many buyers are confident that the perfect home for them is out there somewhere.  The idea that if they just keep looking they will one day come upon a home and they will know it's the one for them.  Sometimes it works just that way.  And with low interest rates, many folks are certain they can afford what they want and won't settle for less.

There are also the homebuyers who embark on an adventure to find a home they can transform.  They want to repair, remodel, clean, redecorate and more to achieve that wonderful feeling that results when great effort and hard work evolves into a masterpiece. 

Other homebuyers take a more analytical approach.  Never expecting to find a home that's perfect, they weigh the pros and cons of each home, and are willing to accept one in good repair that comes fairly close to fulfilling their requirement list.  Perhaps they will make changes once they own the home, perhaps not.  Though not the perfect home, it will be a good investment over paying rent. 

Add the overall market situation to those buying personalities.  A real estate market in which there are fewer homes than homebuyers creates a challenge for serious buyers to recognize a manageable opportunity.  Those looking for a home where homes are being snatched up as soon as they go on the market, come to realize they can't be choosy when making a competitive offer.

This may be just the right market in which to sell a less than perfect home.  Can you start to see your home "through a buyer's eyes"?

Homebuyers can sometimes look past outdated decor, worn but replaceable flooring, smudged walls, a backyard pocked by holes and the running track of the current owners family pet -- if they can visualize the place spiffed up a few thousand dollars later. 

That's a home with great potential.  If you, as a homeseller, were to make these repairs and improvements in a thrifty yet professional manner, you would likely recapture every dollar spent and more.  If it's not possible for you to accomplish these changes, you'll need to price the home properly to attract a buyer who is willing to take on this type of project.

Wise buyers will carefully consider the drawbacks of the home and then determine a dollar amount for necessary repairs. 

For instance, will replacing the carpet solve the problem of a poor color choice or wear and tear underfoot?  Might the pad need replacing too?  Or is the subfloor likely to be damaged and in need of replacement? 

Storage space is important in relation to the overall size of the home.  Is the storage sufficient or can the buyer expand it?  Has the garage been converted into living space?  While it's advisable that the homeseller return that space to it's original purpose or build another garage to entice a buyer, the right buyer might be willing to take on the project.

On the exterior, does the roof need to be replaced perhaps including the tar paper and plywood sheathing beneath, or might just the shingles need to be replaced?  Are there cracks in the foundation or the brick?  Is the siding deteriorating?  Can it be matched and repaired or does it need to be replaced? 

How about the landscaping?  Does it need to simply be tidied up, or ripped out and completely replaced?  Even a swimming pool might be repaired for less than the cost of putting in a new one.  If there is little or no landscaping, perhaps the buyer will consider the value of starting fresh with a design of his own choice. 

Some repairs are much more costly than others, however there is little that cannot be fixed using the right knowledge, the expertise, and/or the right contractors. 

Certainly dirty windows and old window treatments can be easily changed.  Poorly functioning windows can be replaced for a higher price.  A buyer looking for an opportunity will evaluate the view past those windows.  It may be poor but fixable and later affect enjoyment as well as the future value of the home.

Your buyer will consider that kitchen appliances, countertops and flooring may need to be replaced.  Walls and cabinets may need painting or refinishing. 

How about the home's floor plan?  If outdated, a floor plan may have potential for enlarging or remodeling.  An additional bathroom, if possible, may be seen as a great investment.  The estimated cost of renovation will be considered before your buyer takes on the challenge of rearranging an existing home. 

Depending on the type of mortgage your buyers will use to finance their purchase, they may make a higher than realistic offer while asking for a redecorating/ remodeling/ repair allowance in their bid.

Before buyers look at homes, they must decide where their areas of expertise are, what type of work they can do themselves for the cost of the materials and perhaps a do-it-yourself book.  They'll decide what they can afford in terms of additional dollar amount of repairs. 

Their RealtorŪ should be able to recommend a mortgage lender who is able to assess their financial picture, counsel them reliably, and recommend the types of mortgages available that will fit their needs.  The lender will tell them how deeply they'll need to dig into their nest egg for a down payment, the dollar amount of home mortgage they are eligible for, and the most economical way to achieve their goal of homebuying. 

At this point the homebuyer should have an idea what they can afford to spend on improvements after their purchase.  By the time your buyers see your house you should hope they have not only come this far but also asked their mortgage lender to take their mortgage application, verified their credit, employment, and any other details necessary to issue a credible letter of Mortgage Preapproval.  With this information in hand a buyer can begin to look at homes, having confidence that he can follow through with successful negotiations and a purchase that will be a wise investment.  Any serious buyer will have done this prior to making an offer.

Most lenders will be happy to provide a preapproval letter, so don't just take the buyers word that they will get it.  If they've gone about it correctly, they should already have it in hand.  Your RealtorŪ should be willing to insist the buyers provide it before tying up your house.

As a general rule, educated buyers won't look at homes that are priced more than 5% above their maximum, otherwise they'd be setting themselves up for disappointment if they find the perfect - but outside their budget - home.  That's not to say all homeowners build in a cushion of 5% for negotiating room or that homes are never overpriced more than 5%.  But your best chance of selling your house quickly is to price it closely. 

Even in a seller's market where many homeowners are receiving multiple offers and receiving full price and more for their homes, some buyers simply won't offer full price on a home in need of repairs.  But if it's too overpriced they may not make an offer at all.

An experienced and active RealtorŪ has access to unique records and details and can "read" the market in order to help you in making wise decisions about what price to put on your house, and what you can expect from buyers in the current market as far as price and types of inspections.

As a RealtorŪ with over sixteen years experience in the O'Fallon - Scott AFB, Illinois communities, I can market a house needing work as an opportunity for buyers to have a wonderful home where they'll love to live.  Call me soon to sell your house.