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Why does one house sell within days and another linger for
months on the market? In today's real estate market, far too many sellers watch
prospective buyers troop through their homes without making an
offer. To avoid this kind of frustration, you must learn the
secrets of making your house more saleable.
More important, the longer a house is on the market, the less
likely the seller is to receive a high offer. It's human nature
to suspect the quality of merchandise that has been "on the
shelf" for a long time. A slow-selling house makes prospective
buyers nervous.
Selling your home can be a painless and profitable experience -
if you follow the guidelines offered on the following pages. And
don't neglect to involve your family in this project. It is a
cooperative venture with one shared goal; a timely sale of your
home.
THE GROUNDWORK
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Put yourself in the buyer's shoes! Remember, they arrive at your
front door waiting to fall in love with your home. If you've
done your homework and set the stage, every room in your home
will greet the customer with a pleasant surprise.
What makes your home special?
First, settle down in your favorite easy chair, close your eyes,
and try to remember your feeling the very first time YOU walked
into your home. Now, start listing your home's most positive
features. Remember, the more personal, the better. Ask your
spouse and your children to add their own positive reactions.
Your teenage daughter may remember how she fell in love with
your home years ago because of a swing that hung from the old
oak tree in the backyard. Don't make the mistake of ignoring
children's special impressions. Tour every room, including the
attic, the garage, and yard. Note at least one positive feature
in each. Include the items that attracted you and those
desirable features you have added.
Accentuate the Positive
A real estate agent will bring prospective buyers to your door,
but don't rely on him or her to do the WHOLE job of selling your
home. A saleable home has each room sending out a unique message
to the customer. It is more effective to have the buyers
"discover" your home's special features themselves (than to have
the owner or agent point them out like a tour guide.) Draw
attention to your home's best asset by a LITTLE CREATIVITY: a
cheerful glow of logs in the fireplace; a spotlight beaming
down; a pot of red geraniums...stimulates the buyer's
imagination by setting the scene.
Eliminate the Negative
You can eliminate many of your home's negative features by
transforming them into something visually pleasant. Inexpensive
and creative disguises will minimize those drawbacks.
No Home is Perfect, Even Yours!
List the negative features you can find. Be "HONEST"!
GENERAL CONSIDERATIONS
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1. MAKE THOSE MINOR REPAIRS.
All those tiny flaws in your otherwise beautifully maintained
home will add up to one thing to the observant buyer: the
dreaded O.N., otherwise known as OWNER NEGLECT. All sign of
OWNER NEGLECT must be eliminated.
2. REGARDLESS OF SEASON, TACKLE SPRING
CLEANING.
Those hours spent thoroughly cleaning your home will be hours
well spent when the results pay off in an early and profitable
sale. Clean windows are important! Pay particular attention to
your kitchen and bathrooms - they involve personal health and
hygiene, and are areas buyer scrutinize closely.
3. CREATE THE ILLUSION OF SPACIOUSNESS.
Make your living space APPEAR larger by eliminating bulky,
unnecessary furniture - rearrange to give the illusion of
spaciousness.
4. GIVE YOUR ROOMS A LIGHT, BRIGHT LOOK.
Most buyers want large, bright, cheerful rooms.
5. USE COLOR AND LIGHTING TO DRAW ATTENTION
TO YOUR HOME'S BEST SELLING FEATURES.
Highlight the graceful bay window with a colorful arrangement of
flowers. Color has the power to attract. Lighting should be used
for emphasis.
6. DISGUISE UNSIGHTLY VIEWS.
Disguise that potentially offending view, but always let light
into your rooms. Replace heavy curtains with sheer white panels.
Above all, don't apologize for a poor view.
7. ELIMINATE UNPLEASANT ODORS.
Remember that some people are more sensitive to odors than
others. Smokers rarely notice the odor of tobacco that fills
their homes, and pet owners may be oblivious to objectionable
doggy or kitty odors. Use powdered products like "Love My
Carpet" regularly. Mildew odors are another no-no. Don't allow
wet towels to accumulate in hampers, or old laundry to pile up
in closets.
