True or false? Once you have chosen an agent to represent you in the sale of your home, and have signed a listing, you should get out of the way and let the agent find a buyer.

False. Selling a home requires involvement by owners as well as the agent. Sellers are responsible for two areas: 1) pricing the home fairly with attractive terms, and 2) providing a home in marketable condition. The agent is responsible for preparing and implementing a marketing plan to attract suitable buyers.

Fair pricing is critical because most buyers comparison shop, eliminating homes priced above market value. The agent can provide details of recent sales in the local market, as well as pricing of similar homes currently for sale. This can be used to arrive at a price that reflects the value offered by the home.

Offering a home in marketable condition is critical to a successful sale. Buyers expect to purchase a home in excellent condition. By performing a walk through inspection, the agent can provide sellers with a list of needed improvements. It is up to the sellers to present a positive first impression.

The agent creates an imaginative marketing plan that targets buyer groups most likely to purchase the home. Advertising and promotion attracts their attention. The home is thus positioned to appeal to the widest possible segment of purchasers.