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In a buyers’ market, selling your home can feel like an uphill battle, especially when PCS orders add extra pressure to your timeline. But with smart preparation and a little creativity, there are several strategies for military homeowners looking to sell.
Pick the Right Agent
In a competitive market, choosing the right real estate agent can make all the difference between a smooth, top-dollar sale and a stressful, drawn-out process. You need someone who understands military timelines, knows how to market strategically, and can help you navigate a tough market with confidence. Interview your top picks to find the best agent fit.
Sales and Track Record
What is the agent’s experience with a competitive market—and most importantly, what is their track record in the current area? How many homes have they sold in the past year?
Percentage of Clients
How many of their clients are sellers? And how many of their clients are military? If you plan to offer an assumable VA Loan, does the agent have experience brokering the process?
Time on Market and Comps
A sharp agent will know the average time on market and should have a rough idea of comp properties, even on your first phone call. Knowing how long your property will likely be on the market before going under contract and comps in the area are a key starting point, and you’ll get a good feel for an agent to see if they’re the right fit for your needs and style.
Marketing Plan
Taking a few photos and slapping a generic listing on the MLS won’t cut it in a tight market. Ask the agent what their marketing plan for the property is. Professional staging and photography should be on the list, as well as an honest assessment of what repairs you need to make to get top offers.
Professional staging and photos: Will the agent use a professional photographer, and do they offer staging? Are these services included as part of their commission fee, or is this extra? Can they show you examples from recent listings, showcasing their approach?
Honest assessment: For top contenders, schedule a time for the real estate agent to walk your property, and offer an honest assessment. Will the home stage well? What repairs need to be made, including any curb appeal improvements?
Have you wondered, how can I find a real estate agent near me? Use MilitaryByOwner’s real estate professional directory (search by base!) for vetted real estate professionals.
Open-Ended Question
What haven’t I asked that I should know? This open-ended question is an excellent opportunity for agents to showcase their talents and experience and helps you decide if they are the best fit.
It's worth the time investment to carefully vet potential real estate agents so that they can help best position your home in a competitive market.
Make It Move-in Ready
In addition to scouring listing prices and comps, many buyers are searching for move-in ready homes that require little to no immediate work. And if work is needed, expect buyers to open with either a lower offer, ask for a price concession for repairs, or make an offer contingent on repairs.
With more inventory, buyers can afford to be selective, and a well-maintained, "show-ready" property stands out.
Updates and Repairs
Timely repairs and fresh updates give home sellers an advantage in any market, but even more so in a competitive one. Repairs not only enhance a home’s market value, but they also make for a smoother inspection process, making it easier to sell quickly, besides avoiding any lengthy negotiations for repair concessions.
Photo by Blue Bird from Pexels via Canva.com
Declutter and Stage Like a Pro
Decluttering is always a win for an upcoming military move, but more importantly, it also helps buyers envision themselves in the space, which is key for a buyer selecting your home over others. Staging is one of the best tools a seller has in helping their home make a great first impression and create a listing that grabs attention.
While physical staging has long been an option, it can be time-consuming and expensive. Virtual staging offers you a chance to highlight your property in a great way and serve as a wonderful ad for your home!
Making your home as "show ready" as possible from day one can be a powerful selling advantage. It paves the way for you to create a scroll-stopping listing and helps potential buyers envision themselves in the home, ultimately bringing in a successful offer.
Price It Right
Pricing your home correctly from the start will be one of the most important decisions you’ll make as a seller. In any market, but particularly where buyers have an abundance of listings to choose from, a competitive price can attract more attention, reduce time on market, and even spark multiple offers (yes, even in a "buyers' market!").
Overpricing in a tight market can lead to costly delays as you continue to carry the property and its associated costs. This usually leads to price drops down the line, which can steer buyers to either wait for another drop or assume there may be other issues with the property and not entertain an offer.
Offer Buyer Incentives
Having a few buyer incentives planned can help sweeten the deal, and once you have interest, can be especially useful to deploy in a buyers’ market. Some ideas:
- Home warranty: convenient one-year options are available, and usually less than $1,000
- Closing cost concessions, full or partial
- Assumable low-interest rate VA Loan, or offer interest rate buy-downs to lower a buyer’s mortgage rate temporarily
- Prepay HOA fees (if applicable), or property taxes for a certain period
- Offer to include appliances, such as a washer/dryer combo or fridge
- Offer to include other furniture, such as patio sets, grills, play sets, or storage sheds
Market to Military Families
Military families are a distinct slice of the homebuyers’ pool and offer sellers the perfect opportunity to share how your home was the perfect match for this duty location. Make your home’s military lifestyle perks crystal clear in your listing, and harness the power of military networks.
Highlight features like:
- Short commute to base or gate access
- Room for pets, fencing, or play equipment
- Safe neighborhoods with nearby parks
- Easy bus routes for school-aged children
- Extra storage for gear and uniforms
- Mudrooms or drop zones for kids, busy families, boots, and backpacks
Leverage social media for military networks and word-of-mouth:
- Don’t rely solely on your agent’s MLS listing—post your home in local and military-specific social groups.
- Tap into your own network and share on your socials.
- Reach out to your installation’s housing office to see if they highlight local listings.
- List on MilitaryByOwner to reach other PCSing families.
If you’re stressed about selling, you can guarantee there is another military family on the other side of the equation who are stressed about finding their new home. With a little targeted marketing, it might just be possible to create a win-win for you both.
Photo by simonapilollatnf via Canva.com
Have a Backup Plan
Sometimes, the market will not move on your timeline. If your home isn't attracting the offers you’d hoped for, the PCS date is at your doorstep, and the need to sell is urgent, you do still have several options.
Take into account:
- Have you determined the correct asking price for your home, made any necessary repairs, and created the best marketing plan?
- Hiring a new real estate agent.
- Waiting for a better selling season.
- A short-term rental solution, such as Airbnb or as temporary lodging for inbound or outbound families.
- Becoming a landlord (MilitaryByOwner also lists rentals!).
- A temporary geo-bach situation, until the home sells.
- Communicating openly with your lender.
If it’s time to scrutinize the finances further. Selling for less than market value, looking into home equity loans, or refinancing are additional options that, while not the most ideal, may be necessary to avoid further financial stress.
Selling during a buyers’ market may take creativity and patience, but military families are nothing if not adaptable. No matter the market conditions, MilitaryByOwner has you covered with expert tips, trusted resources, and tools tailored to military life. From prepping your home to finding the right buyer, we’re here to make your PCS transition smoother every step of the way.
Considering a FSBO (For Sale By Owner)? See our free guide below where we answer the most common questions concerning FSBOs!
