Eye-Catching Photos Influence DC Area Home Sales

By Kevin Reid Shirley

When it comes to home sales, looks do matter.

Once a home comes onto the market, how soon it moves can depend on its location, design, quality of construction — not to mention how well it’s been maintained, the neighborhood, school district … it’s the sum of at least a dozen contributing factors. But when it comes to home sales in the Washington, D.C., metropolitan area, looks now matter more than ever before. Making sure a home is camera-ready could well be the most important single thing a homeowner can do before listing a house for sale in the D.C. area this fall.

It’s in the Numbers

The 2013 National Association of Realtors® survey found that a decisive 92% of all home buyers use the web to search for a home. That’s more than just a coup for your computer, it also points to something vital for D.C. area home sales — something sellers can’t afford to ignore. Unlike previous generations of home buyers, the attention span of today’s online audience is miniscule. With comps (comparable listings: the competition) just a mouse click away, the success of home sales in the D.C. area is directly influenced by how eye-catching its online presentation is … whether it has what the ad industry calls ‘pop!’

Accentuate the ‘Good Sides’

Successful film stars and fashion models leave nothing to chance when it comes to photography. They know which angles accentuate their good sides. Likewise, photos that spur home sales don’t just show living room, bedrooms, kitchen, etc.—they highlight the most interesting features in ways designed to draw the viewer’s eye. For example, if a splendid dining room has to compete with a blazing sun during the day, it’s bound to be better shot at night. Ditto, any room with a sparkling chandelier. As for the exterior, if the siding is unremarkable but the new roof is gorgeous, angling the picture to emphasize the positive makes visual sense.

Up Close & Impersonal

Buying a home may be an intensely personal affair, but when selling one, photos are not the place to showcase a favorite collection or kids’ sports trophies. Make an effort to remove very personal objects before photography begins. One key to home sales in the D.C. area is to transform your space (not too appealing to potential buyers) into a place they can easily envision being their own.

Cleaning Counts

In this era of high-res photography and lickety-split download times, a sparkling clean house is the mandatory starting point. Double-check that the house is devoid of dirt, stains, and even dust that might pick up the light. Although most small blemishes can be removed in editing, the less retouching that’s needed, the more natural-looking the result will be. 

It’s important, for sure; but there’s no need to freak out about the photography. With an experienced real estate agent as your home sales advisor, you’re sure to snap a series of appealing shots that makes your listing stand out from the crowd.

Thinking of selling in this fall? Call me today to discuss how to come up with your home’s glamour shots — as well as the entire marketing plan!

Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C.; Maryland; and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.

4 Apps to Help DC Area Home Buyers This Fall

By Kevin Reid Shirley

In earlier eras, a would-be Washington, D.C., area home buyer had few tools to aid in the task of finding a home that was ‘just right.’ Today, the situation has gotten a good deal easier thanks to a wealth of real estate apps that home buyers simply download onto their mobile devices. There are apps that can help you with everything from finding your dream home (and determining how much you can afford) to learning more about the neighborhood.

Home Buyer Terminology

Every home buyer is inevitably exposed to a welter of technical terms — and some of them have meanings that differ from what you would guess. Trying to decipher the jargon is a challenge you can shortcut with a good app dedicated to the task. Android users can download Relmark’s Glossary Real Estate Terms; iPhone and other Apple devices use Barron’s Dictionary of Real Estate Terms (although, like so many parts of the Apple universe, it’s a bit pricey).

Neighborhood Info

When a home buyer wants truly in-depth information about an area, SiteWise can provide some data that’s not usually provided. This app was actually developed for commercial purposes, but since it gives a complete overview of the demographics of the area around a home, it can provide useful info. Typical data shows the average age of the population, their educational level, average number of children, and how many renters and owners live in the neighborhood.

Space measurements

Before you buy, you want to make sure that the property will accommodate all of your furnishings. Big Blue Pixel’s Photo Measures app makes quick work of memorializing what you find on any walk-through. You to take a picture of each of the rooms, then save the relevant measurements on the photo for later analysis after you get home.

