Preparing your home to sell, for top Dollar . . .
You’ve decided to put your home on the market. What do you do first? As with most endeavors
in life, you will find that preparation can make all the difference. A home that has been well-maintained,
updated and decorated to show off its most desirable features may not need a whole lot of prep. But
most of us don’t live in a ‘model’ home on a daily basis, and many of us defer those little, or not so
little, maintenance projects. So let’s take a look at what you can do to present your home at its
best and increase its chances of bringing top dollar within your timeframe. Keep in mind, your home
is about to be put on display and the buyers viewing it will be comparing it to many others.
Here is an general overview.
De-Clutter. You have heard it over and over. Why is it so important? Because too many objects
in a space are distracting! They interrupt the visual line from the Buyer’s eye to the focal points
and desirable features of your home, i.e., the Palladian window framing the private, professionally
landscaped yard, the banquet-size dining room or the over-sized spa shower with upgraded fixtures.
Is it really more important for a potential buyer to see that trophy from your college crew team days
than the expansive built-in bookcases that flank the beautiful, stacked-stone fireplace? Is your
garage so full of rusty lawn tools, your child’s first bike, or that project you just can’t get to that a
buyer wouldn’t know it can park three cars? Is too much (or too large) furniture making that
expansive living space look cramped? Clutter can also make a space look smaller than it really is.
Take a look at your kitchen counters. Are small appliances covering the workspace? And don’t
forget inside closets and cabinets! Yes, buyers will look there too! Clothes tightly packed in the
closet or pots and pans stuffed in the cabinets tend to give the impression that the space is
limited. Keep what you need for now, arrange it well and store the rest.
Clean. Make it sparkle, make it shine . . . especially the kitchens and bathrooms!! An
immaculate home conveys to a potential buyer the idea that it has been cared for. If you are not
able to do it yourself, hire a cleaning service for a thorough once-over, top to bottom, dust the
blinds, wipe down the baseboards, clean the windows till they are spotless, clean the oven and
the refrigerator, etc. Have the carpets cleaned and don't forget closets and the attic. Buyers look
there too! And remember, a can of paint can work wonders in freshening up a tired room!
A word about pet or tobacco odors. There is a saying in real estate: ‘Smells don’t Sell.’ Get to
the source and eliminate them. Remember, we tend to get used to smells. Bring a trusted
objective person by to give you the real verdict. Few things send a buyer out the door faster!
Repair/Replace. Basically, make certain everything in your home is in good working order.
If you don’t take care of repairs now, you will likely be asked to do it during the inspection/due
diligence period . . . or to make a financial concession. Now you can do it on your own time
and without the pressure of worrying whether the buyer will be satisfied and the sale will go
through. And the home will be more attractive to a Buyer because it will be closer to that
desirable condition called ‘Move-in Ready.’
I can tell you this from working with many Buyers. You never know what they will notice and
how it will affect their view of a home. I have had Buyers notice what appeared to be very minor,
fixable issues and turn to me saying, "If the owners didn't take care of that, what else have they
not taken care of?"
Keep in mind that while some buyers are willing to take on a home that needs some work, they
will certainly offer a much lower purchase price. Generally, Buyers will calculate (using their
own vendor estimates) what it will cost them to get the repairs made. And they generally have
a tendency to do so to a higher standard. After all, they plan to be there for a while and if the
furnace is on its last leg or shingles are obviously loose on the roof, they will likely want to go
ahead and replace rather than repair. Buyers think the same way with regard to updates needed
to an older home. They will consider whether the cost of the updates will keep the finished
product within the market value range of other similar homes in the neighborhood, and their Offer
will likely reflect this consideration. Many Sellers think an allowance to the Buyer will offset
any repair or updating the home needs. But to many Buyers, with a long list of 'To-Dos,' family
and work obligations, and, perhaps, their current home to sell, the 'Move-In Ready' home is
worth the extra price.
Want to go a step further in making your home more attractive to Buyers?? Provide
them with a clean bill of health! Yes, do your own pre-listing inspection. If the inspector notes
any deficiencies, take care of them. Provide the report and your proof of repair/replace (or ask
the inspector for a final report) to the Buyer. Double the Buyer's comfort level with a Home
Warranty. Remember, a home is likely the largest purchase your Buyer will ever make so there
is a degree of nervousness. Do everything you can to reassure the Buyer that your home is
in good condition.