8. AVOID ECCENTRICITIES.
Smart sellers play down individualistic touches that may express
perfectly their taste and personality, but, at the same time,
appeal to a minority of home buyers. In selling, play the odds.
If your rooms are painted purple and beaded curtains hang in
every doorway, don't rely on your real estate agent to find the
perfect buyer whose taste matches yours. The average buyer will
have a hard time looking beyond purple walls and eccentric
decor. Two coats of white paint may be the best investment you
ever made. Other areas of possible offenses are those two old
bugaboos, politics and religion. Everyone is entitled to his own
beliefs in these areas, but if you are trying to sell the widest
possible market, it is wise not to make your living room look
like campaign headquarters or your dining room resemble a sacred
temple.
9. RECOGNIZE THE FINE LINE BETWEEN CLUTTER
AND STERILITY.
Notice the small details that make the rooms particularly
attractive and appealing - a vase of flowers, a basket of
knitting yarns. Accessories can make or break a room. But be on
the lookout for distractive clutter.
10. DISPLAY PHOTOGRAPHS THAT SHOW YOUR HOME
DURING OTHER SEASONS.
Go through your photo albums and select pictures of your house
and yard during all four seasons. If hung at eye level in a well
lighted area, the pictures will speak for themselves and give
you yet another selling edge.Front Door and Porch
No matter how lovely your home may be behind that front door, a
buyer will be turned off by crumbling front steps, a doorbell
that doesn't work, creaky hinges, or chipping paint on porch
columns. Give special attention to your home's front entry.
Remember, first impressions are likely to color the remainder of
the house tour.
11. CREATE A WELCOME SPOT OF COLOR.
There should be something special that beckons him to your front
door, something that sets your home off from the other houses on
the block. A bright red milk can, a tub of geraniums, a pot of
floppy petunias, or a basket of nasturtiums. Invest in a new
doormat that says "Welcome."
12. OPEN YOUR HOME TO THE OUTSIDE WORLD.
A buyer approaches a home with curiosity aroused; he wants to
have positive feelings. If all the curtains are drawn and the
front door is locked and bolted, your home will seem like a
forbidding fortress. If the curtains are open, the windows
sparkling clean, and the front door open (in warm weather), your
home will radiate a welcome spirit and invite the buyer to
enter.
13. CAPITALIZE OF A SPACIOUS FRONT
PORCH/DECK.
Take advantage of the nostalgia it evokes. Set the stage and
stimulate imaginations.
Your Home's Entry Hall
14. CREATE A DRAMATIC FOCAL POINT.
Study your entry hall and ask "what kind of statement" it makes
about your home. This area should "greet" and say "Welcome, your
house hunting days are over." Dried flowers can make a striking
focal point on a hall table any time of the year. Imaging
cattails, a bunch of orange Chinese lanterns, an arching spray
of bittersweet or wheat stalks in a glowing copper planter.
15. ADD SPACIOUSNESS WITH A MIRROR.
Virtually any entry hall will benefit from a well placed mirror
(enlarges the area.). Clean regularly!
16. IMPROVE THE FLOOR'S APPEARANCE HERE, IF
NOWHERE ELSE.
Your entry hall flooring is observed carefully by the
prospective buyer - give them a positive attitude.
17. CLEAN OUT YOUR COAT CLOSET.
The entry hall closet is the first one inspected - make it
appear roomy. Add a few extra hangers. Hang a big of cedar chips
or a potpourri ball to give a pleasant, fresh scent.
Your Home's Living Room and Family Room
18. TREAT THESE ROOMS AS IF THEY WERE STAGED SETTINGS.
Buyers ask themselves, "Can I imagine myself LIVING in this
room?" Your job is to make each room project a positive
response. What touches make a room look truly inviting? Music is
one element. Consider leaning a guitar in the corner of your
living room, or opening some sheet music on the piano with a
light shining on it.
