Cyndi Saxe Schmidt

Cyndi Saxe Schmidt is the broker of record and a partner of Keller Williams Realty Pittsburgh South, which has offices in Bethel Park, Whitehall and Mt. Lebanon. Staff writer Gretchen McKay interviewed her about local real estate trends.

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

We had a fantastic May. Our agents closed on 100 properties, compared to 72 properties in May 2008, so we're up considerably. We also had written offers on 116 properties, compared to 104 for the same time period last year, and listings are also up. One thing I have noticed, though, is that the average price of a home has fallen, but that could be because we have a number of agents who specialize in bank foreclosures, which brings the average price down.

There's also been an increase in fall-throughs (deals that fall apart before closing). The biggest reason for that is because of the appraisals, which today are difficult even on traditional loans. They're coming in low and it's not always because of a seller assist. Home inspections also are an issue. Even though buyers are getting good deals, they still want the home in pristine shape.

What part of our region has the strongest resales right now?

Garfield right now is a hot commodity because the new Children's Hospital is nearby. But it's not so much about location as price. We're finding that lower priced homes -- $80,000 to $150,000 -- are selling well, because they appeal to first-time buyers. In all, 55 percent of all homes sold this year are expected to be to first-time home buyers, who want to take advantage of the $8,000 tax credit. Homes priced at $250,000 and up are not selling as quickly. But in May, we also moved a couple of our higher-end homes in the million dollar range. So it really depends.

On what?

Any home will sell for the right price. If a house isn't priced right from the beginning, it will sit there and go stale and eventually hurt the property. Today, our average time on market is 103 days; a few years back, it was 76 to 80 days. That's why we have training for our agents almost every day in the office on how to sell in a shifting market.

What's important is that the home you're selling is in really good shape, and has been staged and de-cluttered. We're also trying to get the agents to price their property ahead of the market so it stands out against the others. If the price is right, you'll get several buyers putting an offer on it, which will jack up the price.

So have sales turned around?

As long as interest rates stay as low as they currently are.

What do sellers need to do in a slower market to sell their home?

Curb appeal means everything, so pay attention to the simple things that make a good first impression. Make sure the front door looks really great, the paint is fresh, there's some landscaping or flowers. Inside, if the carpet is bad and there's hardwood underneath, pull it up; if not, replace it. If your kitchen cabinets are tired but you can't afford new ones, paint them. And don't forget to clean and de-clutter. You also have to get rid of odors.

Open houses, which I know not everybody likes, are a great way to expose properties to a lot of people. You also need to get as much exposure as possible on the Internet with virtual tours.

What advice do you have for buyers?

Now is the time to buy, now is the opportunity. I don't think interest rates will get much lower and the tax credit won't be available forever.

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

Make sure you're working with a professional who has all the information you need at their fingertips, and don't forget to get a home inspection. But mostly, enjoy the process. A lot of people get so nervous when they're buying or selling a home, yet if you have a professional with you on this journey, it can be an enjoyable, fun experience.