Changes to the Real Estate Industry in August 2024: NAR Settlement Terms Explained

If you are in the market to buy or sell and have not yet heard about changes coming to the real estate industry later this summer, you will. Hopefully this post will get you started. 

Background

In March 2024, the National Association of Realtors (NAR) agreed to settlement terms• which will modify home buying and selling practices for many consumers across the county, including in Minnesota. This post summarizes two key terms from the settlement that will go into effect starting August 15th in the Twin Cities MLS region (no later than August 17th nationwide).

How have real estate agents typically gotten paid for their services?

sellers

Most sellers’ agents do commission-based work with the commission being a percentage of the final sale price. (Other models such as flat-rate exist but for the purpose of this post I’ll use the commission model.) The final payment for services happens at closing. Then, if sellers have agreed, their agent pays a portion of that commission to their buyer’s agent.

buyers

In Minnesota, buyers wishing to be represented sign a Buyer Representation Agreement with an agent detailing services and associated fees (we’ve been using buyer agreements since 1993.) Through the traditional model, most buyer’s agents receive payment for their services via the commission split described above, if the seller agrees. If a seller does not agree to pay the buyer’s agent fees, the buyer would pay the amount they negotiated with their agent in the Buyer Rep. Agreement.

The commission and offers of compensation to buyers’ agents have always been negotiable terms in Minnesota’s representation contracts, and still will be.

The amount a seller agrees to offer a buyer’s agent has historically been visible to other agents in our Multiple Listing Service (MLS). Starting August 15, 2024 it will no longer be.

Two Big Changes Affecting Buyers and Sellers

First Change: Offers of Compensation

“Compensation offers moved off MLS: NAR has agreed to put in place a new rule prohibiting offers of compensation on an MLS. Offers of compensation could continue to be an option consumers can pursue off-MLS through negotiation and consultation with real estate professionals. And sellers can offer buyer concessions on an MLS (for example—concessions for buyer closing costs). This change will go into effect August 17, 2024.” -NAR website

What does this mean?

Offers of compensation to buyers’ agents will still be allowed in Minnesota but they may no longer be advertised on the MLS or any MLS-related aggregator. Listing agents can, however, advertise them off-MLS via individual marketing materials — signs, flyers, individual websites, etc.

Concessions

Buyers have always been able to ask sellers for various types of concessions when making an offer. For example, a buyer might ask a seller for an allowance to buy new carpeting, pay part of their closing costs, or give credit for a new roof. Compensation to pay the buyer’s broker for real estate services may be presented as another type of concession in the offer.

Sellers have always been allowed to offer concessions as incentives to buyers, and still will be able to. The new rule specifically regulates visibility of any offer of compensation to a buyer’s agent for real estate services — it will be prohibited on the MLS. Concessions, such as those listed above, will still be allowed on the MLS.

This change will likely add an extra layer of negotiation, particularly around how agent compensation is handled. There may be bumps in the road but with clear communication and transparency, the process should smooth out to benefit both buyers and sellers.

Second Change: Buyer Representation Agreements

“Written agreements for MLS Participants acting for buyers: While NAR has been advocating for the use of written agreements for years, in this settlement we have agreed to require MLS Participants working with buyers to enter into written agreements with their buyers before touring a home. This change will go into effect August 17, 2024.” -NAR website

What does this mean?

If buyers wish to tour a home with an agent they must first enter into some type of written agreement. In Minnesota we’ve had Buyer Representation Agreements in use for decades. Requiring a signed agreement prior to touring a home, however, will be a new practice starting August 15. New types of touring agreements may come into play which could include various tour fees for buyers.

The new regulation applies to both in-person and virtual visits, but not to open houses. Home shoppers will not need a signed written agreement when visiting open houses or asking host agents about their services.

Differences Among States

NAR as a national trade group includes members from every state. Each state has varying practices and/or legislation that determine how its industry functions; some states may be more affected by the settlement changes, some less. 

Learn More

Real estate professionals in Minnesota have been busy working out a new normal and preparing for August 15th. Both the state and national associations of REALTORS® have published helpful resources for consumers wanting to understand more about the settlement and how changes may affect them. Click here to learn more from our state association or check out NAR’s resources for both buyers and sellers. As the changes get underway don’t hesitate to reach out. I’ll gladly talk through “what if” questions and clarify any new information as it becomes available.

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*The settlement is still subject to final court approval. A hearing on final approval of the settlement to be held in November 2024. 

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes to inform buyers and sellers on variety of topics including market conditions, tips for selling and buying, homeownership trends, and more. Reach her at heidi@lyndenrealty.com or 651-503-1540. 

Should You Move Out Before Listing?

Is it best to move out before listing a home for sale?

Good question! I get asked this frequently and my answer depends on my client’s individual situation. The process of preparing a home for sale can feel overwhelming at first, especially if you have years or decades of accumulated stuff to sort, pack and move. If this is the case, I always suggest planning far in advance — several months or even a year or more depending on the size of your move and work/life obligations. Once you begin planning, you may start to wonder how far you should go in paring down. Is it better to move out all the way before listing? It depends. Moving out prior to listing may not be realistic for many homesellers. Below are common considerations and potential scenarios for helping you decide what’s best for you.

Stay Put

When deciding on what to purge and pack, consider who will be walking through your home, and when. Once your property is listed for sale, buyers and their agents will begin touring it, typically through private showings. Buyers’ agents will request showings and you as the seller may approve or deny their requests. Of course you will want as many potential buyers as possible to visit so being flexible and accommodating is ideal. Buyers and their agents expect to tour homes without sellers present. Doing so gives them privacy and space to talk freely among themselves and to imagine possibilities for making space their own. So if you plan to live in your home while it’s listed for sale, plan to vacate during showing times which typically last 30-60 minutes. 

Before each showing, I recommend cleaning and straightening as much as possible. Aim for matching the condition depicted in the listing photos — no dirty dishes, wet towels on bathroom floors, unmade beds, etc. Since most people don’t live in picture perfect spaces this can sometimes be a challenge, especially if kids and/or pets are involved. If you choose to stay put, setting household expectations and staying organized will help. 

Vacation or Staycation

The flurry of buyer activity usually happens right out of the gate. The first several days on the market often generate the most traffic, especially in an active market (think spring in Minnesota!) If you plan to stay in your home but want to avoid the new listing buzz, consider a vacation or staycation. I often see sellers plan weekend trips around the list date to avoid the initial deluge of showing requests. 

Partial Move

Moving out, or mostly out, ahead of time can help alleviate the disruption and displacement during showing hours. If you plan to move out but have flexibility with furnishings, consider a partial move, leaving key pieces and moving the rest. Ideally, a marketed property should feel like a home, with at least some furnishings. Vacant rooms just aren’t cozy. They also leave little for a photographer to shoot. Furniture creates focal points which in turn produce more captivating images. And with 100% of buyers beginning their search online, attention-grabbing images are a must.

Partial Stage

If a partial move-out is possible, consider hiring a professional stager to fill in the rest. Depending on the condition and style of your furniture, you may want to hold off on moving larger items. Anchor pieces like beds, couches and dining sets help buyers envision scale and how a space may be used. These larger pieces are part of the equation; pillows, throws, plants, art, etc. make up the rest. Many stagers offer some type of hybrid service to fill in the gaps using their own inventory while working with a seller’s existing furniture. When doing so, they can help you decide which pieces to keep and incorporate as they work to target your likely buyers. Keep in mind, staging is strategic marketing, not just decorating. A good stager will understand the market and work to attract a specific pool of buyers based on your price point, location and home style.

Partially Staged: Seller’s dining room set combined with stager’s art, plants, etc.

Full Move

If your timeline necessitates a full move-out you could either photograph your home as a vacant property or consider full staging. Vacant room photos are not as eye-catching of course but sometimes this is the only viable option. 

Stage

If you opt for staging a vacant home, you have choices. Vacant home staging most often includes furnishing just the main living area, primary bedroom, kitchen and bathrooms, but covering the whole-house is always an option for an additional cost. Staging services typically include a set-up fee and a couple of months rental. Fee structures vary, as do style and quality of furniture, so it’s worth shopping around for the right fit.

A less common practice is virtually staging. It can be a more cost-effective way to create compelling photos but doesn’t necessarily enhance the buyers’ walkthrough experience. 

View fullsize

Vacant home BEFORE staging

Vacant home AFTER staging

Clear Clutter

When planning your move, consider the end goal — closing day, or date of possession. You will need to be completely out of your home by then. Unless otherwise negotiated with the buyers, this means removal of all personal belongings and all debris. 

A closing period is typically 30-45 days from the date the offer is signed and accepted and cash offers can close even sooner, within a week or two. So once your home hits the market, time could potentially fly. I recommend doing as much purging and moving as possible before listing — you’ll have to clean out your closets eventually, might as well do it before! Less is always more for buyers who will peek in every nook and cranny.

