Homeowners should buck the conventional wisdom about selling in the spring.

Putting a home on the market in this grim real-estate climate might seem like lunacy considering how heavily the market favors buyers. Home prices are down 28% from their national peak in the second quarter of 2006, according to the S&P/Case-Shiller home price index, which tracks sales in 20 major housing markets. Still, listing a home during certain months can improve a seller’s odds.

See More: The Best Time Of Year To Sell A Home

Late spring and summer are usually thought of as the best times to put a home on the market because buyer demand builds steadily through spring. Sales then peak during the warmest months, when it’s easiest for families to move without uprooting their children from school. But this year, experts predict that the selling boom, which normally starts in spring, will hit at a different time than it has in the past. Sellers with flexibility should market their homes earlier in the year.

According to data from Zillow.com, an online real-estate database, the volume of home sales was highest in June, July or August every year since 2000. This year, however, an $8,000 credit for those buying their first home–that expires on June 30, 2010 and requires buyers to have closed on a home by April 30, 2010–will force buyers to speed up their decisions. Historically low interest rates also suggest that sellers will face a busier market as early as February.

“This year, we’re anticipating sales will peak earlier,” says Nicole Hall, editor in chief of Lendingtree.com, an online mortgage comparison service. “The best time to get your house on the market will be February or early March, and maybe even earlier if you want to avoid competition.”

The Economy Upsets Seasonal Trends

House hunting may have traditionally sped up after March, but nothing about the last few years in real estate has been traditional. In 2008, sales failed to pick up with their usual gusto in late winter because the financial crisis cast a shadow of fear over buyers, and lending seized up.

“Between the fall of 2008 and March of 2009, there was a long dead period in real estate,” says Ken Shuman, spokesman for the real estate Web site Trulia.com. “You don’t want to buy a house if you don’t have job security, and a lot of people had jobs but didn’t feel too secure about them.”

2009 didn’t follow typical trends, either. Fall, when sales usually plummet, saw more sales activity than usual this year because of the introduction of the government’s tax credit, which was initially set to expire on Nov. 30, 2009.

Improving the Odds

Granted, some sellers have no choice but to sell at a slow time of year. Job relocation and the need to free up assets are facts of life that can deprive families of the luxury of waiting until the peonies bloom to put their homes on the market.

But Hall says that there are ways to improve your chances of a sale if you have to list your home late in the year, like playing up holiday decorations and shoveling walkways tomaximize curb appeal. She adds that selling at this point in the cycle isn’t always the worst fate.

“Look at how you can turn it to your advantage. Maybe because you’re forced to sell at a different time, there will be less competition,” she says. “Also, be realistic about your price. If you know you’re selling at a tough time, it can be a tough call, but you might have to drop that price a little.”

Shuman and Hall agree that the season shouldn’t be the only factor homeowners consider when getting ready to sell. Paying attention to the vagaries of the local real-estate market, where inventory and prices can fluctuate week to week, will offer more guidance to sellers than simple seasonal trends.

“Check out your local inventory,” says Hall. “Read the housing-market blogs, follow the local market really carefully, and look at the unemployment rate. That will make a big difference.”

For smart sellers, Shuman and Hall agree, taking a chance and starting the sale process earlier will reap distinct benefits in 2010.

“The beginning of the year is going to be make-it-or-break-it,” says Shuman. “If you’re a seller, get your property listed as early in the year as you can.”

Here are a few tips to help you:

•• Decide what price you’re going to ask for the home, an important and difficult decision. Buyers select by comparison shopping, so your home will have to have a fair market price. What have similar homes in your area sold for? Have homes in your area been increasing or decreasing in value? Realty Agent can help you determine the market value while still obtaining the top-dollar price for your property.

•• When selling your home, put forth the very best product. Buyers come for a careful inspection. Outside, paint the trim, clip the hedges, mow, edge, and weed the lawn. Inside, lighten up dark corners, add some fresh paint and put the clutter away to give rooms an open feeling. (See Improving the Value of Your Home below)

•• Make sure there are no stale odors in the home. This can be especially important for remote areas such as a basement or attic. On the day of your open house, bake some cookies or bring in some fragrant fresh flowers.

•• Bring your home to the buyer, count on a real estate professional who makes the best use of TV and newspaper ads, and uses state-of-the-art techniques such as an interactive voice-response system, a front end MLS system and the internet. Have a number of open houses to expose your property to a wide variety of window shoppers.

•• When you get an offer, you have three options: accept the offer, reject the offer or give a counter offer. A counter offer usually will encourage a buyer to continue negotiations. You may also receive multiple offers. You may prefer to take slightly less for your property from someone who is willing to pay cash, versus someone who needs to sell their current home first. Contingencies, move-in dates, and financing are all things to consider when weighing an offer.

•• Once you’ve accepted an offer, there will be an inspection of your home by a professional who determines the condition and integrity of your property for the buyer. The buyer’s mortgage company may chose to send out an appraiser who will assure the lender of your property’s worth. The title company will warranty that there are no liens or existing encumbrances which would inhibit a transfer of title to the buyer. You or the buyer may chose to be represented by an attorney. First time sellers and buyers often feel more comfortable to have the paper work reviewed prior to signing.

Improving the Value of Your Home

Here are some easy things you can do to make your home more appealing to buyers!

Outside:
More than half of all houses are sold before the buyers even get out of their cars. So stand across the street from your house and review its curb appeal.

•• Sweep front walkway.
•• Remove newspapers, bikes and toys.
•• Park extra cars away from the property.
•• Trim shrubs.
•• Apply fresh clean paint throughout.
•• Clean windows and window coverings throughout.
•• Keep plumbing and all appliances in working order.
•• Maintain all sealants (window, tub, shower, sink, etc.) in good condition.
•• Make sure roof and gutters are in good condition; no repairs needed.
•• Mow the lawn more frequently and plant flowers.
•• Keep pet areas clean.

Inside:
Follow the tips below to insure the proper mood is set.

•• Kitchen and bathrooms should shine.
•• Carpets should be clean.
•• Place fresh flowers in the main rooms.
•• Put dishes away, or set a formal display for decoration.
•• Make beds and put all clothes away.
•• Open drapes and turn on lights for a brighter feel.
•• Straighten closets.
•• Put toys away.
•• Turn off television.
•• Play soft music on the radio/stereo.
•• Keep pets out of the way and pet areas clean and odor-free.
•• Secure jewelry, cash, prescription medication and other valuables.
•• Enhance the spaciousness of each room. Pack away collectables to allow buyer to envision their own furnishings in home.

Important Reminders:

•• Potential buyers usually feel more comfortable if the owners are not present on their open house visit.
•• If people unaccompanied by an agent ask to see your property, refer them to your real estate professional for an appointment.
•• Leave a number where you can be reached if you are leaving town, even for a weekend, real estate deals can move very fast.

There are no guarantees a buyer will walk through your door. Sometimes you have to bring your home to the buyer. Effective marketing will help.

What is the MLS? The MLS is a Multiple Listing Service. It is a listing service that Indianapolis area licensed real estate agents and brokers use to “list” their properties for sale. The main MLS or BLC (Broker Listing Cooperative) is offered by MIBOR, the Metropolitan Indianapolis Board of Realtors. All member brokers can list their homes for sale and make them available to other agents to sell.

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