Bottom line

Choosing the right property involves more than just finding the right home. You also need to be sure that you can comfortably afford it when all costs are considered. The highly-rated Home Buying Power app is used by both professionals and consumers to estimate how much a property is likely to cost—now and in the future. You can set the financial calculator to reference the percentage of your income that you want to spend…or target the monthly payment you are looking for.

This is just a handful of the innovative apps that are streamlining the process today’s home buyer in Washington, D.C., experiences. New apps are being introduced almost weekly, so when you find one you like, look for the ‘users also bought’ icons that link to other useful tools. Of course, the most useful of all is your D.C. area real estate expert — so don’t hesitate to give me a call!

Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C.; Maryland; and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.

Did you know that you can get a deal on gas, avoid traffic and keep track of your vehicle’s maintenance and repair with your smartphone? The information in the attached features a few smartphone apps designed to help you save money on gas, get places faster and make sure your car is running in top condition. Forward this information on to family and friends. 

Did you know that you can get a deal on gas, avoid traffic and keep track of your vehicle’s maintenance and repair with your smartphone? The information in the attached features a few smartphone apps designed to help you save money on gas, get places faster and make sure your car is running in top condition. Forward this information on to family and friends. 

A Home Inspection Shows What You’re Getting Into

By Kevin Reid Shirley

You’ve successfully located the home that fits your wish list! The listing agent says the home is in “great” condition! Financing is pretty much a done deal! Time to relax!

Er — maybe not just yet.

When you are buying a home, among the scores of thoughts that might be racing through your head (“Is this the best one for the money?“Will everyone be comfortable in it?” “Will it be enough house over the long haul?”), one you definitely don’t need is “Will this house become a money pit?” 

The home that looks perfect may well be exactly that — but if not, you certainly don’t want to find yourself pouring hard-earned dollars into repairs that become apparent only after you have settled. Surprises are fine for birthday parties, but to avoid the sort no home buyer needs, getting a professional property inspection is the most direct way to tell if there are any significant underlying issues.

To alleviate the worry, you should make any offer conditional on a home inspection … then order up a professional property inspection done by an experienced home inspector.

When a home inspector arrives at the property, he or she will invite you along on the tour. However, you don’t have to accompany the inspector to some of the less-accessible areas like the roof, attic, and crawl spaces (unless you want to). The inspector will likely start outside, checking for any suspicious areas that may allow water to penetrate, then move indoors for a thorough investigation of each room in the house. As the inspection moves along, definitely feel free to ask questions as they crop up: after all, the inspector works for you.

It’s important to remember that any property inspection is not 100% certain to uncover every possible defect: a home inspector, no matter how experienced, is not clairvoyant. And a home inspector cannot see behind walls, for instance. But you will receive a thoroughgoing assessment of the potential likely problems with the home’s systems — as well as an opinion on the condition of the home. You may be able to negotiate for the seller to correct some defects or  for additional closing-cost credits, should conditions warrant it.

Property inspection costs tend to differ depending on the size and condition of the home, and usually take anywhere from 2 to 6 hours to complete. Often, the verbal assessment made at the time will be very informative. Later, you’ll get the fuller detailed written report. If the inspection reveals a deal-breaking flaw, you will have saved yourself from a bad investment. Less commonly, though, a more detailed property inspection could be in order — especially if you are also ordering sewer line, pool, fireplace, or other specific inspections. Most inspectors offer discounted rates if subsequent inspections are required.

Property inspections are not intended to offer warranties or guarantees, but an experienced local home inspection is the next best thing. It’s something most homebuyers find makes their purchase a lot less stressful. If you’re looking at buying a home in this fall, call me today to discuss the market. And once you find a likely new home, I can recommend several of our most experienced and reliable property inspectors.

Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C.; Maryland; and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.

Selling an Old Family Home? Turn “Dated” into “Classic”

By Kevin Reid Shirley

Selling an elderly or deceased relative’s home can be one of the most selfless tasks anyone is ever called upon to do — and not just because it’s hard to let go of a place that has so many loved ones’ memories. What frequently adds to the emotional component is the condition of the house. Although your Aunt Elda might have loved the shag carpeting and the harvest gold kitchen appliances, those features can be counted on to turn off today’s typical home buyer. Bearing in mind that selling a home is first and foremost a business proposition, it’s frequently necessary to apply a few quick fixes to transform the storehouse of one family’s cherished memories into an appealing place destined to house another’s.