Sometimes a second set of eyes is helpful for seeing what needs clearing or keeping. I often do room-by-room walkthroughs with clients at the beginning stages to help determine which items to eliminate, especially larger pieces that may need to be donated or sold. In many cases, sellers were planning to get rid of stuff anyway and appreciate a green light to begin purging. Professional stagers work in a similar way. They create punch lists for sellers that include suggestions for specific paint colors, light fixture updates, and more.

Scenarios for selling are as varied as the homes and lives of the people living in them. Once you’ve made the decision to move, don’t be afraid to ask for assistance — family, friends and professionals can be invaluable for smoothing out the process. We are here to help. Mobilizing to sell and move may seem daunting but it is certainly doable. I continue to be amazed by the effort, energy and perseverance of my clients who have made it happen.

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes to inform buyers and sellers on variety of topics including market conditions, tips for selling and buying, homeownership trends, and more. Reach her at heidi@lyndenrealty.com or 651-503-1540. 

How to Prep Your Home to Sell: Top 10 Tasks

1. Deep Cleaning

Ensure your home is spotless. Clean carpets, wash windows, and scrub floors. Pay attention to often overlooked areas such as baseboards, light fixtures, and grout lines. A clean and fresh-smelling home makes a positive impression. Be sure to address odors as well. Eliminate any unpleasant smells by deep cleaning carpets and upholstery. Keep the home well-ventilated during showings. Avoid using air fresheners or scented candles.

3. Declutter and Depersonalize

Remove excess belongings to make your home appear more spacious and allow potential buyers to envision themselves in the space. Pack away personal items like family photos and keepsakes. Clear countertops, closets, and storage areas to showcase the available space.

4. Repairs and Maintenance

Fix any visible issues such as leaky faucets, broken tiles, cracked walls or stained ceilings. Ensure that all systems and appliances are in good working condition. Consider replacing appliances that are nearing end of life.

2. Enhance Curb Appeal

First impressions matter! Enhance your home's exterior by mowing the lawn, trimming hedges, planting flowers, and adding fresh mulch. In winter, be sure sidewalks and driveway are clear of snow. Consider repainting the front door, updating hardware and adding new house numbers.

5. Neutralize and Paint

Consider repainting rooms with neutral colors to create a blank canvas for potential buyers. Neutral tones appeal to a broader range of people and make it easier for them to imagine their furniture and belongings in the space. Though a pop of color on an accent wall works well in photos and for creating dimension!

6. Maximize Natural Light

Open curtains and blinds to allow natural light to fill the rooms. Clean windows inside and out to ensure they are spotless and let in as much light as possible.

7. Stage Your Home

Arrange furniture and decor to highlight the home's best features and create an inviting atmosphere. I strongly recommend hiring a professional stager to help you with this! Their approach is to market to specific buyers in your area at your price point. Stagers can also offer design recommendations for paint colors, refreshed lighting, bath fixtures, flooring, and much more!

8. Refresh Kitchen & Bathrooms

The kitchen is a crucial area for buyers. Update outdated fixtures, repair or replace damaged cabinets, and consider upgrading appliances if needed. Clean and repair any issues in the bathrooms. Replace outdated fixtures, re-caulk bathtubs and showers, and add fresh towels and accessories.

9. Update Lighting

Adequate, modern lighting enhances the appeal of a home. Replace outdated or broken light fixtures and ceiling fans, and consider using energy-efficient bulbs (warm white!) to save on energy costs.

10. Set an Appropriate Price

Work with a real estate agent to determine a competitive and realistic listing price based on market trends, location, and the condition of your home. Pricing your home accurately is crucial for attracting potential buyers. Savvy buyers will know if your home is overpriced and will most likely wait out a price drop. As with most “retail pricing”, shoppers wait for the sale. But once this happens buyers may start to wonder, “what’s wrong with it?”, especially in a hot seller’s market. Better to hit the pricing sweet spot when first entering the market than to lower it later on.

Remember, the specific requirements for preparing a home for sale may vary depending on its condition, location, and target market. It's always a good idea to consult with a local real estate professional for personalized advice tailored to your situation.

Simple House Projects that Boost Livability, and Appeal to Buyers

If you’re staying safe at home, now might be good time to start knocking house projects off your list, especially if you plan to sell in the near future. After a long winter of inside living, the list of possible tasks can seem overwhelming. How do you prioritize? Here’s a list of fairly simple and inexpensive projects that will make your home more appealing to buyers in the event of a future sale. At the very least, you might enjoy the small changes and improvements to your space during your days and weeks spent quarantining.

Organize Your Entry

Outdoor gear tends to pile up near main entry points, especially during colder months. Take time to clean it up and create system for organizing coats, hat, bags and shoes, ideally out of sight. Decorative hooks, baskets, bins or cubbies can work wonders. If you have a coat closet that needs reorganizing, even better. Clean it out and keep it organized. This is something you could do in a weekend. It’s an easy and inexpensive way to boost appeal and create a positive first impression.

Purge and Declutter Closets, Drawers, Shelves and Cabinets

This always takes longer than you think. Start now, go room by room, closet by closet, drawer by drawer…or whatever system works best for you.

Replace, Fix, Dispose of Broken Appliances

Broken dishwasher? Replace or fix it. You should have functioning appliances at the very least when selling a home. Old broken freezer in the basement? Remove it. Most buyers don’t want to inherit old appliances they’ll have to pay to dispose of. They may make removal a condition of the sale prior to closing so you might as well do it now. And if a new one is needed, at least you’ll have time to enjoy it. Assess your appliance situation and make improvements if needed.

Fix Leaks or Broken Faucets

This might help your water bill too so you might as well do it now while you’re still living there. If you have a leaky faucet or a running toilet plan on a future buyer asking for this repair. If you have loose fitting ones, tighten or replace them now.

Update Cabinet Hardware (Kitchen + Bath Pulls, Knobs, etc.)

This is a cheap way to refresh cabinets. Modernizing hardware, even on outdated cabinets, can make a big difference. Consider coordinating with updated faucets to create unity.

Clean Out the Garage

Here’s a good spring project. Decluttering your house should be priority when getting ready to sell, but tackle the garage too if you have time.

Repair Holes, Cracks, Water Damage in Walls and Ceilings

Filling holes left from old wall art is cheap and well worth your time. It may require paint touch-ups or even new coats though. Do that too if you can.

Seeing spots from past water damage raises concern for some buyers. Take care to repair them but know you’ll need to disclose in writing any known damage.

Finish Incomplete Paint or Remodel Projects

You may have started a project, stopped it eons ago, and forgotten about it completely. You might not notice it, but a buyer will. Most new owners don’t want to inherit someone else’s half-completed project. Do what you can to finish it off while you have the time.

Cover or Paint Radiators

I love older homes and hot water heat but radiators can become dust-collecting eye-sores if neglected. At the very least, clean them. If time and budget allow, consider getting custom-made covers or repainting them.

Covers

Chris Seidl is a Minneapolis-based carpenter who creates custom covers for just about any space. This spring he designed, built, painted and installed a custom cover for my kitchen — I highly recommend! This is a great way to add extra storage too, which any potential buyer will appreciate.

Painting

If radiator covers aren’t in your budget, you may want to just clean and paint them. Color and paint type matter when finishing radiators so I recommend consulting with experts at a local paint store when selecting products.

Chris Seidl of Craftsman Radiator Covers, a Minneapolis-based one-man-show who designs and installs custom radiator covers

Fix Missing Trim, Thresholds, Broken Doors, etc.

Again, like abandoned remodel projects, these can be easily overlooked — you just stop seeing them. Buyers will take note, and may also wonder, “What else has been neglected?

Refresh Outlets and Cover Plates

If you have old, dirty, or mismatched plate covers in rooms, replace them with new matching ones. It’s super cheap, just takes a little time. You also might want to consider grounding outlets and putting GFCIs in all the right places, if you haven’t already. Though these are common inspection items, they’re usually not deal breakers for buyers.

Replace or Remove Broken (or Outdated) Window Coverings and Blinds

Think “less is more” when considering your window treatments. People love natural light so let it in whenever possible. Replace broken blinds and shades, or remove them altogether if privacy isn’t a factor. Minimalist coverings are more in vogue. Think plain, airy and simple designs, textures and colors.

Wash Your Windows

Thoroughly clean all windows, inside and out. If you’ve never done it, or if it has been a while, you will be amazed, especially after a Minnesota winter or two. It will make your whole house will feel cleaner. It can be a daunting task depending on your home size but plenty of companies will do it for you. They do schedule the service colder months but when temperatures dip below 32 anti-freezing product will be added, diminishing the result.

Replace Old Rugs and Welcome Mats

One very simple project is to get rid of old muddied rugs and welcome mats and replace with new. Clean points of entries are key to creating positive first impressions, and door mats and rugs are usually the first things to come into view when buyers walk into homes. You might want to do this closer to listing though to keep the new ones clean. You could just buy now them and have them ready. One more thing off your list!

