Lissa Uder

You’ve made the decision to sell your home, but have no idea what to do next. A crucial part of marketing any product is presentation. Corporations spend billions of dollars each year advertising and marketing their products. The same is true in real estate.

To compete effectively in the real estate market, homeowners must present their homes to the marketplace in an attractive, desirable condition. You probably comparison shopped when you purchased your home. Buyers still do that today. Buyers will always seek the best priced property, in the best condition.

The longer a house is on the market the harder it is to sell. When a house has been on the market for a while, the first thought in a buyers mind is “I wonder what’s wrong with it”. Don’t let them approach yours with this attitude.

Think of it this way. You’re not just selling a house. You’re selling safety, security, shelter, a lifestyle, and a dream. Regardless of the size or price of your house, the buyer is looking for the best home in the price range they can afford. They will arrive at your property wanting it to be the perfect choice for them. Don’t make them look any further!

Let’s send them running to the bank to get financing for YOUR house!

Grab the pen and paper and lets get started. Keep in mind that first impressions do last. You will have one chance and only one chance to make a good first impression!

Get two pieces of paper. On one write “negatives” and write “positives” on the other. That first impression starts as soon as a buyer drives up to your property, so take a short drive. As you return, pay attention to what you see as you pull up. Is there anything that looks worn? Do the hedges need trimmed or weeds pulled/cut? Write these things on the “negatives” list. What do you see that you particularly like? The beautiful rose bush in bloom? The trees that provide shade over the house? Write these things on the “positives” list. Walk around outside and list each thing, positive or negative, no matter how trivial they may seem.

After you’re finished outside, walk into your home using the door the buyer will be using when touring your home. Again, write down the positives and negatives. Continue through out your entire house, room by room. Don’t forget to ask other family members (including the kids) and friends for their input. They may notice things that you’re so used to that you don’t pay attention to any more. Remember when you first bought this house? What features attracted you to it? Write them down!

The rule of thumb is, if it needs fixed, FIX IT! Things wear out over time and there a probably a few things that you’ve been telling yourself you’ll get around to fixing later. Now IS later! The buyer will mentally tally up the cost of repairs and usually comes up with a dollar amount that is much higher than it will actually cost. This gives them an excuse to offer you less money for your home. You might think of these repairs as no big deal, but the buyers mind is asking “If the owners didn’t take care of these little things, what about the major ones, such as the roof or furnace?”. DON’T GIVE THEM ANY REASON TO MAKE EXCUSES!

For larger repairs, treat the buyer as if YOU are the buyer. Make the repairs or offer to give an allowance for them at closing. Always disclose anything that you know about needed repairs if the buyer is interested in purchasing your property. Buyers will be more inclined to purchase from someone who has been honest and they feel they can trust.

You wouldn’t buy a new shirt with a grease spot on it or a new car caked with mud inside and out, would you? The same is true of a home. The appearance of a clean home gives the impression of a well taken care of home. MAKE IT SHINE!

You know the bright pink paint you painted your daughter’s room with and the red carpet you installed in the living room? It’s got to go! Forget your personal taste! The buyer looks at bold décor as dollars and hard work to redecorate. Ask yourself “How many buyers will be able to move into my house with their own furniture and not have to replace the carpet or paint the walls?”. The objective here is to make your house marketable to the largest group of buyers possible. Neutralizing allows the buyer to build a mental picture of the home as his own, with his own belongings. A couple coats of white or eggshell paint may be the best investment you could ever make!

Even small rooms can have the appearance of being larger with a little creativity. Room size is important to most buyers!

1. Arrange furniture to make the room appear as spacious as possible. Move out furniture that makes the room crowded.

 2. Remove all clutter. Make it a habit to put things away when you’re done with them and keep the clothes, shoes, etc. put where they belong. Don’t forget to throw away the trash and take it out as often as possible.

3. Pack up collectibles. Leave just enough accessories to give the rooms a “homey” feeling without being cluttered. This also protects them from being broken accidentally by a potential buyer.

 4. Empty out the closets. Pack away off season coats, clothing, and shoes. This makes the closets appear to be spacious. Don’t forget to organize them while you’re at it. Place shoes neatly, etc.

This part is the fun one! Use color, lighting, and accessories to emphasize the positive features of your home.

1. Start by looking through magazines or furniture showrooms to see the little things that can be done to make rooms more appealing. Small things like a vase of flowers or basket of logs by the fireplace can make a big difference in any room. Using a brightly colored pillow on a chair or throw on a couch can add dimension to a room as well as a “homey” look. Keep it simple and inexpensive, though.

2. Pack away the family photos. A picture of the kids on the wall may draw the buyers attention away from the features in the room. This also allows you more privacy and a jump start on the packing.

3. Light up those rooms. If your home is being toured during the day, open the curtains and let in natural light or replace the heavy curtains with sheer panels. If it is being toured after dark, turn on the lamps.

4. Go through photo albums and pick out attractive pictures of your house, inside and out, through out the different seasons. You can hang these where a family photos once were or leave an album open with your favorite picture exposed under a lamp.

 5. Use potted plants, floral arrangements, centerpieces, or anything attractive with color to draw attention to dull rooms. Play down bold rooms with neutral accessories.

Be aware of any odors from cooking, pets, cigarettes, etc. You may have became accustomed to these odors, but the potential buyer may be very aware of them. Recent studies have shown that humans have strong responses to certain smells. Create pleasant odors that are inviting!

Keep in mind that some people are much more sensitive to odors than others.

1. If smoking, cooking, or pet odors have permeated your house, have your carpets and furniture cleaned. Wash the curtains. Consider removing the source of the odor.  

2. Air out your house by opening windows as much as possible.

3. Use products like carpet deodorizers, air fresheners, etc.

 4. Don’t allow wet towels or dirty clothes to accumulate. Keep them washed and put away. If a buyer is touring your home and you haven’t gotten around to the laundry, make sure it is kept in the hamper and put a dryer sheet on top.

5. Odors from a garbage disposal can be very offensive. Use ½ of a lemon in the garbage disposal before the buyer arrives.

 6. Place constant air fresheners such as “Glade Plug Ins” in each room.

Now Let's look at a few Room By Room Tips to help with the sale of your home.