Ask: What Dates the House?

If a house reminds prospects of grandma’s place, unless they’re in a determinedly DIY frame of mind, they’ll move on to the next property on their list. Don’t let them overlook the many positive features of the house just because of a few old fashioned details. Scout out items that make the house look dated—and clear them out of there! Remove worn or discolored carpeting, then either replace with a bound carpet remnant or two, or leave the floors exposed. Selling a home can hinge on a few minor things like replacing old cabinet knobs and light fixtures with more modern versions, or repainting walls in neutral colors.

Replace Kitchen Appliances

Our elders may have drilled into us the wisdom that it’s wasteful to get rid of perfectly good appliances, but homebuyers may not be swayed. For selling a home in today’s market, replacing appliances can be an easy way to inject new life into an old kitchen (even if the rest of the kitchen will need further updating by its new owner). But before splurging on any appliances, consult your real estate agent about what type of appliances buyers expect in this price range. If the place could make a perfect starter home for a young family, inexpensive white appliances might be just as strategic as the stainless steel models.

Or…Embrace the Vintage Charm!

Realistically, sometimes it would take too much money to update an inherited house. If that’s the case (and time is not an issue), turn the problem into a positive by embracing the house’s vintage charm! Old is just the wrong way of viewing antique…and one person’s dated can be another’s classic. If you’re dealing with a home that could double as a set for TV’s “Mad Men,” consider playing up the ‘60s theme with furniture, curtains and even vintage magazines you find at thrift stores or yard sales. Kiplinger.com finds that today’s buyers particularly appreciate eat-in kitchens — so why not add a period-appropriate dinette set to emphasize that space? But don’t forget to thoroughly clean carpeting, curtains and other items that may hold odors. Selling a home may mean capturing the look of a bygone era — but never the smell!

A dated family home will sell faster and appeal to more buyers when you’re willing to make the right strategic changes. Spending just a little time and money can transform an overlooked house into one that demands a second look—that invites a new family to make it the site for another lifetime of memories.

Thinking of selling a home this fall? Calling me today for a price assessment is a solid first step!

Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C.; Maryland; and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.

Home Buying Strategies for Washington, DC’s Fall Real Estate Season

By Kevin Reid Shirley

With Labor Day behind us, the serious fall Washington, DC, home buying season is upon us. If you will be scouring the market for a new residence, you are likely to be in luck: across the nation, more sellers are being coaxed off of the sidelines. According to the Associated Press, “A fourth straight monthly increase of sales in existing homes provided the latest evidence … that the U.S. housing market is rebounding …” The rise comprised “the highest annual rate since September of last year.”

With temptingly low interest rates and batches of homes hitting the market from sellers motivated to complete their sales before the holidays, Washington, DC, metro area home buying consumers have ample reason to think their timing is good. Once the right property has been found, success in home buying negotiations determine what happens next: 

The Asking Price

When the subject property is one that has just recently come onto the market, the asking price may or may not be negotiable. The odds of encountering more price flexibility increase once a property has lingered on the market for 60 days or more: depending on their own timing requirements, sellers may be more inclined to entertain a lower offer as time passes. In today’s market, if a property falls into that category, many buyers will offer 1% to 10% below the asking price — especially if recently closed comparables provide support.


If the seller isn’t budging on price, consider negotiating through other aspects of the transaction — seller-paid closing costs, repairs to the home, moving costs, or asking that appliances be included in the deal. This won’t lower the asking price, but the resulting savings can have the same effect.

Market Awareness

Be prepared to work with your agent by taking advantage of the research that is made available publicly. By becoming aware of home buying conditions in each of your target neighborhoods, you’ll be well prepared for gauging the range of offers likely to be found acceptable. Is new housing construction underway that will increase the supply of homes? Are there many homes that have sold quickly in recent history? Or is the neighborhood less in demand? It’s important to understand the climate you will be negotiating in so you can land a superior home and at a superior price.