19. HIGHLIGHT YOUR FIREPLACE.
Don't take for granted and expect the buyer to imagine the glow
of a roaring fire; light one. Place something colorful on the
mantel, but don't overdo!
20. IMPROVE TRAFFIC FLOW IN THESE ROOMS.
Make rooms visually larger by removing excess furniture. Have
easy traffic flow patterns. Be sure that all doors open fully.
21. DRAW ATTENTION TO EXPOSED BEAMS OR A
CATHEDRAL CEILING.
22. DON'T LET A TELEVISION SET DOMINATE THE
ROOM.
Your Home's Dining Room or Dining Area
23. SET THE SCENE BY SETTING THE TABLE.
You can stimulate a buyer's imagination by setting your dining
table with pretty china and silver - a warm and welcome sight.
(Notice the photographs of dining rooms in any home decorating
magazine.) Avoid going overboard - any stage setting that you
create should reflect the character of your entire home to be
effective.
24. VISUALLY ENLARGE A SMALL DINING AREA.
If your dining table has one or two leaves, take one or two out.
Consider placing your dining table against a wall. Remove any
extra "company" chairs. Consider putting that looming china
cabinet in storage until your house is sold. Aim for a clean and
tidy look.
Your Home's Kitchen:
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The kitchen continues to be the "heart of the home". A pleasant,
working kitchen is near the top of most buyers' list of
priorities.
25. USE PROPS TO SET A CHEERFUL SCENE.
Set the scene with - an open cookbook - a copper colander filled
with blueberries - a basket of eggs - a bunch of carrots on a
wooden cutting board - a ceramic mixing bowl and wire whisk.
26. MAKE IT SMELL LIKE GRANDMA'S KITCHEN.
"Nothin' says lovin' like something from the oven." These aromas
are associated with happiness and a sense of well-being. An
original kitchen aroma can be created on top of your stove, or
here's a mix guaranteed to have buyers longing to whip up a
batch of cookies in your kitchen:
GRANNY'S AROMATIC SECRET
· 1 whole nutmeg
· 5 cinnamon sticks
· 1 tablespoon whole allspice
· 1 tablespoon whole cloves
Halve the nutmeg and add all ingredients to 3 cups water in a
saucepan. Bring to a boil, then lower to simmer. In the heat of
summer, a bowl of lemons on the counter will provide a fresh and
pleasant aroma.
27. EXPAND YOUR SMALL COUNTER SPACE.
Clean counters of small appliances. Check the counter top around
your sink, and remove any detergent or cleanser, etc., that may
be cluttering the are.
28. CREATE MORE STORAGE SPACE.
If your cabinets, drawers, and closets are jammed full, buyers
assume that your storage space is inadequate. Weed out all these
areas, removing what you don't use, storing seldom-used items
elsewhere, and reorganizing shelves. Neat, organized shelves and
drawers fool the eye by looking larger.
29. ACCENT KITCHEN WINDOWS.
Large, cheerful kitchen windows are a real plus and should be
highlighted as a special feature of your home. Hang a stained
glass mobile or some wind chimes in front of your sunny kitchen
window. If you hang a bird feeder outside your window, nature
will seem to become a part of the room.
30. HIGHLIGHT AN EAT-IN AREA OF YOUR KITCHEN.
Accentuate by setting the table for an informal meal with bright
placemats and a generous bowl of fruit as a centerpiece.
Laundry Room:
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A separate laundry room is a true asset and is appreciated by
all buyer. Don't hide this treasure behind closed doors. Spruce
up the room and leave the door proudly open for inspection.
31. MAKE IT CHEERFUL AND APPEALING.
Add a fresh coat of paint! Is it well organized? Piles of dirty
laundry can be a real turn-off to the buyer's eye - and his
nose!
32. SET IT UP TO DO DOUBLE DUTY.
If there's room for a table and chair, could it be a pleasant
sewing area? Set up that old Singer and place a bright colored
piece of fabric under the presser foot.
Stairways Stairways should provide an attractive transition from
one level of your home to another.
