A home that has been taken care of throughout the years will offer a stark contrast to a vacant, empty foreclosure.
As with any home, a fresh coat of paint, decluttering and the removal of unpleasant odors can go a long way to making a good first impression. But be careful not to over-improve the home, because the investment might not be worth the cost.
2. Mention that you'll help pay closing costs.
Whether it's in the marketing material or in the listing, this could be an extra motivator to reel in a buyer.
If rising mortgage rates have your buyer spooked, consider paying mortgage points to bring the rate down.
3. Offer a home warranty.
First-time buyers are often coming from a rental, and they are used to calling a landlord when there's a problem. To help them more easily transition into homeownership, provide them a warranty that covers major systems when problems arise.
4. Offer a buyer mortgage protection.
In some cases, it might make sense to address buyers' fears by purchasing insurance so they can keep up with their mortgage even if after losing a job. Coldwell Banker has such a program through its parent company, Realogy.
Basically, the plan will make several months of mortgage payments in the event that the buyer becomes unemployed. "There are people with secure jobs who are still nervous. This can give them just a little more comfort," Ms. MacKenzie said.
5. Don't snub low offers
Buyers know prices have fallen, so they're being aggressive in their offers -- sometimes extremely aggressive. But even if they come in with a shocking lowball offer, don't scoff at it. Simply counter.
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