Top Reasons Why Single Family Homes Don’t Sell

We all love our homes, even if we’ve just put ours on the market. But why aren’t the strangers tramping through our hallways and bedrooms evaluating every nook and cranny feeling the same way? It could be something you’re doing—or not doing. Or it may be a market factor beyond your control. The list below will likely contain the reason(s) why your abode is sitting and sitting and…

Cushion Pricing. Many sellers mistakenly buy into the idea that you price your home with a cushion, and negotiate down. A better strategy is to decide what you would really accept and price it very close to that number. You’re more likely to see a bidding war when a listing is presented as a good deal.

Too Much Clutter. If you were selling a used car, you would clean it and remove your junk from the console and trunk. The same "detailing" helps sell houses. Clutter makes the rooms look smaller, and makes it too personalized—a home for sale should be neutral. Doing half of your packing early helps potential buyers see themselves—and their stuff— in the space.

Pricing High to Test the Market. Some sellers insist on pricing high to test the market. Yet there is a cost to overpricing a home; it will likely end up sitting and gets market weary. Buyers then assume something is wrong. Trust the immediate reaction of the market and act accordingly. A quick reduction avoids market weariness.

Updating Needed. Buyers do not want to move into homes with outdated features and décor styles, especially in the bathrooms and kitchens.

High Property Taxes. Westchester is a tax monster, especially when it comes to property taxes.

Better Value Nearby. There are five factors for analyzing a home’s value: size (number of bedrooms), condition (including staging), property (size), street (neighborhood), and other active listings within the segment (homes with the same post office, school district, number of bedrooms, etc.). If there is a house nearby that is better than the subject property in terms of these five factors (or most of them) and that sold for less, forget it. Buyers are usually savvy and know all the competition.

Dem Bones. Structural, plumbing, electrical, and heating systems are critically important. Nothing scares off a potential buyer like watermarks halfway up the basement wall or a heating vent that blows cold air.

Poor Location. This is obvious but it’s difficult to find a buyer who wants to live next to the prison or on property abutting I-95.

Listing with a No-Frills Realtor. Yes it’s cheap but if a no-frills service doesn’t market your home or hold open houses, chances are the “For Sale” sign on your lawn won’t be enough to get your home sold. Either list with a full-service realtor (a member of the National Association of Realtors) or market the house yourself and hold well-publicized open houses.

*The above list was compiled with the help of area real estate experts, including Greg Rand, managing partner, Prudential Rand Realty in White Plains; Deborah Ballas Maxwell, associate broker, Sotheby's International Realty in Scarsdale; and Michael F. Levy, President and Broker, Grand Lux Realty, Inc. in Armonk.