33. MAKE THEM SAFE.
Stair lighting should be more than adequate, stairs must be
clutter free, stair railings tight and secure, and runners or
carpeting tacked securely. Cheerfully decorated stairs are
positive!
34. ADD VISUAL INTEREST TO THE STAIRWELL.
A carefully chosen accent might improve the area's visual
appeal. If you have a wide, gracious staircase, emphasize this
feature by hanging a few pictures along the wall. Draw attention
to a handsome lighting fixture by polishing the brass and
dusting each small light bulb or crystal prism. Any stair
landing should also have an attractive focal point, be it a fern
on a plant stand, a dramatic poster, a chiming clock, or a
special chair on a large stair landing. If the staircase is
narrow, fool the eye by minimizing clutter.
Bedrooms:
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Imagine for a moment that you're in the "bed & breakfast"
business. How would you change your home's bedrooms to appeal to
a paying lodger? Naturally, you'd make up the beds with your
prettiest sheets and comforters. Maybe you'd add a vase of
flowers on the dressing table or a cozy armchair in the corner.
Every bedroom in your home should invite prospective buyers to
settle right in.
35. CREATE A MASTER BEDROOM "SUITE" EFFECT.
Large master bedrooms are particularly popular among today's
home buyers. Make your bedroom larger. Paint the room a light
color, remove one of the bureaus if the room is crowded,
minimize clutter to maximize spaciousness. Aim for a restful,
subdued "look."
A private bathroom off the master bedroom is a real sales
plus---decorate to coordinate with the color scheme of your
bedroom, create the "suite" effect.
36. TACKLE YOUR CLOSETS.
Virtually all buyers are looking for a house with plenty of
closet space. Try to make what you have appear generous and
well-planned...
· clear our all but your current seasonal wardrobe.
· a clear floor will make a closet seem more spacious.
· closet shelves should look well organized.
· when prospective buyers open your closet door, they should be
greeted with a whiff of
fresh-smelling air.
· be sure that every closet in your home has a light so that
buyers can easily inspect the interiors.
37. DEPERSONALIZE TEENAGER'S ROOMS
Take time to explain your house-selling goals to your children.
Encourage them to participate in preparing your home for
showing; particularly the principle of appealing to the widest
possible market...store those personal posters until your home
is sold.
Bathrooms:
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Wise sellers take special pains with preparing their bathroom(s)
for scrutiny by strangers. The bathroom is a room, after all,
and a very personal one. Potential buyers will inspect yours
with eagle eyes, so be sure it is immaculate. Don't forget the
medicine cabinet - dispose of those three year-old
prescriptions, and polish the shelves. The same goes for the
storage cabinet under the sink. Replace that old caulking around
the bathtub.
38. CREATE A LOOK.
Decorate and personalize - create a pleasing, individual look.
Add plants, shells you collected at the beach last summer with
an attractive glass bowl or jar, pictures, magazine rack,
display; fresh towels that coordinate with paint colors, etc.
39. CONSIDER COLOR.
Remember, appeal to a wide range of buyers. Play down that
all-pink look with contrasting dove-gray towels and matching
bathroom rug. If your bathroom is mostly white or neutral, add a
few cheerful accents of color; use towels in the popular shades.
Don't hesitate to buy a few new towels and a rug; you'll be
taking them with you to your new home.
40. INVEST IN A NEW SHOWER CURTAIN.
41. IMPROVE YOUR FLOOR COVERING.
Notice the word "improve" not "replace." Scrub and wax the older
floor. Cover the largest area you can with a large scatter rug.
42. PUT OUT FRESH TOWELS AND SOAP.
Prospective buyers are very special guests in your home. Give
the VIP treatment with fresh smelling towels and new soap in an
attractive dish. Splurge on a box of fancy sculptures and
perfumed guest soaps.
43. GO EASY ON AIR SPRAYS AND ROOM
DEODORIZERS.
A gentle hint of fragrance in the air is fine, but keep it
subtle.