Add or Transplant House Plants

Adding plants to your rooms is a simple and inexpensive way to warm up your space, especially in colder months. House plants add life and can be used as pops of color. Use a floor plant in place of furniture or knick knacks to fill in empty spaces (in big corners, on bookcases, etc.) Add to a bathroom to create a spa-like feel or use as simple centerpieces for a kitchen, dining or coffee table.

Be sure to keep plants looking healthy — trim dead leaves and follow instructions for keeping them alive! If you’re not a plant person you might want to wait until closer to listing before taking on the task, or pick hardy varieties that demand little attention. Succulents and cacti are easy options. They’re also trendy right now and can add a modern, up-to-date accent that complements most home styles.

Deep Clean Everything, Even the Fridge

This may not be so quick and simple, depending on your starting point, but it is the most important, and it’s free (or can be). So if there’s anything that needs deep cleaning (refrigerator shelves, bathtub & shower, stovetop, hall closet, garage, etc.) might as well begin now.

When cleaning spaces it’s also best to clean out. Start purging and getting rid of unwanted stuff sooner than later. This part can be overwhelming so go bit by bit and celebrate small completions. Clean and tidy kitchens and baths are most noticeable to buyers so you may want to start there.

Fix Lights and Replace Bulbs

Natural light is always best but sometimes showings happen after sunset. There’s a good chance buyers will be viewing your home at night, especially in winter months. Pleasant lighting will add to a buyer’s overall impression of a space. Take a close look at your lighting situation and make the simple additions, repairs or replacements needed to enhance it.

Check all overhead fixtures and sconces for burned out bulbs. Replace where needed and make sure to match bulb strength and color. For example, if you have a 3-bulb bath fixture be sure all three have the same type bulb. And if a fixture is broken, now is a good time to replace it.

Soft, warm light is preferred for creating a cozy atmosphere. Florescent or blue-white bulbs feel cold and harsh. Lamplight also creates a more comforting, homey feel, especially compared to flush mount overhead lights. Add lamps (with warm bulbs) to rooms where space allows. Thinks bedside tables, poorly-lit corners and even bathrooms or hallway console tables. Dimmers on pendants and chandeliers are also handy for creating a cozy ambience. Again, this is an easy, quick way to increase appeal that could be done in a weekend.

Spruce Up Your Entry with New House Numbers

This simple change can add instant style and curb appeal. Make sure the font matches your home’s style.

Paint or Touch up Exterior Trim, Siding and Doors

If you have flaking paint, scrape and repaint if possible. If your exterior door needs a refresh, paint it. A pop of color and an inviting entry create curb appeal and positive first impressions. I recommend a statement color in keeping with the style of your home.

Though April is usually too early in Minnesota for outdoor painting, it may be a good time to start planning and scheduling a future project. Martey Jakel, local St. Paul-based painter and owner of Showcase Home Painting takes outdoor jobs all spring, summer and fall, as long as paint can properly adhere. Most paint can be applied with temps and drying time as low as the high 30’s (40 to be safe). Martey recommends doubling the manufacture’s drying time at these temps to ensure adhesion. He also recommends checking window sills and seals where built-up moisture can cause flaking and rot. Caulking and priming these trouble spots before winter can be well worth your time and effort. If you’re not sure how to identify what needs what, call a paint professional. You’ll have better luck scheduling them this time of year as construction and repair projects slow with seasonal changes.

Clean Gutters and Repair Downspouts

Use warmer, rain-free days to do a spring cleaning of gutters. Repair and reposition broken or leaking downspouts to divert rainwater and melting snow.

Repair Rotting Exterior Trim Pieces and Decking

If you have rotting boards, replace them, especially floor boards that can create hazards or let in moisture. If weather permits, paint or stain replaced parts. If you need to hire someone to do the repairs, start calling now to get scheduled. Contractors’ calendars fill up fast this time of year.

Add Mulch to Gardens and Landscape

Get ahead of the weeds and spruce up your yard by laying mulch early spring. Avoid bags of plastic by using recycled wood from around the Twin Cities. Many counties and cities offer free wood chips/mulch for pick-up. Ramsey County and the City of Minneapolis have several pick-up sites around the metro, for example. Check your city/county websites for availability, locations and hours.

Get Help

Your home’s condition and age matter when prioritizing your to-do list. These projects may be totally irrelevant or just a starting point, it all depends. If you are considering selling, I recommend getting help creating a customized list before you begin. Walking through your house with a second set of eyes is often what’s needed to zero in on the best use of your time and money. I do this often with clients, sometimes long before listing. If you need help figuring out where to start, call or message me for a consultation. We can even schedule a virtual walk-through to practice safe distancing — whatever works for you.

651-503-1540 | heidi@lyndenrealty.com

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on variety of topics including buying and selling, market conditions, homeownership trends, local events and more. Reach her at heidi@lyndenrealty.com or 651-503-1540. 

What does “Coming Soon” mean in the Twin Cities?

{Spring 2021 Update: At the time of initial publication regional Northstar MLS “Coming Soon” properties were not synched to IDX (Internet Data Exchange) sites like Zillow. Agreements between Northstar and those sites have since changed — all Coming Soons are now shared and visible.}

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Spring 2019 marked the first home-selling season with the regional Northstar MLS’s “Coming Soon” status in play. The parameters for listing a property as “Coming Soon” are well defined by our MLS and many agents have started strategic use of this option. There may be some confusion for consumers, however. Here’s what home buyers and sellers need to know when they see a home listed as “Coming Soon”.

It’s not Zillow

It’s not the same as Zillow’s “Coming Soon”. In fact, unlike Active, Pending and Sold MLS listings, “Comings Soon” properties are not even visible on Zillow. Northstar MLS has not (yet) contracted with Zillow or similar synched-up sites like Trulia to allow access. Zillow has rights to display homes with other listing categories, but not this one.

This MLS option should not be confused with a similar feature on Zillow that allows home owners and “Premier Agents” (Realtors paying to advertise) to create separate Zillow Coming Soon listings. The two are not the same. Our MLS “Coming Soon” properties can only be viewed by MLS subscribers (agents, brokers and real estate professionals) and are typically emailed directly to clients via the MLS database.

Coming soon…how soon?

A property can be “Coming Soon” in the MLS for a maximum of 21 days. With home seller approval, the agent/broker manually sets an activation date when creating the listing. When that date hits, the status automatically switches to “Active” and goes live on major search sites. If the sellers aren’t ready to show by that date they have a couple of options: cancel altogether or switch it to TNAS (Temporarily Not Available for Showing) — a common short-term delay maneuver used for a variety of reasons (unexpected repairs, houses guests, etc).

Can I tour a “Coming Soon” listing?

Strict rules set up to create fair play prevent listing agents from showing a home when its status is “Coming Soon”. In fact, an agent could be fined $1000 for doing so. Once a home is “Active” in the MLS sellers should be ready to allow showings, but not before.

Buyers’ agents can, however, request showings for anytime after the “Active” date, even if it’s 3 weeks out. So if you want to be the first one in a property once it’s live/active, get a showing appointment request in asap. Planning ahead to be the first one to view a home is a smart move in a tight seller’s market.

Why no photos?

“Coming Soons” require a minimum of one photo to be listed. Some agents are adding more now but I still see many with just one or two exterior shots. This can be a source of frustration for buyers whose interests are piqued by location, price and curb appeal but still want to see the inside. If you’re not seeing the full set of photos right away do check back. The listing agent will likely add the rest on or near the “Active” date.

Buyer advantage

In this fast-paced seller’s market the “Coming Soon” option may give buyers some room to breathe as well as the luxury of lead time for making a sound decision. If enough information is revealed in a “Coming Soon” listing (full set of photos for example) buyers may be able to decide yea or nay before it goes active. If the home is of interest, shoppers can use the interim to mentally prepare their offer price and terms, jockey schedules for a fast future showing and connect with their lender for an updated pre-approval. It may enable them to act swiftly with a competitive offer when the time comes.

Seller strategy

If you’re contemplating selling your home, you should seriously consider your options for a successful entrance into the market. Creating an effective “Coming Soon” listing is one strategy but it might not be right for your situation. A poorly planned entrance can easily backfire, even in a hot seller’s market.

Create a course of action that makes sense with current buyer activity and your target market — of course I recommend working with a real estate professional when doing so. A good agent who stays on top of local trends (what’s working and what’s not) will be an invaluable resource in helping you take advantage of the seller’s market now in full swing around the Twin Cities.

If you want to know more or need some advice I’m happy to talk through selling (or buying) strategies. If you want to keep watch for “Coming Soon” listings in particular neighborhoods or cities, I can set those up as well.

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on variety of topics including buying and selling, market conditions, homeownership trends, local events and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

5 Quick and Easy Ways to Boost Your Home’s Appeal

If you’re thinking about selling soon you’ll want to take a close look at your home’s condition and determine what projects, if any, will need to be done before marketing it. Some projects can feel overwhelming and may or may not be necessary (meeting with a real estate professional is a good way to prioritize that list.)