If you’re preparing for the home buying process in the Washington, DC, metro area this fall, I’d like to invite you to give me a call to discuss current and upcoming inventory. We can set out a home buying strategy that you feel comfortable with — one that puts you in your next DC home!

Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C.; Maryland; and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.

Your Credit Score Could Improve under FICO 9 

By Kevin Reid Shirley

For anyone who has ever been stymied by seemingly arbitrary (or, put another way, nutty) lowering of his or her all-important credit score, next month’s beginning rollout of Fair Isaac’s new credit score model should be welcome news. It will be known as “FICO 9” — and promises to correct a few of the previous model’s inadequacies.

Why now? It’s been six years since San Jose’s Fair Isaac Co. last tinkered with their credit score methodology. Hmmmm … it’s been six years, too since the financial crisis of 2007–08, which Wikipedia correctly describes as “a major global recession characterized by various systemic imbalances … including high levels of household debt…”

You might expect that the accuracy of many a credit score could have been thrown off-kilter during the crisis — if not throughout the painfully slow recovery that’s followed. If, for example, someone is laid off, then suffers a sudden medical emergency, a formerly spotless credit history would be seriously distorted. Add in regulatory pressure on the banks, and many truly responsible individuals could suffer unfairly. As The Wall Street Journal summarized in a recent article: “Since the recession, many lenders have approved only the best borrowers, usually those with few or no blemishes on their credit report.”

Keep in mind that the whole purpose of a FICO credit score is to help lenders predict the likelihood that an individual will repay a debt. Lenders pay for accuracy in credit scores — and last year they bought 10 billion of them!

BUT … because of two specific problem areas, the scores gradually were becoming less reliable as predictors. First, there was the fact that once a bill was sent to collection, it showed as a black mark — one that could lower a credit score by as much as 100 points — even after it was paid. For as long as seven years after it was paid! So FICO 9 will not penalize borrowers with a collection on their report once no balance remains.

Then there was a problem with medical debt scoring. According to WSJ, as of last month, more than 64 million consumers had a medical collection on their credit report. That would account for many a credit score being adversely affected — sometimes even when it had been an insurance company which rejected the charge … and sometimes when the consumer wasn’t even notified of the situation! Worse yet, when a Consumer Financial Protection Bureau report came out in May, it found that many borrowers’ credit scores weren’t being raised even after they repaid such a debt. FICO 9 will count medical debt sent to collections as less important than other kinds of debt.

The new scoring changes are expected to ease access to loans — mortgage loans included — without materially raising the risk exposure to lenders. But if history is any indicator, wholesale rejoicing may have to hold off for a while, because mortgage lenders can be slow to adopt changes in credit scoring. Nevertheless, if you are soon to start looking for a new home, I’d recommend checking your current credit report to be sure all is accurate. Then call me!

Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C.; Maryland; and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.

Address Tomorrow’s Needs by Choosing the Right Home Today

By Kevin Reid Shirley

At the end of the day…” “The bottom line…” “When all is said and done…”

The final verdict on whether any activity is ultimately deemed a triumph comes down to how successfully it addresses future circumstances. It’s especially relevant when you find yourself at the outset of searching for a new home.

That’s not always as easy as you might think. The pressures of the moment (especially when the change of residence is mandated by outside factors — like a job transfer or quickly approaching school registration deadline) — can loom so large that when you find a house that’s perfect for the family now, second thoughts about the distant future don’t even surface.

Better idea: before you even start, take a breath! The search for your new home in will ultimately be much more successful when you start out with an unhurried appraisal of your family’s requirements, not only as they are in the immediate future, but further downstream as well.

To accomplish that, the first order of business is to make as good an approximation as you can of the likely longevity of your family’s stay in your new home. If it’s quite likely that you’ll be moving in five years or less, your planning horizon can more comfortably center on today’s requirements. If a longer stay is possible, longer-term considerations really need to be addressed seriously. Not doing so can wind up creating a lot of extra effort and expense you might have been able to avoid.

