With a large inventory of real estate "the house has to be very, very competitive," said Mary Larkin, a real estate agent at ERA Martin Surette Realty in Harwich.

According to Larkin, three factors affect real estate transactions:  location, condition, price.  Sellers can't change the location of their home, but can do something about condition and price.

SPRUCING UP

ERA Martin Surette often brings in a pro to spruce up the house before showing it.  "We have an interior decorator who does staging for the properties", explained Larkin.

It's important to eliminate clutter and put away personal items, like wedding pictures, explained Larkin.  That way the prospective buyer can visualize the house with his or her own things in it.

While rearranging the furniture and elminating clutter may be diffcult for the seller, said Larkin, if they want to sell, sometimes "they have to change their mindset for their homes."

Harwich decorator Karen Booraem creates a detailed report for the seller outlining what can be done to make the house more saleable.

It's also important that the house be spotless.  That may mean having the carpets professionally cleaned.  Also, consider upping the wattage in the light bulbs.  "The property should look light and bright -- the lighter the better", said Larkin.

Atmosphere counts, too.  "Having lit candles around is very effective, just be aware of people's allergies, not too floral or too spicy", said Larkin.  "I use vanilla alot, that seems to be good."

Sellers should also consider the landscaping, as a buyer begins evaluating a property as soon as he or she sees it from the road.  It's called curb appeal.  And can mean the difference between writing down the number of the realtor or just driving by.

Experts say consider hiring a landscaper to spend a day doing a yard clean up and trimming shrubs.  "Very frequently people don't pay attention to it, but it's critical.  Sometimes investing a few hundred dollars with a landscaper makes a world of difference," said Larkin.

HOW MUCH?

Especially during a market downturn, it's important that sellers have an accurate value of their house.

Noting that houses are now often going for less than the assessed value, Larkin said sellers have to be realistic.  "Many people expect they'll get more than what they'll get, people need to have a more accurate sense of reality."

Speak to more than one realtor to determine the best asking price, and consider a professional appraisal.

But when choosing an appraiser, advised Larkin, remember that every Cape town is different, so you chose an appraiser who is locally competent.  Out-of-town appraisers may not fully understand value in a particular town.

Marketing is important, as well.  When selecting a realtor, make sure they are reaching out tap a wide market, and using the Internet effectively.

Be sure that the real estate agency has a strong global Internet presence, not just a website, advised Larkin who cited statistics showing that between 70 and 80 percent of buyers spend three to four months on the Internet searching for a house before contacting a realtor.

"Buyers are approaching the market differently, particular younger buyers.  Savy sellers need to understand that," observed Larkin

Good real estate websites should provide detailed information, pictures, maybe even an Internet tour and live chat opportunities with an agent.

Finally, said Larkin, "You have to be optimistic, you have to price it right, have it in good condition, and it will sell."