Details matter to home buyers but can easily be overlooked by sellers, especially if you’ve been in the home a while. It’s easy to just stop seeing what is always in view. Know that buyer perception will be affected by small, seemingly insignificant improvements. Here’s a list of five simple projects you could do in a weekend to start boosting your home’s appeal for those future buyers.

Organize Boot, Bag & Coat Storage

Winter gear tends to pile up over the season, especially near main entry points. If you list during this time of year, you’ll want to address the mess. Walking into mound of jackets and footwear is a distraction for buyers at the very least, and can easily can create a less-than-ideal first impression for anyone touring your home. Take time to clean it up and create system for organizing coats, hat, bags and shoes, ideally out of sight. Decorative hooks, baskets, bins or cubbies can work wonders. If you have a coat closet that needs reorganizing, even better. Clean it out and keep it organized. This is something you could do in a weekend. It’s an easy and inexpensive way to boost appeal and create a positive first impression for buyers.

Add Mood Lighting

Natural light is always best but this time of year many showings happen after sunset. There’s a good chance buyers will be viewing your home at night, and the light illuminating the space will add to their overall impression. Take a close look at your lighting situation and make the simple additions, repairs or replacements needed to enhance it.

Check all overhead fixtures and sconces for burned out bulbs. Replace where needed and make sure to match bulb strength and color. For example, if you have a 3-bulb bath fixture be sure all three have the same type bulb. And if a fixture is broken, now is a good time to replace it.

Soft, warm light is preferred for creating a cozy atmosphere. Florescent or blue-white bulbs feel cold and harsh. Lamplight also creates a more comforting, homey feel, especially compared to flush mount overhead lights. Add lamps (with warm bulbs) to rooms where space allows. Thinks bedside tables, poorly-lit corners and even bathrooms or hallway console tables. Dimmers on pendants and chandeliers are also handy for creating a cozy ambience. Again, this is an easy, quick way to increase appeal that could be done in a weekend.

Replace Worn Rugs & Welcome Mats

An even easier project is to get rid of old muddied rugs and welcome mats and replace with new. Clean points of entries are key to creating positive first impressions, and door mats and rugs are usually the first things to come into view. You might want to do this closer to listing though to keep the new ones clean. You could just buy now them and have them ready. One more thing off your list!

Add Potted Plants

Adding plants to your rooms is a simple and inexpensive way to warm up your space, especially in colder months. House plants add life and can be used as pops of color. Use a floor plant in place of furniture or knick knacks to fill in empty spaces (in big corners, on bookcases, etc.) Add to a bathroom to create a spa-like feel or use as simple centerpieces for a kitchen, dining or coffee table.

Be sure to keep plants looking healthy — trim dead leaves and follow instructions for keeping them alive! If you’re not a plant person you might want to wait until closer to listing before taking on the task. Or pick hardy varieties that demand little attention. Succulents and cacti are easy options. They’re also trendy right now and can add a modern, up-to-date accent that complements most home styles.

Clean!

This may not be as quick and simple, depending on your starting point, but it is the most important, and it’s free (or can be). So if there’s anything that needs deep cleaning (refrigerator shelves, bathtub & shower, stovetop, hall closet, garage, etc.) might as well begin now.

When cleaning spaces it’s also best to clean out. Start purging and getting rid of unwanted stuff sooner than later. This part can be overwhelming so go bit by bit and celebrate small completions. Clean kitchens and baths are most noticeable to buyers so you may want to start there.

As the weather warms consider scheduling window washers to clean all windows inside and out (or do it yourself). This will make the whole house seem cleaner. If you’ve never done it, or if it has been a while, you will be amazed, especially after a Minnesota winter or two. And if hiring whole-house cleaners is in your budget, do it. Try to schedule it as close to listing time as possible though.

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on variety of topics including buying and selling, market conditions, homeownership trends, local events and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

Photo Credits

Succulent: avery klein on Unsplash | Rugs: Lida Sahafzadeh on Unsplash

Welcome mat: Jon Tyson on Unsplash | Sink: pascalhelmer on Pixaby

What Sellers (and Buyers) Should Know About Minnesota Property Disclosure

If you’re buying or selling a home in Minnesota you’ll need to get familiar with the state’s required disclosure laws. Sellers of single-family properties (including condos, townhomes and co-ops) are legally required to disclose in writing any known information that may adversely and significantly affect a buyer’s use or enjoyment of their property (MN Statutes 513.52 through 513.60).

Minnesota homeowners planning to sell should be aware of this requirement prior to listing. They should also understand the liability involved in such a disclosure. (They can be held liable for up to two years for intentionally omitting or misrepresenting information.*)

Home buyers in Minnesota need to know where and how to access this information, what to look for and what alternatives sellers may use in lieu of the standard form.

The Minnesota Seller’s Property Disclosure

The Minnesota Association of Realtors (MAR) uses a standard Seller’s Property Disclosure form to satisfy the statute requirements. Sellers fill out this 10-page form to the best of their ability, sign and make it available to prospective buyers during the listing period. Typically, the listing agent will upload a copy to the MLS where buyers’ agents can view, download and share with interested clients. Hard copies may also be left at the property for viewing during open houses and private showings. A buyer making an offer will need to sign the Seller’s Disclosure and present it along with the purchase agreement.

Filling it out

Homeowners should make a good faith effort to disclose all material facts to “the best of the seller’s knowledge at the time of the disclosure.” They must complete it themselves (Realtors cannot contribute) and should check any previous disclosures or past inspections for additional information.

Updating as needed

If anything changes from the date the Disclosure is completed and signed through the day of closing, sellers must notify the buyers in writing with a signed amendment disclosing any new information. Your real estate agent can provide a blank amendment.

The Minnesota Disclosure Alternatives Form

Sellers may choose one of two alternatives to the full Seller’s Disclosure — either a third-party inspection or a waiver. To satisfy one of these two options MAR uses a second “Seller Disclosure Alternatives” form which is also shared with prospective buyers. A seller checks one of two options, signs and makes available to buyers along with any corresponding inspection reports.

Third Party Inspection

One alternative is to provide a “qualified third party” inspection report. A qualifying party would be any “federal, state, or local government agency, or any person whom the seller, or prospective buyer, reasonably believed has the expertise necessary to meet the industry standards of practice” for preparing such a report. This option will most likely cost the seller and isn’t often used. When this report is provided, sellers and their agents are still obligated to disclose any known material facts that contradict the report or that are omitted from it.

Waiver

If buyers and sellers agree, the Sellers Disclosure may be waived. The “Waiver” box is then checked on the Alternatives form and both parties sign off on it. Why might a seller choose a waiver? Reasons vary but it’s sometimes due to simple lack of information. For example, if adult children sell their parents’ home having never lived there, they may choose a waiver. Or if an investor sells a home that was occupied solely by renters, a waiver might make sense. Seeing a waiver can make buyers nervous, however, so I typically recommend that home sellers share as much information as possible using the full Disclosure form.

Common Red Flags for Buyers

If you’ve found a house that fits and are thinking it’s the one, you should examine all disclosures. Your real estate agent should provide them. If not, ask.

What do buyers commonly look for when reviewing the Seller’s Disclosure? Big ticket items like age of the roof (if known) and details relating to any past damage to foundation, windows, walls, siding and roofs of all structures should be noted. Water seepage and sewer back ups can also be red flags, though basement moisture is not uncommon in older Minnesota homes. A previous sewer back-up could signal a future problem unless properly remedied. Getting a sewer scope during your inspection period can be money well spent if you suspect an issue. Checking for a past problem on the Disclosure is a good place to start.

Past work done on the property must also be disclosed along with any work done without appropriate permits. You’ll also want to check for any easements, encroachments, restrictions, etc. These items, often found through title searching, aren’t always visible but may affect your use and enjoyment. Buyers can also check the working order and presence of all appliances and systems including heating, electrical, plumbing and mechanical.

Disclosures NOT Required by Sellers

• Ghosts, paranormal activity

• Natural death or suicide

• HIV-infected owner or occupant

• Proximity to adult residential facilities

If you suspect your house is haunted, you’re not legally obligated to share. In addition to paranormal activity, sites of suicide, natural or accidental deaths need not be disclosed (murder on site is required.)

Disclosure of homes currently or previously “occupied by an owner or occupant who is or was suspected to be infected with human immunodeficiency virus [HIV] or diagnosed with acquired immunodeficiency syndrome” is not required.

Sellers also are not legally obligated to disclose whether the neighborhood has an “adult family home, community-based residential facility, or nursing home.”

Read the full statute section here.