Of course it’s the unique makeup of the household that will determine the size, type and features you target for your new home. Especially when children are part of the picture, their ages will be a leading factor in your house hunt. Families with toddlers usually find themselves automatically gravitating towards properties with smaller, more contained yard spaces that are easily child-proofed. But when they hit the 5-to-10 year-old age group, the target is more likely to include properties with ample space for children to play — and a neighborhood with a lot of other kids. It’s an important time for them to be discovering their talents, interests and abilities.

It might seem to be an abstraction right now if you are under the gun, but later on, how valuable might it be to have a house with a guest suite on the main level for visiting in-laws? And if the kids are nearing adolescence, most parents and their offspring will value a new home that enables the teen to have a room of her or his own — welcome respite for everyone!

If there truly is no way to realistically appraise how long your stay will be, rather than just shrugging off the possibility of taking the long term into account, you might be on the lookout for a new home that features a layout with a lot of flexibility, such as one with a semi-detached bedroom that could be converted into an office (or even rental space).

Buying a new home is always a substantial commitment — one that warrants going the extra mile to project how it will fit your unique household now and into the future. If you will be looking for a new home in the near future, I hope you’ll contact me to discuss today’s choices and those that will be coming on the market!

Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C.; Maryland; and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.

"With interest rates still at historic lows, and prices projected to increase by almost 20% over the next four and a half years, this may be time to buy a new home."

When Investing in Real Estate, Stick to Your Strategy

By Kevin Reid Shirley

If you have been doing groundwork with an eye toward investing real estate, chances are you’ve also been watching some new national movement in housing sales. Last month’s Real Trends Housing Market Report showed U.S. sales of 5,880,000 units (a 5.1% increase over June 2013 numbers): “a substantial improvement over the five prior months.” Prices also continued to rise across most of the nation, though at a slightly slower rate. It’s the consistency of the appreciation that has continued to attract investors.

Those investors are drawn for differing reasons — since investing in real estate can advance a variety of financial strategies. For investors who purchase residences in order to rehab and flip, any continuation of price appreciation and rising sales volume is encouraging news. For others who plan to hold long term to maximize rental income potential, still low mortgage rates continue to undergird a historically attractive environment.

Whether investing real estate becomes the high point of a portfolio or a footnote depends on such a wide variety of factors that entire books continue to be written about them. Here are a few — with a couple of the ways they can be viewed:

Not only does location play a critical part in how the underlying property is valued, it also can be the deciding factor influencing rental income where rental income is the main goal. Some of the best performing rental property investments can be those located close to transportation and other amenities like restaurants, shopping and parks: key attractions to tenants (and buyer-investors) alike. On the other hand, a good deal in an iffy location can pay off — but only if it passes a critical analysis.

A storied strategy for winning a higher ROI on a real estate investment is to target properties situated in less-developed areas — areas promising a better-than-average pace of development in subsequent months or years. Such properties hold the likelihood of outstanding appreciation for the long term investor with ample time and patience.

Investments can be acquired only when sufficient capital is available–but successful investing is about more than just finding the least expensive property. Success means creating a budget in line with the expected return, leaving padding for unexpected expenses, and then scouring the available properties that can realistically fit that template. It’s a simple truth that hard-headed budgeting is a skill worth developing: often the best deals materialize from the best plans.

Whether you’re looking to buy and flip or buy and hold, investing in real estate can be both profitable and exciting. The assistance of an experienced and well-connected agent will prove invaluable when it comes to uncovering potential real estate investment opportunities.  If you’re looking for such an agent, I hope you will contact me today.

Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C.; Maryland; and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.

Which Renovations Are Musts for Selling a Home

By Kevin Reid Shirley

When you are selling a home, two underlying unknowns are always present. How long it will take? is one. The second is what will the final selling price be?

The answer to that second one at least partially depends on actions the person selling the home controls, since performing renovations and add-ons boosts a property’s salability. But which renovations add the most value? Even though considerable study has been given to the issue, for any given home it’s difficult to pin down which are most likely to have the greatest impact.

Even so, some general observations are widely accepted:

ITEM: Some kinds of renovations show a much higher return than others. Replacing a traditional entry door with a steel door, for instance, often generates about a 100% return on the investment. A sunroom addition, on the other hand, is likely to result in closer to a 50% return when the home is sold. The web site remodeling.com presents national averages tabulated each year.