Attic:
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Whether a high-ceiling room or a crawl space under the eaves for
storage, your attic area will be examined and should not detract
from the well-kept appearance of your home. If your attic is
reached by a steep flight of stairs, be sure they're clutter
free and well lit; if your attic space is reached by a folding
set of stairs that you pull from the ceiling, be sure the
mechanism is well oiled and there is adequate lighting.
44. EASY THAT CREEPY, HAUNTED FEELING.
Spruce up your attic, hide the mousetraps, and install bright
lights. If your attic does have windows, be sure to clean off
the grime and let in as much light as possible. Clean as needed.
45. REARRANGE YOUR STORAGE.
Get rid of anything that you don't plan to move to your new
home. Remaining stored materials should be neatly contained in
boxes and trunks, and positioned against walls.
46. MAKE THE MOST OF YOUR ATTIC'S EXPANSION
POTENTIAL.
If you have a large, cheerful, windowed attic, you're sitting on
a potential gold mine. Don't renovate your attic, just stage to
suggest your attic space has potential.
Driveways and Garage:
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Rutted driveways and junk filled garages spell OWNER NEGLECT,
and can easily sour a buyer's otherwise positive impression of
your home. Give these areas an honest appraisal and see whether
a few small improvements might make a difference. Remember that
buyers are scouting for flaws, which they can use to justify a
low offer. If you hope to get top dollar for your home, don't
give potential buyers any extra ammunition in a poorly
maintained driveway or garage.
47. FIX UP DRIVEWAYS FOR FIRST-IMPRESSION
IMPACT.
The driveway is no place for children's toys. Not only are such
things dangerous, the clutter is unsightly. the surface of your
driveway should be beyond reproach; after all, it's one of the
first things a buyer will see when he drives up. Repair cracks
and potholes, pull up pesky weeds, or get a new load of gravel.
48. ENLARGE AND IMPROVE THE APPEARANCE OF THE
GARAGE.
A clean, organized garage appears larger. If dark, add more
light, if small, one-gar garage, remove your car before buyers
visit. An empty garage always looks larger. If a two-car garage
with very little extra room, remove one of your cars so that the
buyer can make their inspection in comfort.
Yard:
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Whether your property consists of fifty acres or a small
suburban lot, much of the value is in the land itself. If your
yard is a well-landscaped setting for your home, your chances of
selling quickly will be greatly enhanced.
49. AVOID AN OVERGROWN, UNKEPT LOOK.
Does your yard radiate owner's pride? So, drag out the
lawnmower, sharpen up those hedge cutters, and shape up your
yard:
· Prune bushes, mow your grass, trim trees and hedges, edge
along walks and
driveways, spray stubborn weeds.
· An inch or two of bark mulch around your foundation shrubs
makes an excellent first
impression.
50. MARK YOUR PROPERTY BOUNDARIES.
Paint stakes a bright red or yellow, and stick them in the
ground at the corners of your property. This will not only show
consideration, it will be an effective sales tool.
51. BRIGHTEN UP YOUR PROPERTY WITH SOME
FLOWERS.
Plop the plants into a well-placed wheelbarrow, an old-fashioned
washtub, or what have you. Such standbys as nasturtiums,
petunias, impatiens, and verbena are easy to maintain if you
remember to water them regularly. Try a row of sweet smelling
alyssum to line a short sidewalk or pop in some perky dwarf
marigolds to form a cheerful oasis of color in your yard.
52. DRAW ATTENTION TO SPECIAL TREES.
Many buyers can't tell an oak from an elm, but they like the
notion of having gracious, mature trees on the property they
buy. Make sure yours grabs the buyer's immediate attention. Hang
a swing from a strong branch, plant some bright, shade tolerant
flowers like impatiens, or set up your picnic table under the
tree's leafy awning.
53. PLAY UP FLAT AREA.
Set up your old badminton or volleyball net in that flat area of
your yard.