Selling? Plan Ahead

If you’re planning to list soon you should get familiar with this form, begin formulating your response and start digging up past disclosures and paperwork that might be useful. Do you remember purchasing title insurance, for example? Your old closing documents may have the answer. Can you recall years when you did major repairs? Look for old receipts to confirm when and what work was done. If work was extensive, start making a list of everything, it can be attached to the Disclosure saving you time when you’ll most likely need it. Read through the form carefully and highlight unknown terms. Your agent should be able to clarify or at least point you in the right direction when filling out this form.

If you would like to learn more about our state (and city) disclosure requirements feel free to connect. heidi@lyndenrealty.com

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on variety of topics including buying and selling, market conditions, homeownership trends, local events and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

*Consult with legal professional for advice if needed

Image by WikimediaImages from Pixabay

What can you do now if you're planning to sell this spring?

Planning to list your home this spring? It may seem far off, with heavy snow yet to hit, but the early spring market will be here in no time. In fact, it can start as early as February depending on factors like weather, inventory and motivation.

If you have a 3-month window to prep, what projects should you start now? I’ve put together a list of common tasks sellers often tackle when preparing homes for the market. It’s not exhaustive and may be way more than needed (every situation is unique), but take a look and decide what makes sense for you.

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Seller’s Fall & Winter To-do List:

Attend to the pre-sale inspection

Currently 16 cities around the metro require some type of inspection prior to listing a home for sale. Sometimes called a TISH, or Truth-in-Sale-of-Housing inspection, they are typically good for 1-2 years. Some cities require repairs based on items found in the TISH. Others just want the report available to potential buyers. You could use this time to address any items that might be flagged in the inspection. Check with your city for specific items covered.

Inspect roof & make needed repairs

Walk the roof, or have a professional do it for you. Many roofing companies schedule regular seasonal check-ups to inspect for built-up debris, compromised caulking around chimneys, and more.

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Spruce up your entry with new house numbers

This simple change can add instant style and curb appeal. Make sure the font matches your home’s style.

Insulate

With winter comes the possibility of ice dams. In past years they’ve created major headaches for early spring sellers. You can work to prevent them by getting your home assessed and taking preventative action while you can. Check for adequate attic insulation and ventilation. More importantly, seal your attic bypasses — those gaps where warm air from can easily escape into your attic. Think plumbing vents, bath fans, electrical conduits, can lights, etc.

Close out permits

Check with your city for outstanding permits and get them closed. This may take time if inspections are required so it’s best to get the process rolling.

Purge & declutter

This always takes longer than you think. Start now, go room by room, closet by closet, drawer by drawer…or whatever system works best for you!

Replace/fix/dispose of broken appliances

Broken dishwasher? Replace or fix it this winter. You should have functioning appliances at the very least. Old broken freezer in the basement? Remove it. Most buyers don’t want to inherit old appliances that are costly to remove. They may make removal a condition of the sale prior to closing so you might as well do it now. And if a new one is needed, at least you’ll have time to enjoy it. Assess your appliance situation and make improvements if needed.

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Fix leaks or broken faucets

This might help your water bill too so you might as well do it now while you’re still living there. If you have a leaky faucet, plan on a future buyer asking for this repair. If you have loose fitting ones, tighten or replace them this winter.

Repair holes, cracks & water damage in walls and ceilings

Filling holes left from old wall art is cheap and well worth your time. It may require paint touch-ups or even new coats though. Do that too if you can.

Seeing spots from past water damage raises concern for some buyers. Take care to repair them but know you’ll need to disclose in writing any known damage.

Paint the interior

Neutralize your room colors as needed (soft, warm grays, whites and creams are safe choices.) Or use existing neutral colors to refresh scuffed up walls and trim. New (and carefully applied) paint is an inexpensive and highly effective way to freshen your space. If you don’t have the time or energy, winter is a good time to hire a professional — they’re not as busy so easier to schedule.

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Update light fixtures

Take a close look at your light fixtures. Replace anything broken and outdated, especially in highly visible areas (think dining room, bathrooms, kitchen pendants, etc.)

Update cabinet hardware (kitchen & bath pulls, knobs, etc.)

This is a cheap cabinet refresh. Modernizing hardware, even on outdated cabinets, can make a big difference.

Refresh outlets & cover plates

If you have old, dirty, or mismatched plate covers in rooms, replace them with new matching ones. It’s super cheap, just takes a little time. You also might want to consider grounding outlets and putting GFCIs in all the right places, if you haven’t already. Though these are common inspection items, they’re usually not deal breakers for buyers.

Clean out the garage

Here’s a good fall project. Decluttering your house should take precedence, but do the garage too if you have time.

Finish incomplete paint or remodel projects

You may have started a project, stopped it eons ago, and have totally forgotten about it. You might not notice it, but a buyer will. Most new owners don’t want to inherit someone else’s half-completed project. Do what you can to finish it off this winter.

Fix missing trim, thresholds, broken doors, etc.

Again, like abandoned remodel projects, these can be easily overlooked — you just stop seeing them. Buyers will take note, and may also wonder, “What else has been neglected?”

Replace or remove broken (or outdated) window coverings, blinds, etc.

Think “less is more” when considering your window treatments. Buyers love natural light so let it in whenever possible. Replace broken blinds and shades, or remove them altogether if privacy isn’t a factor. Minimalist coverings are more on trend. Think plain, airy and simple designs, textures and colors.

Wash your windows

Thoroughly clean all windows, inside and out. If you’ve never done this before you’ll be amazed. Your whole house will feel cleaner! It can be a daunting task depending on your home size but plenty of companies will do it for you. Companies do schedule cleanings in winter months but once temperatures dip below 32 degrees, anti-freezing product will be added. Do it now to enjoy the benefits and knock it off your list, or clean them come spring (before photos!)

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Tile backsplashes

Tile can be a fairly inexpensive way to finish off a kitchen or bathroom space, adding an element of interest or a splash of color. If you have time and resources, consider doing small tile jobs that align with the style and era of your home.

Replace old carpet (or remove)

If your carpet is old and worn seriously consider replacing it before listing. Winter is a good time to shop and schedule this. If it’s newer and looking good, get it professionally cleaned closer to your listing date (you’ll want it as clean as possible when showing off your house.) If you have hardwood floors under the carpet, expose it — buyers value original wood, especially if it’s well preserved.

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Weather permitting:

Paint or touch-up exterior trim, siding & doors

If you have flaking paint, scrape and repaint if possible. If your exterior door needs a refresh, paint it. A pop of color and an inviting entry create curb appeal and positive first impressions. I recommend a statement color in keeping with the style of your home.

Though it’s too late for a whole-house paint job, there may still be time to sneak in smaller projects, weather permitting. Caulking and priming these trouble spots before winter can be well worth your time and effort. If you’re not sure how to identify what needs what, call a paint professional. You’ll have better luck scheduling them this time of year as construction and repair projects slow with seasonal changes.

Clean gutters & repair downspouts

If it’s not too late, use warmer, snow-free days to do a final leaf cleaning of gutters. Repair and reposition broken or leaking downspouts to divert thawing snow come spring.

Repair rotting exterior trim pieces and decking

If you have rotting boards, replace them, especially floor boards that can create hazards or let moisture in. If weather permits, paint or stain replaced parts.

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Get help

Your home’s condition and age matter when prioritizing your to-do list. These projects may be totally irrelevant or just a starting point, it all depends. I recommend getting help creating a customized list before you start winter projects. Walking through your house with a second set of eyes is often what’s needed to zero in on the best use of your time and money. I do this often with clients, sometimes long before listing. If you would like to talk about preparing and selling your home, feel free to reach out.

651-503-1540 | heidi@lyndenrealty.com

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on variety of topics including buying, selling, market conditions, homeownership trends, local events and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

Good Comps, Bad Comps: Estimating Your Home's Value

The market is always fluctuating, which means so is the value of your home. What’s it worth today? Good question, let’s figure it out. I often hear talk of using Zillow Zestimates for determining market value — I wish it were that simple. The site’s automated valuation model (AVM) technology might offer a speedy method for getting a ballpark number, but it misses so much more in the math-driven process. Determining market value is part science, but also art — it necessitates keen understanding of what local residents value along with close investigation of what is, has been, and will be available within a well-defined area.

What’s a comp?

A tedious yet more effective way to determine value is to research comparable homes, or comps, and study current trends in the local market — the closer to your home the better. Comps are homes that have recently sold or gone pending, are currently listed and not selling, or were once listed but since expired and pulled. When identifying comps, I recommend keeping your selection current. Start with those sold within the past 6 months, especially in a fast-changing market, then expand to 12 months as needed.

But what is a good comp, and what is a bad one? For the closest matches, you’ll want to consider multiple variables. Begin with the obvious like total finished square feet, location, number of bedrooms, and available garage space. Look too at home style, age, overall condition and recent updates, especially of kitchens and baths.

Location

If possible, choose properties within a half-mile radius of your home. Go beyond, up to 1 mile, if necessary but avoid crossing major roads, rivers, and other geographical barriers. If your home has shoreline, choose other waterfront properties. If it’s next to a highway or on a busy street, follow the same principle. If you know some blocks in your neighborhood are cherished more than others, consider streets best resembling yours.

