Nancy Evans

Nancy Evans is an associate broker and top agent with Northwood Realty Services' North Hills office. Staff writer Gretchen McKay interviewed her about local real estate trends.

Q: How does today's market compare to the market a year ago?

We've seen a lot of agents put their licenses into escrow. They're hanging up their hats, so to speak, until the market picks up. The biggest hit is to the newer and lower-level agents, those who aren't doing as much business.

We're still doing really well, but we're working harder and trying some new things to be more creative. For instance, we've made upgrades to our Web site, because 70 percent of our business starts there. We've also had to step up to being better salespeople. From 2003 to 2007, people could get into the business and be a very non-salesperson and still sell real estate. Now, you can't just sit back and let it happen.

What's determining what sells, price or location?

It's more about price. Houses in the $100,000 to $250,000 range are getting the most activity, there's no doubt about it. Less than that, and there can be problems with location and condition, and appraisals have really become an issue. Appraisers are using comps only from the last six months instead of a year. That means using winter time sales prices during the summer.

As far as location, the North Hills has held its own because of its excellent transportation to the city. Pine-Richland (School District) is especially hot right now because of the variety of achievement in the school district.

What is the biggest mistake the average home seller makes?

Agents have not risen to the task of making sure sellers are educated about staging. Everything is about making your home the best it can be. I tell my sellers, "Every weekend I want you to do one thing to make your home better."

It doesn't have to be huge: Change the hardware on cabinets, tear borders down on wallpaper or replace one room of carpeting. This is hard medicine for some people, but if you declutter, neutralize and clean, your home will sell 50 percent better. It also has to smell good and be lit up like a Christmas tree.

You're currently selling your own home. How is that different from selling for someone else?

It's very difficult to be objective and take the criticism. It's also very hard to negotiate your own sale. And maybe we're not as honest when an agent is talking to another agent instead of a regular buyer. I guess the hardest thing is you have to take your own medicine.

I'm probably harder on myself because I know the value of staging -- I probably have less in my house than anyone I've ever listed! And I'll also go to a price reduction much sooner than I would with another listing. Even when you're a Realtor, it sometimes takes a while to get the price where it needs to be.

Which home improvements do home buyers expect?

Updated kitchens and bathrooms and neutral decor. If it doesn't make financial sense to do a total remodel, do something small like replacing the face doors on the cabinets, or change out the appliances and countertops, or maybe put in new ceramic or vinyl flooring.

Also, take down the wallpaper and put fresh carpeting in.

Other jobs that will make your house sell but you might not necessarily get your money back on include things like finishing off an unfinished game room in the basement, putting in a retaining wall where one is leaning or missing, or replacing a gravel driveway with blacktop.

And no odors in the house. That's the kiss of death in our business.

What about buyers?

Remember, first-time buyers have a Nov. 30 deadline for the tax credit, so you have to find something now or your $8,000 gift will be gone. Interest rates are also going up, which either pushes people off the fence or makes them back off. But this is still a good time to be buying. Sellers are at their peak of being motivated. As a buyer, you're in control. The fact of the matter is that all the same things that drive a need for housing still apply -- people are still getting married and dying and having babies. That will never go away.

Any other tips for someone thinking about buying or selling a house?

There are a lot of lookers out there but not necessarily buyers buying. Why not just make an offer, no matter how crazy low? Anybody buying right now doesn't have to worry about offending a seller -- that word went out the window a year ago -- and people are used to making low offers. It might not be accepted, but then again, it might.