Remember the joy of a rising real estate market? Appreciation is the most powerful force in real estate value and it is fun to watch your house or investment property appreciate.

Many people enjoyed the previous period of appreciation so much they are missing the opportunity to get the most from their property now by clinging to a past higher value.

There are still buyers willing and qualified to buy. Properties are trading on the market. In a place like Dana Point, San Clemente, or Aliso Viejo near the coast of Orange County, a desirable location will always attract buyers.

Unlike five years ago, buyers looking at houses today have a lot to choose from. The secret to selling your property in a declining market is to spend the least possible money to present the best possible experience and price to the buyer.

There are three elements you have influence over in the sale of your property:

1. Staging
2. Price
3. Marketing

1. Staging.

If your property has a stunning view, show it off. Make sure the view is un-obtruded. Clear out any clutter and leave the drapes open when you know there will be a showing.

Whatever the positive features of your house, spend as little as possible to bring your house up to a pleasant showing experience. Clear, clean surfaces are essential. Less crowded rooms show as larger. Let the light in before a showing. Emphasize what is positive about your house by dressing it up.

2. Price.

Do research before you choose a price. Speak with at least three agents and also do your own examination. How much alike in utility and condition are the comparable houses to your house? The most revealing number tends to be the price per square foot of similar SOLD homes (features, amenities, location).

In a market with lots of available properties that are not selling, list price is not very informative. It can even be confusing. The most reliable numbers come from recently sold properties similar to your house.

By pricing your house at a price per square foot similar to those houses that have successfully sold recently in your neighborhood you are most likely to get the best price possible in the market in the least amount of time.

The most attention your property is going to get from buyers is when your house is new on the market. Properties that come out overpriced get less initial attention. If fact, overpriced properties in a declining market often sell for less later than they would have if they had come out at fair market value right away.

3. Marketing.

Staging and Price are by far the most important elements in the successful sale of your home. However, when staging has been done well and the price is fair, marketing can be that extra effort that gets your property sold.

You will work out a marketing plan with your real estate agent. Spend some time to consider his or her marketing commitment to you before you sign the agreement. The marketing plan doesn't need to be expensive, just consistent and visible.

In summary, when selling your house in a declining market you have control over three important elements: Staging, Price, and Marketing.

When buyers can see themselves living in your house, when the price is fair market value based on recently sold comparables, and when you have the support of consistent marketing you have done everything you can to get the best price for your house. Fortunately, it only takes one buyer.