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Home Features

Start with the obvious — is your home a single-family, multi-family, condo or townhouse? Next search for properties close in home size and lot size with the same number of bedrooms and baths, when possible. Match style as well. For example, if you’re selling a rambler, a 2-story foursquare will not be your best bet. Instead, find similar one-stories. If your home has a distinct architectural style, like Mid-Century Modern or Queen Anne Victorian, look for homes similar in design and pedigree.

The same goes for age. Match historic homes to other older homes. Tear downs and new builds are common in city neighborhoods but can carry a heftier price tag. A typical 80-year-old home is usually no match for new construction in terms of market value.

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Condition and Updates

Look beyond the numbers. Study photos and listing descriptions to discern the level of finish and extent of updates. (Touring a home live is better, but an unlikely option once it’s sold or under contract.) Pay particular attention to kitchens and bathrooms (pictured less often, unfortunately). Hunt for recent updates including new appliances, cabinets, counters, and fixtures.

Take note of other value-adding updates such as flooring, HVAC systems, new garage, windows, roof & siding or extensive landscaping. Read descriptions and acceptable offer terms to glean info about condition (photos can be deceiving.) For example, if it was sold “as-is” or as a distressed property it may have been in disrepair which will affect value. Finally, consider extra amenities like carriage houses, finished space above garages, and detached bonus spaces such as offices, art studios, “she sheds”, or ADUs (auxiliary dwelling units).

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Get help when needed

This type of market research and analysis is the everyday work of real estate agents. It’s what we do when working with both sellers and buyers. Preparing an accurate CMA (Comparative Market Analysis) is of course a critical step for sellers getting ready to list, but it also helps buyers zero in on a justifiable price when making an offer. Most likely your buyers, their agent and appraiser will all be analyzing comps and local market trends to determine how much your home is worth. You should be too.

It’s helpful for owners to understand which factors and forces are contributing to their homes value when preparing to sell. But digging for comp data and combing local listings can be a time-consuming pursuit. If you’re feeling overwhelmed at the thought of it, consider connecting. I’m happy to search on your behalf and pull together a comprehensive CMA to get you started.

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on variety of topics including buying and selling, market conditions, homeownership trends, local events and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

Should I hire a Realtor? What type of representation is available in Minnesota?

If you are buying or selling real estate in Minnesota you should know what type of agency representation is available to you as a consumer. Realtors® in Minnesota are required to talk about this with potential clients early on in any communications. If you start talking about your price, terms, or motivation with an agent, expect to be presented with a written disclosure and explanation about different ways agents can represent their clients. This is for your benefit and agents are required to share it. Feel relieved rather than pressured when getting the form — it’s a disclosure, not a contract and will equip you with valuable information to help in your process. If an agent does not present it when you think they should, ask. A good agent will be adhering to ethical standards and this initial interaction may give you insight into future communications and relationships.

To help home buyers and sellers better understand Minnesota’s agency disclosure requirement, the St. Paul Area Association of Realtors® created this quick video. Check it out to learn more!

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on a variety of real estate related topics including buying and selling, market conditions, homeownership trends and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

Staging to Sell {BEFORE and AFTER}

Q & A with stager

Becca Schwartzbauer

Grey Duck Staging & Design

Last spring I worked with Becca from Grey Duck Staging & Design to sell a home that had previously sat vacant. Touching every room in the house, she completely transformed its spacious, bare rooms into cozy, livable spaces. It was a remarkable change worth sharing — check out the BEFORE & AFTER pictures below!

Whole-house transformation of a vacant home is just one end of the staging spectrum. Stagers offer a range of service levels depending on your budget and existing decor and can work wonders with homes of willing sellers starting with a simple consultation. To share more about these services and benefits, I turned to Becca for answers to commonly asked questions about staging to sell:

Q: Is staging different from decorating?

A: Staging is meant to be less taste-specific than decorating. We work with the space that’s available and chose size-appropriate furniture. I also choose inventory that is appropriate for the era of the home — textiles and fabrics — keeping the design relevant. We're trying to think about marketing to as many different buyers as possible. I’m staging for the masses and trying to think about the demographics of the neighborhood and who the buyer is going to be, whereas decorating is more about personal taste.

Bedroom & office

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Q: Which rooms are most important to stage? 

A: You never get the second chance at a first impression so right when you walk in, those rooms are high impact and most important because they are going to set the tone for the rest of the showing. Some of the most important rooms are the highlights of the home — if there’s a second living space, if there’s a beautiful master and en suite — those are the things we really want to highlight. It’s also important, on the other side of the coin, to stage areas that might be flex spaces or spaces that a buyer might not know what to do with. Say there’s a home with a built-in office and bookshelves already, and there’s also a flex space, maybe that room would be better as a craft room or a play area. We can imply what people could do with that because a lot of times, especially in larger homes, people are wondering and asking themselves what they’re going to do with these spaces.

Foyer, living & dining rooms, sunroom

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Q: If a home seller has furniture of their own, what's the best approach to staging and working with that client?

A: That’s called owner-occupied staging and it's become a big part of my business, especially in this market. I bring in my movers and we rearrange their furniture. A lot of times what people are missing are some of the softer finishes like throw pillows and blankets, lamps on side tables, the kinds of things that balance and bring symmetry to a design. I have done a lot of personal shopping and can bring in those types of fillers for sellers. It’s a less invasive thing to do. It’s someone’s home and it’s so personal.

Q: How do homeowners respond to your work? Do they see the value?

A: I’ve had sellers who have been extremely receptive and like, “Oh my gosh! Maybe we should stay! I never thought about putting the couch over there." You kind of get stuck in one particular layout. How many times do you rearrange the furniture in your own house? It’s not something people do a lot so it’s a fun way to kind of shake off the dust. The other huge part is that it helps them dissociate themselves from the home. When we start to take down family photos, maybe remove curtains to let more light in, or paint a few different rooms it helps to start that mental process.

Master Bedroom

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Q: What is your process when taking on a new client? 

A: I really like to meet with a new client in the space if it’s possible and ask them questions about how long they've been there, what are some of the challenges that they've had with furniture layout and what are some of the other challenges this home has given them. The more I understand them the easier my suggestions are. I can have a plan A, B and C based on how willing they’re going be. Staging is such a spatial job, I really need to be in the home to get a better understanding of the layout. Then I send them a follow-up email to recap everything we’ve discussed. I send them examples of some of the work I’ve done. It’s about numbers too so we also talk about pricing.

I’ve had a lot of success with motivated sellers who give me the creative control to get their home ready. But it’s important to have that consultation first to get a plan. Understanding how long a seller has been in the home, their reason for moving — if there was a death in the family and maybe it’s the children selling their parents’ place and it’s still furnished. There are a lot of things to consider when doing that initial consultation.

Dining room & Kitchen

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Small Bedroom

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Q: Do you think staging affects the final sale price?

A: Yes, I absolutely do. Statistically (from the National Board of Realtors) staged homes can sell up to 3-8% more than a vacant listing. The staging will pay for itself and also net the seller more than it would have otherwise. And with the way I stage, it’s not a churned out look. I think when people are hyper aware that the home is staged and vacant it might change their offer or negotiation because they know the sellers are in a different position than a normal seller. When someone sees a home that’s vacant, they might think, “Oh, they’re carrying two mortgages, they’re in a financial pitch” so that may affect their offer.

 large Bedroom

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The positive effects staging has on a listed properties are many — help them visually stand out, sell faster for higher prices, get more shares in social media, and allow buyers to imagine the space as their own. If you are thinking about moving and would like to talk about the steps to get ready to list and sell, including staging, let's talk! I can walk you through the entire process, and connect you to other trusted service professionals.

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on a variety of real estate related topics including buying and selling, market conditions, homeownership trends and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

How to Determine a List Price When Selling Your Home

A home seller's strategy for determining an initial list price can be a critical decision even in a seller's market. When working with clients who are preparing to sell, real estate agents can provide as much data, guidance and advice as possible but ultimately it is, and should be, up to the seller to pick the price. If you are in the process of preparing to sell, or thinking about a future move, read on. Below are three approaches to pricing that can potentially yield quite different results. It's best to consider all scenarios before making a splash in the market. 

Strategy 1: Find the Sweet Spot 

Gather recent sales data and formulate a price as close to those numbers as possible. What kind of data exactly? As an agent I gather this data for my clients using the most accurate and up-to-date resource available in our local market — the Northstar MLS database. I compile a list of comparable properties sold in the past 6 months (or fewer if possible), close in proximity, on similar streets, etc. I also look for the competition. What's currently on the market but hasn't sold yet? And, what homes are under contract waiting to close? When available, I'll also check for expired listings — homes that failed to generate real interest during their time on the market. This side-by-side comparative report, or CMA (Comparative Market Analysis) is a useful tool to begin dialing in on a target list price. In addition to comparables, or comps, I also consider inventory supplies, seasonal differences and sale price over time. I use Infosparks (an extension of the MLS) to zero in on trends in specific neighborhoods, including months supply of homes for sale and changes in median sale prices within the past year. 