54. SET UP A BACKYARD LIVING/DINING AREA.
It is important to devote at least one area of your yard to
outdoor living. Buyers will still recognize a scene set with
picnic table and chairs and respond positively to it. Cover your
picnic table with a fringed, red-and-white checked cloth, set
out some plastic plates and glasses, bring out the barbecue
equipment, and buyers will almost smell the hot dogs cooking!
When Your Home Is Shown
Of course, like all home sellers, you're fantasizing that the
first prospective buyers who walk through your front door will
fall madly in love with your home and offer to meet your price
right there and then. It can happen, but it's a rare occurrence.
Now your home is in peak condition, hopefully you've employed Al
Dumas of RE/MAX Properties, a top real estate agent, and your
property is priced realistically. These three factors should
give you a distinct selling edge. Before you rest on your
laurels, however, study the following:
55. BE WILLING TO SHOW YOUR HOME
(PRACTICALLY) ANYTIME.
Play the odds. The more people who see your home, the more
likely you are to sell it quickly. Yes, it's an inconvenience to
show your home at dinner time, but if the people buy your home,
isn't it worth reheating the pot roast?
56. HAVE A FAMILY "GAME PLAN" FOR LAST-MINUTE
SHOWINGS.
Prepare for the inevitable, unexpected showings with a family
game plan. To be effective, this plan should be worked out by
all your family and actually written down so that everyone knows
what to do if you sound the alarm. No one is talking about major
house cleaning at this point. The kinds of tasks you ought to be
concerned with now are simple ones: dust the dining table top,
stuff last night's dirty pans in the dishwasher, hide those damp
pantyhose hanging on the shower rod. even young children can
participate by "cleaning" their room.
57. AIR OUT YOUR HOME HALF AN HOUR BEFORE
SHOWING.
ny home will smell better if you can open the windows in each
room and let in some fresh air. Stale air isn't appealing,
particularly in a home with smokers or pets.
58. SET YOUR THERMOSTAT AT A COMFORTABLE
TEMPERATURE.
59. TURN ON LIGHTS IN EACH AND EVERY ROOM.
You can make home showings smoother for your agent if you turn
on lights in every room before prospective buyers arrive. This
also gives you an opportunity to select the lighting effects you
want for each room. No area of your home should be dark.
60. TURN ON PLEASANT BACKGROUND MUSIC.
Music has a subliminal power. Why else would stores bother to
pipe in soft background music if not to put customers in a
comfortable, relaxed mood for what else - buying! Speaking of
sound, every seller should know better than to leave a
television blaring away when the home is being shown. This is
rude and distracting.
61. PUT PETS OUT AND SEND CHILDREN TO PLAY AT
THE NEIGHBORS.
Perhaps it's unfair to lump children with pets, but that
precious toddler can cause just as much inconvenience when
you're trying to sell a home. Keep pets away from buyers.
62. KEEP OUT OF SIGHT WHEN THE SALESPERSON IS
SHOWING YOUR HOME.
Once you've answered the door and welcomed the real estate agent
and potential buyers, you should take a walk or visit your
neighbors or go grocery shopping. The shrewd seller sets the
scene so that buyers can walk onto the stage and immediately
begin play-acting, pretending the home is already theirs.
63. NEVER VOLUNTEER INFORMATION.
If you've followed the previous tip, you won't be around to chat
with the buyers, but if you are at home, resist the urge to
volunteer information about what you consider to be important
sales features. It's all too easy to develop seller's
foot-in-the-mouth disease.
64. ASSEMBLE HOUSE RECORDS FOR BUYER PERUSAL.
In these times of rising energy costs, buyers will most
certainly ask what your home heating and electrical costs are.
If you are including any appliances in the sale price of your
home, you should keep warranties and instruction booklets in
this same file.
65. TELL EVERYONE THAT YOU MEET THAT YOUR
HOUSE IS FOR SALE.
Why keep it a secret? Your neighbors across the street may have
a friend who has been waiting to move into the neighborhood.
Word of mouth is a strong selling aid. If each person you tell
that your house is for sale tell two more people, and those
people each tell two more people, word can spread quite rapidly.
66. REMAIN OPTIMISTIC.
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