The bottom line is the condition of your home is one of the top factors contributing to how much
a Buyer is willing to pay. The good news is that this, unlike other factors as location, school
districts, etc. is in your control to a great degree.
Lighting. This is not the time to be too energy conscious … at least with respect to lighting.
Buyers want to see what they are buying! There is often a negative psychological effect when
one walks into a dark or very dimly lit room. If it is a room with little natural light or with dark
paneling, it might even be depressing, and the buyer is likely to quickly move on. (To the
cynic, a really dark room can infer that you are hiding something . . . like the carpet in need of
replacing or the stain on the ceiling from the toilet overflow above). The first thing a Buyer’s agent
does when showing a home is turn on all of the lights. They know the effect a bright, well-lit
space has on the Buyer's receptiveness to it. So make sure there is adequate light in each
room and be open to investing in a couple of more lamps if they will make a difference. Tips: Keep
extra bulbs on hand and put lights on a timer when expecting a showing late in the day or evening
so that your potential Buyer will walk into a warm and welcoming home. If heavy, dark window-
treatments are blocking natural light, remove them and opt for something sheerer or, perhaps, no
treatment at all.
Curb Appeal!! If you watch HGTV at all, you’ve heard it . . . curb appeal!! Most importantly is the
entrance. This is your first impression! Make it welcoming. Put a fresh coat of paint on the front door
and replace hardware, if needed. Try a seasonal wreath, a brass door knock or an address plate.
Make the door knobs shine! A welcome mat or potted plants at the base of the steps might extend an
invitation to your Buyer to come on inside. Remember, no weather-stripping hanging out. And, no
sticky doors or cantankerous locks! Make certain windows near the doorway are clean and the
doorbell works!!
Don't overlook the exterior of your home. Buyers are looking at it too. Does your home need
painting? If you have a pool, tennis court or play area, are they maintained? Make certain
foundation shrubs are pruned back from the house and low enough where the windows and
entranceway are visible! Add some annual color! Fill in any bare spots in the lawn and keep it
trimmed. Cut any dead vegetation and remove any debris.
For more tips to getting your home in top condition, email me and I'll be happy to share my
Top Condition Checklist.
Staging your Home. A service I provide to my Sellers is a consultation with a professional
Stager. A Stager can not only assist with the tasks listed above, but will make suggestions on
how to optimize the impression your home will make to potential Buyers. The advice of a good
Stager can take a well-maintained, lovely home in good condition and create that extra appeal
that will attract and 'Wow' Buyers, allowing them to visualize how they can make the home
their personal sanctuary . That visualization creates an emotional attachment that can serve
to keep your home in that Buyer's mind. The benefit of this objective, trained eye can make the
difference in how long it takes for a home to sell . . . if the Seller takes advantage of a Stager's
suggestions.
In most cases, the Stager will take furnishings you already have, sometimes adding or removing
items, and offer suggestions with respect to their arrangement in order to enhance the visual
presentation. Sometimes her suggestions will serve to make a room look larger, brighter or
more open, or direct attention to a focal point, e.g., a beautiful fireplace or built-in bookcases.
Sometimes the goal is to create a purpose for each space in your home and furnishing that
space in a way that is consistent with its purpose. For instance, she may suggest taking the
exercise bike out of the bedroom and replace it with a comfortable chair and reading lamp so that
it can be seen as a spacious, restful refuge. Children's toys might be placed in an accessible
storage box in the family room or basement instead of in the living room. Ideally, the Stager will
help create a sense of flow as Buyers tour your home, transitioning from one pleasant,
comfortable space to the next, each with order and a purpose.
The Stager may also may suggestions regarding paint colors. It may be that more neutral colors
will be recommended if rooms in your home are painted bold custom colors or have wallpaper.
Most buyers are happy with neutral colors and those who would like to choose custom colors
usually have their own palette in mind.
The aim is to direct attention to features and benefits, allow Buyers to visualize
themselves in the space and appeal to the largest number of target Buyers. To use a
fishing analogy, the larger the pond of Buyers in which the Seller is fishing, the more
'bites' to the line.
"Home is where one starts from." T.S. Eliot