ITEM: The old focus on “location, location, location” applies to improvements, too. Selling a home in different areas of the country can influence how much you can rely on the previous item. For instance, some reports say that a backup generator is one of the worst investments a seller can make if they hope to recoup the add-on cost. Yet in areas where dangerous storms have a history of knocking down the power grid for days on end, a well-integrated generator can prove to be a highly marketable add-on.

ITEM: Some repairs that are not undertaken constitute such red flags that, though minor, they can seriously slow down a sale. A broken screen door is a good example of an easy-to-remedy detail that can have a disproportionate effect, drawing prospective buyers’ attention from an otherwise well-maintained property.

ITEM: Some other kinds of repairs are essential for a different reason. A homeowner selling a home might be tempted to decide that replacing the garage roof, for example, simply isn’t worth the expense. Although it could be true that the garage roofing might not be important to buyers, it could prove vital if it prevents the bank from lending on the property.
So, how can a seller know what to do? Luckily, the answer is simple.

Your veteran REALTOR® will be able to offer expert advice based on current market experience — to advise you on which repairs or improvements are a good or necessary expense (and which can be tabled for now). If you are thinking of selling your home this fall, do call me to discuss a home improvement strategy that will help maximize your return!
Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C.; Maryland; and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.

Action Plan for Pinpointing the Ideal Neighborhood

By Kevin Reid Shirley

There’s a lot you can change about a house. You can repaint it, renovate the interior, landscape the yard. The one thing you can’t change is its location — and there’s abundant truth in the familiar list with the three most important words in real estate: location, location, location

That’s why getting to know as much as possible about the neighborhoods is so important when you are searching for the right home. The characteristics of your choice of neighborhood will affect the quality of life your family enjoys — as well as the capital appreciation and resale value of your property (a good example is the strong positive correlation between house prices and school quality).

Begin with a Plan

A good place to start is by making your personal list of what you think will make a great neighborhood for you and your family. Ideally, one of the neighborhoods will check off all the requirements. In any case, you do want to make sure that your highest priority needs are met. For some, that might mean access to quality schools. For others, it might be the availability of public transportation — the kind that makes the commute to work a breeze. For still others, it’s ready access to indoor or outdoor social and recreational activities. Know before you start looking what you’re willing to compromise on — and what’s a deal-breaker.

Make the Most of Your Budget

There are desirable neighborhoods that almost everyone wants to live in. But for some buyers, budget constraints put these neighborhoods out of reach — for now. But that doesn’t mean you still can’t find a great buy! Try looking for neighborhoods that are on the periphery of more popular areas — neighborhoods that are showing signs that the homeowners are upgrading their properties. Targeting adjacent neighborhoods on the way up is more than just a way to get a better deal on a home today. Ideally, it means investing in a property that stands to increase in value as its neighborhood improves through the years.

Use Online Tools

Thanks to the Internet, finding information about neighborhoods is only a mouse click away. Sites like Trulia, Zillow, and WalkScore allow you to research the profiles of individual neighborhoods. You can find overviews of schools in the area with ratings from parents, graphs which list all sorts of characteristics — even violent crime in the area. Another useful online tool is Google Maps, which shows proximity to shops, schools, transportation and other facilities.

After you have researched the area neighborhoods that look most promising, plan to devote enough time to exploring them in person — weekdays and weekends, daytime and nighttime. Make sure the actual places measure up to their reputations, and find out which ones feellike places you’d like to live.

If you’re looking for in-depth neighborhood advice, give me a call or stop in to go over your wish list.  Whether you are relocating from afar or across town, I’m here to help my clients make smart long-term real estate moves. Call me today!


Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C.; Maryland; and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.

Should You EVER Overprice Your Home?

By Kevin Reid Shirley

A crucial part of selling your home comes right at the outset — when you set your asking price. It boils down to a decision to go high (the I-love-this-place-and-gotta-have-it-no-matter-what price); or low, with a number that is just under neighborhood comparables (the I’d-better-snap-this-up-before-someone-else-does price).