The goal of finding the sweet spot is to attract exactly the right buyers who are ready, able and willing to make an offer. Buyers who have been shopping around and doing their research will recognize a fairly priced home and be willing to act in a timely manner. If they've been following the market and touring similar homes, they've probably looked at some of the same comps used to determine your price. 

Strategy 2: Less is More

Find the sweet spot then list for less. A lower-priced home catches people's attention and generates excitement. In a seller's market this is a sure way to generate multiple offers in no time, depending on location and condition. If your goal is to sell quickly, consider going in low. Doing so might actually bring in higher than expected offers.

If your home is in need of updates and repairs but you lack time, resources or motivation for getting them done, this strategy can also be a good option. Buyers' expectations are higher than you may think and they're often looking for any reason go low. For many shoppers outdated finishes and disrepair are reason enough to offer less.

Strategy 3: Retail Pricing

Find the sweet spot then list higher. Some sellers worry about leaving money on the table if they list too low. They want to "just see" if anyone will bite at a higher price, then go down later if they have to. Or, maybe they can't afford to take less, or are only willing to sell if they get a certain price. If you decide on this approach in a seller's market and are serious about selling, you should plan to revisit your strategy if nothing happens after a couple of weeks. Those weeks, especially the first week (and now days and even hours) are critical moments in the life of your listing. First impressions are created and opinions are formed. A motivated buyer might love your house yet deem it overpriced, quickly move on and end up buying another home before you lower yours. Some shoppers are just not in a position to wait out a price drop. And, if the price is eventually reduced people might start to ask, "What's wrong with it?"  If you go with this strategy, be prepared for a longer time on market. Stay flexible and open to reductions earlier than later.  

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on a variety of real estate related topics including buying and selling, market conditions, homeownership trends and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

The Logistics of Listing Your Home

What exactly happens when you put your home on the market? There are plenty of online guides designed to help sellers get their homes ready to list, but what about the nuts and bolts of getting it on the market? I've had clients ask me simple questions like, "How does the sign get in the yard?" or "How will buyers get in my house?" These are excellent questions often taken for granted by real estate professionals. This post addresses the most basic, behind-the-scenes steps taken when listing a home with a Realtor. 

The Paperwork

When working with a real estate agent you'll be presented with several forms to read, understand and sign. At the very least, expect the following:

(There may be others depending on the type of property or type of sale. Condos/townhomes, for example, will have additional requirements pertaining to association documents.) 

Agency Relationships in Real Estate Transactions

• A disclosure explaining the types of agency representation available to you in Minnesota. Meant to inform and protect consumers.

Seller's Property Disclosure Statement

• A multi-page form filled out by sellers disclosing all known material facts about the property. Required in Minnesota. An alternative form (waiver) could also be used.

Listing Agreement

• A contract between home seller and listing brokerage outlining the terms of the listing including responsibilities of each party, commission and duration.

MLS Listing Input Form

• Lists all data about the property, authorizes the brokerage to provide the regional MLS with the data and set terms for internet display.

Certification to Withhold from MLS

• An optional form used to keep the listing off the MLS. Typically used short-term in a "coming-soon" situation or while preparing to list.

Addendum: Disclosure of Lead-based Paint

• For properties built prior to 1978, a disclosure of any known lead-based paint. Required in Minnesota.

Coming Soon Listing Authorization Form

• Optional if you would like the listing pre-marketed through through the MLS for a limited time until it's ready for showings. Seller signature required for MLS “coming soon” status.

Measuring

Before entering data into the MLS, your agent will need to measure your home to verify room dimensions, foundation size and total finished square feet. This could take an hour or more depending on the size of your house. Tax records and any past MLS listings detailing measurement information may also be used for comparison. Your agent might also work with a photographer who creates floor plans with dimensions and square footage. 

Staging

Optional but highly recommended, staging can range from full-service professional staging (filling a vacant house, for example) to minor adjustments using your own decor. Prices and terms vary so shop around. If your home is already furnished, one option is to pay for a 2-hour consultation with a stager to generate a "to-do" list for decluttering, furniture placement, fixture updates or even paint color selection. The going rate for this type of service is about $200-$250. If your home is partially or mostly vacant, you may want to get a bid for adding furniture. Again, pricing and terms vary by stager.

Keep in mind, stagers work more like merchandisers than decorators. Their goals are to figure out who will be shopping for your home and make design choices to target those buyers. They highlight the most attractive features of your home while minimizing less desirable ones. Stagers also work to make your home more photogenic. Web appeal is the new curb appeal so having striking photos that catch people's attention is key to successful online marketing. Skilled stagers understand what looks good in photos and will help you select or position furniture and decor to maximize the effect.

Taking Photos

Once your home is decluttered, cleaned and staged, it's time for photos. Your agent should take high-quality photos for the MLS and any other marketing outlets. I hire a professional photographer who also offers 3D tours, and use drone photography when appropriate. Typically this service is paid for by the agent who will work with the homeowner and photographer to schedule a time to shoot. Plan on a 2-3 hours session, depending on the size of your home. You need not be present during the shoot. The outside shot of your home should match the current season, so I try to schedule photos as close to the live listing date as possible.

Hanging a Lockbox

Your agent will hang a lockbox on or near your door to allow other real estate agents, inspectors and appraisers to access your home when you're not present. Plan on providing extra house keys for the lockbox. The box will either be a manual combination or electronic device. The electronic (or Supra iBOX) version uses bluetooth technology and can only be used by Supra key subscribers using the smart phone app to communicate with the iBox. Each opening is recorded in real time so your agent can view who is accessing the key and when via email notification. 

Installing the Sign 

The yard sign is your agent's responsibility. The process can take 3-5 days to install from order date. Expect Gopher State One Call to stop by first, marking any underground utilities before the hole is dug and post installed. After closing, your agent contacts the company for removal.

Scheduling Showings + ShowingTime

Listed properties are typically shown by a buyer's agent who requests a time to tour. In this region, the requests are usually made through a third-party site called ShowingTime. The ShowingTime request can be sent via text, email or phone call to anyone, depending on how it's set up. If the home is occupied, it makes sense to have the occupants (whether they be owners or renters) approve or deny access based on their schedules. If it's vacant or unoccupied for a length of time, ShowingTime has a convenient "go-and-show" option granting instant approval. 

Customize settings

When listing a property, I work with the home sellers to customize all ShowingTime settings before going live. It's important to know who would like to get notified and how, and what the back-up plan is if a request goes unnoticed. I add myself to the list then watch over the incoming requests to make sure they are being approved in a timely manner. Once a showing is approved, the buyer's agent receives an approval notification with access information (lockbox code, etc.) along with any specific instructions (remove shoes, turn off lights, etc.) Showing are typically scheduled for one hour but duration times can be tweaked in the app. 

Get Feedback

After the showing, a feedback request form is automatically sent to the buyer's agent. Listing agents can customize this form to ask specific questions of buyers and their agents, or use the default. Ask your agent to make changes to the form if you're seeking specific input from buyers. The feedback is meant to be shared with homeowners and can be emailed individually as it's received and/or compiled in weekly reports. Home sellers have the option of downloading the ShowingTime app to view feedback and manage showing requests. If you're comfortable with smart phone technology, the app can be useful tool. If not, text or email work just fine. Getting feedback is an important part of the showing process but can sometimes require thick skin. Be prepared for opinions that may differ from yours and ask your agent to follow up with phone calls to get more insight if necessary. 

Learn More

If you'd like to learn more about listing your home, let's connect! It's smart to ask questions and I'm happy to provide answers and support. My job is to make the selling process, which can seem overwhelming at first, as simple as possible. 

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on a variety of real estate related topics including buying and selling, market conditions, homeownership trends and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

Getting ready to sell your home? Start with this checklist

Moving to a new home is exciting but preparing yours to sell can be overwhelming without a game plan. If you're considering listing yours in time for the spring market, you'll want to begin planning soon! Here's a checklist of general repairs and improvements to help you get started (downloadable version here.) If you have questions specific to your property and would like advice on getting your home ready to list, give me a call to talk about the best use of your time and money. 

Home Selling Checklist

First Steps

❏   Check with your city to see if you need a pre-sale inspection. Schedule an inspection, if required. 

❒   Make any mandatory repairs and reinspect, if your city requires it. Close out any permits.

❒  Connect with a real estate agent to discuss process, pricing, disclosures and listing contracts.

❒  Start purging! Donate unwanted items. Organize keepers in bins/boxes for easy moving.

Start Making Low-cost Improvements

❒  Paint, stain or replace your front door. 

❒  Fix leaking or loose faucets or plumbing fixtures.

❒  Tighten or replace knobs. Oil squeaky doors.

