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Selling your home should be a cinch if the price is right

You've decided it's time to move on. Your house is too small, or the kids have grown and you're going to downsize.

Whatever your reason for selling, the key to selling your home within a reasonable amount of time could very well be the price tag you hang on it.

Homes that are overpriced don't sell, says William F. Supple Jr., author of "How to Sell Your Own Home" and publisher of "Picket Fences," a monthly magazine for homeowners. And, they scare away potential buyers.

"Home buyers look at houses in ranges," explains Supple. Setting an unrealistically high price in hopes that someone will bite will drive potential buyers into the arms of the competition — other, similar houses that are on the market at more realistic prices. Your property could sit unsold for a long period of time, leading agents and buyers to conclude that something must be wrong with the property.

Set your price too low, on the other hand, and you'll leave a pile of money on the table.

But price it right and it should sell quickly regardless of market conditions.

So how can you figure out the right asking price? Fortunately there are resources available to you that will help you determine the fair market value.

One of them is a comparative market analysis. It's a written analysis that compares your house to others like it in your area that sold recently or are on the market.

A comparative market analysis will give you factual information about the houses: number of bedrooms and baths, square footage, amenities such as fireplaces and swimming pools, as well as the listing prices and the sold prices.

Getting a comparative market analysis for your home is very easy. All you do is call a real-estate agent, even if you plan to sell your home on your own. Most agents will come to your home and generate a comparative market analysis and suggested listing price for you in the hope of getting the listing eventually.

Ilyce R. Glink, author of "50 Simple Steps You Can Take to Sell Your Home Faster and for More Money in Any Market," recommends getting a comparative market analysis from three different agents who do the most business in your neighborhood. They will be most familiar with details of other houses in the area that have been marketed successfully or unsuccessfully, and will be acutely aware of what impact those details had on selling price.

You can also find excellent reports available from online services such as HomePrice and ElectronicAppraiser which, for a fee, will provide you with detailed property information, and a value range for the property based on comparables in the area. A free report on comparable sales in your area is available from HomeGain.

A comparative market analysis, however, is not the be-all and end-all in determining price. It can be incomplete or too dated to reflect current market conditions, and no two houses are ever exactly the same. Also, they don't take into account subjective factors like curb appeal, an especially eye-pleasing view or proximity to a bus stop.

That's why some experts recommend getting a professional appraisal as well as a comparative market analysis.

"Real-estate agents are not professional real-estate appraisers," says Supple. "Some will inflate the value of your home just to get the listing."

He recommends springing for a professional appraisal even before you set your asking price, especially if you're going to sell your house on your own without going through a broker.

But an appraiser's report could set you back $300 or more. If you don't want to spend that much, you can do some of what an appraiser would do by visiting your county courthouse or property appraiser's office and looking up the information yourself. Many county property appraisers or tax collectors now have online search tools you can use to find the information without leaving home.

A state-certified property appraiser will first inspect your property from foundation to attic and note its features, including quality of construction and amenities. Then the appraiser will perform a market analysis that will compare your property to similar properties that have sold recently in your area. The appraiser may even call real-estate agents in your area to determine market conditions in your neighborhood.

When that's all done, the appraiser will write up a report and you will know the appraised value. That is not the same as the market value, which Supple says "is the highest price that a property will bring in an open and competitive market."

"In a seller's market, a good rule of thumb is to add 10 to 15 percent on to the appraised value," says Supple. "In a buyer's market, add 2 to 3 percent."