Success in selling your home quickly is commonly understood to correspond with the lower price strategy, it’s true. But are there ever reasons why you would want to set a price that’s significantly higher than your neighborhood usually commands? Is there EVER a right time?

Although the common wisdom for selling your home is a pretty firm ‘NEVER!’ — but there might be some possible exceptions. When might it be reasonable to ‘test the market’? Here are a few circumstances:

No true comparables. If you have a home that’s verifiably one of a kind in the area, comparisons based on size, number of bedrooms and baths might be misleading. In such a case, it’s important that the differences be blatant — obvious to everyone — because banks and other lenders are likely to need considerable persuading. “Comps” are easy to justify, which is why they are the usual reference points that make loan officers comfortable. But keep in mind that it’s an absolute ‘must’ for selling your home with a higher-than-comparable listing price: it’s got to be a gem!

Uniqueness. Selling your home at an elevated may be justified when it offers features that aren’t duplicated anywhere else in the area. This can be the case when the location is unique, as when the views from the living room are breathtaking, or a long driveway or dense plantings offer seclusion in an otherwise crowded neighborhood. To warrant the elevated price tag, those unique features should be easily describable in marketing materials. 

No need to sell. If demand for properties in your area is intense — but you have no urgent need for selling your home right now, you might decide to list at a price that would warrant a move for financial reasons. This is the weakest reason to price high: it usually ends in wasted effort without much to show for it.

The list of reasons why overpricing is usually a terrible idea would include showings lost, appraisals that come in at lower than sale price, offers from prospective buyers discouraged, etc. The fact is, when it comes to selling your home, you’re probably looking for a speedy sale at a fair price.

If you are going to be selling your own property this season, give me a call. We can go over how your property is likely to fare in today’s market — and draw up a selling plan that will meet your goals!


Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C., Maryland, and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.

3 Things to Keep in Mind When Negotiating a Home Purchase

By Kevin Reid Shirley

Negotiating tactics. It’s a topic that business authors adore. This is perennial best-seller territory…so much so, you could probably fill a moderate-sized home library with titles like The Art of the Deal and Getting to Yes.

When it comes to negotiating a home purchase in {Your Region}, fine-tuning your offer — finding the balance between writing a winning offer and writing the most advantageous offer — can present a real challenge. Add to that the national headlines that tell us that there are more bidders out there vying for the same properties, and it makes sense to listen to what the experts have to say about the most successful tactics. When you’re negotiating a home purchase in {Your Region}, some of the most repeated generalities are applicable:

  • Keep your cards close to your chest. Kenny Rogers sings about it, and every poker player agrees: when you’re negotiating, it’s almost always prudent to volunteer as little information as possible about yourself and your home search. If you aren’t considering any other properties, don’t let the sellers’ agent in on the fact. Never lie, of course; but find a polite way to be vague. The less you say about personal connections to the property, the better. Stick to the numbers and terms.
  • Keep Your Paperwork Smart. Likewise, if you are approved for, say, a $350,000 loan, but are writing an offer for $325,000, instruct your mortgage broker prepare a pre-approval letter with the amount of your offer — not your full buying power (that’s just asking for a higher counter offer!).
  • Negotiate for the win, not just to win. If you get caught up in negotiation, it can cause you to lose sight of the big picture, which is winding up owning the property you want. If a seller won’t budge on price, ask yourself if the property is actually worth the price they are asking. Canny buyers keep in mind that this isn’t about “winning” by getting sellers to come down to your bid, it’s about winning by getting the home purchase that makes sense for you. If the comps support the price (and you know you’ll be delighted with the house) do be open to weighing the merits of the deal…even if it’s not as rock-bottom as you had hoped.

A home purchase is a complex, sometimes emotional process — but going in with the right mindset can make all the difference. Good luck hunting! If you’re looking for an agent to help you every step of the way, I’m standing by all summer waiting to lend an experienced hand!


Kevin Reid Shirley is an associate real estate broker licensed in Washington, D.C., Maryland, and Virginia. You may reach him at 202-320-6634 or kevin@RealAstute.com.