❒  Repair old light fixtures and outlets.

❒  Remove excess wall decor, fill holes, repair cracks and paint. 

❒ Declutter. Remove knick-knacks and small furniture pieces. 

❒  Control pests problems. Hire a professional if need be. (Past infestations must be disclosed in writing.)

❒  Repair ripped screens and broken glass in windows.

❒  Remove old or broken window coverings (blinds, broken rods, outdated curtains).

❒  Replace dirty furnace filters.

❒ Clean gutters.

❒ Replace old or mismatched switch plates & outlet covers with new.                                      

Plan for Bigger Projects

❒  Eliminate any eyesores (replace peeling linoleum floors, fix cracked steps, remove outdated wallpaper, etc.)

❒  Professionally clean newer carpeting. Replace old, or expose the hardwood. 

❒  Selectively paint walls. Repair damaged walls and ceilings and paint neutral. 

❒  Replace broken garage doors and openers.

❒  Restain or repaint decks and porches.

❒  Scrape and repaint peeling paint on trim and siding.

Finishing Touches

❒ Add pots of colorful (seasonal) plants to your front entry. 

❒  Add new welcome mats.

❒  Replace all burned out lightbulbs.

❒  Clear off counter spaces and clean out closets.

❒ In warmer months, keep grass freshly cut. Weed, and trim hedges. Keep snow off walks and driveway in winter.

❒ Freshen your landscape with new mulch. 

❒ Stage, especially main rooms (see tips on staging), or hire a professional home stager.

Clean!

❒ Deep clean kitchens appliances (in and around).

❒ Clean and declutter kitchen cabinets and under sinks in kitchen and bath.

❒ Clean all windows (inside and out). Hire a professional window cleaners if necessary.

❒ Scrub all bathtubs, sinks and tile to remove stains and soap scum.

❒ Polish stainless steel sinks and surfaces. 

❒ Steam clean carpets (or replace).

❒ Dust off and clean out light fixtures. (Easy to overlook! Recheck for burned out bulbs.)

❒ Sweep garage floor and remove unused items (old cans or paint, etc.)

❒ Clean/dust all floors, walls, trim and window sills.

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Additional Ideas to Add Value if Your Budget Allows

• Update outdated HVAC systems.

• Replace outdated kitchen appliances.

• Consider adding a patio or deck if you don't have one.

• Update light fixtures.

• Replace shot windows or doors.

• Add a kitchen backsplash.

• Update bathrooms (replace outdated fixtures, replace older toilet with a low-flush, install new vanity countertop and freshen grout.)

• Finish basement or attic space to add square footage.

Download a printable checklist here.

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on a variety of real estate related topics including buying and selling, market conditions, homeownership trends and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

The Pre-Sale Home Inspection

{UPDATE: Effective Jan. 14, 2021, City of Hopkins no longer requires home sellers to complete Truth-in-Housing evaluations prior to selling.}

If you're planning to list your home soon you most likely have a list of projects to complete before hitting the market. One thing you may be required to do, depending on your city and type of home, is a pre-sale inspection. In the Twin Cities metro, currently 12 municipalities require home sellers to do some type of inspection prior to listing a home for sale. These inspections are to be completed by a third-party professional, chosen from an approved list of evaluators in most cases. 

Pre-sale inspection reports are paid for by the home seller and must be made available to any potential buyer. In addition to a Seller's Disclosure (more on that here), they provide buyers with a bit more insight into the condition of the home prior to making an offer. Typically 1-2 hours in length, a pre-sale evaluation is like a mini buyer's inspection and should never be used as a substitute for a full inspection prior to purchase.

Be aware that some cities, like Minneapolis, may require repairs and follow-up re-inspections to comply. Others might not. Some may require only minimal fixes. For example, in St. Paul hard-wired smoke detectors must be present or installed to satisfy the Fire and Safety code, but repairing items marked "hazardous" is not required.

What's a TISH?

Just another name for pre-sale inspection. A truth-in-sale-of-housing, or TISH evaluation, might also be called time-of-sale, point-of-sale or truth-in-housing, depending on the city.

If you're not sure what type of inspection, if any, is required, call your city offices to find out in advance of listing your home. Depending on the time of year and market activity, you may be able to schedule your inspection within a week or so. Reports may take 1-2 days to generate and are usually good for one year (check with your city to be sure.) Leave adequate time to address issues that may come up and to make repairs if need be. 

Below is a list of the 12 metro cities currently requiring a pre-sale inspection. Laws may change, so call your city to confirm before checking this off your to-do list.

Metro Cities Requiring Pre-sale Inspections

Click on the city name to link directly to city's pre-sale inspection requirements.

Bloomington

•Single Family
•Two Family
•Multiple Family (condo, townhouse, mobile home)

Golden Valley

•All properties, residential & commercial (sewer inspection)

Hopkins (Not required after Jan. 14, 2021)

•All 1-4 unit dwellings, including condos & townhouses

Maplewood

•All dwellings

Minneapolis

•Single Family
•Two Family
•First-time condo conversions

New Hope

•All dwellings

Richfield

•All dwellings

Robbinsdale

•Single Family
•Two Family
•Condos & townhouses

St. LoUis Park

•Single Family
•Two Family
•Condos, townhouses & co-ops

St. Paul

•Single Family
•Two Family
•Condos, townhouses & co-ops

South Saint Paul

•Single Family
•Two Family
•Multiple Family
•Mobile Homes

West Saint Paul

•All dwellings (sewer inspection)

Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on a variety of real estate related topics including buying and selling, market conditions, homeownership trends and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

Learn the Lingo: Common Real Estate Terms Defined

In the real estate field, like others, industry-specific words can sometimes be confusing to an outsider. If you're planning on buying or selling, it's a good idea to get versed in the lingo, or at least familiar with some key terms. Below is a list of some of the most common words you'll likely encounter in your process, explained in plain English.

CMA (Comparative Market Analysis)

A side-by-side comparison of your home with similar homes that have recently sold, been listed or expired in your area. Created by a real estate agent to help determine an accurate listing price when you sell. Can also be done for buyers who are trying to determine a fair offer price. 

Purchase Agreement (aka PA)

The document (and all related contingencies) listing the price and terms of your offer. Once signed by both buyer and seller, the PA becomes a legally binding document.

Contingency

A provision in the Purchase Agreement stating that certain conditions must be met in order for the sale to be valid. Usually includes specific time periods for completion. Most common are contingencies fo buyer inspections and financing.

Addendum (singular) / Addenda (plural)

Documents added to the Purchase Agreement as supplements to the offer — add ons. Examples include counteroffers, purchasing “as is”, disclosures of lead-based paint, and buying a Common Interest Community (condo, townhouse, co-op).

Amendment

A document outlining any changes made to the final Purchase Agreement. Must be signed by both parties to be valid.

Mortgage

A “debt instrument” used to secure a loan on a home. The property is used as collateral for getting the loan money.

Closing Costs

Money paid at the closing to cover the costs of transferring ownership of a property. They can include a variety of fees to different service providers such as the title company, lender, broker, etc. Paid by both buyers and sellers.

Seller's Disclosure

A document filled out by sellers disclosing all known material facts and details about the home. Minnesota requires this (or a Seller's Disclosure Alternative form) be completed prior to selling. Must be made available to buyers and signed by them when submitting an offer.

MLS (Multiple Listing Service)

A database service real estate professionals subscribe to that stores up-to-date listing information including current properties for sale, homes sold, and listings cancelled or expired. Several MLSs operate around the country. The Twin Cities and Rochester regions use the “Northstar MLS.”

Earnest Money

Cash paid by buyers when making an offer as a show of "good faith". It's optional and can be any amount (1-2% of the sale price is typical.) Intended to go toward the downpayment if you end up buying the home.

Conventional Loan

A home loan not backed by the government. 

FHA Loan

A home loan backed by the government (Federal Housing Administration). Downpayment requirements are usually lower than those of conventional loans, however, purchasing mortgage insurance is usually required.

PMI (Private Mortgage Insurance)

Insurance you pay when you put down less than 20% on a conventional loan.

MIP (Mortgage Insurance Premium)

Insurance you must pay when financing with an FHA loan.

Title Insurance

Insurance paid to protect against claims on the title of your property. Lenders require it for their own protection. Buyers can also choose it for self protection. Ask your title company about costs of coverage.

Arbitration Agreement

A document that allows buyers and sellers to agree to settle disputes about the property outside of court. Optional for all involved in the transaction including buyers, sellers and their agents. Must be signed by both buyer and seller to be valid.

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on a variety of real estate related topics including buying and selling, market conditions, homeownership trends and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.

Staging Tips for Sellers

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Heidi Swanson is a Realtor® based in St. Paul, Minnesota. She writes a blog to share information on a variety of real estate related topics including buying and selling, market conditions, homeownership trends and more. Reach her at heidi@lyndenrealty.com or 651-503-1540.