Tips For Selling
Getting Your House Ready To Sell.
Introduction - Emotion vs. Reason
When conversing with real estate agents, you will often find that when
they talk to you about buying real estate, they will refer to your purchase
as a "home." Yet if you are selling property, they will often
refer to it as a "house." There is a reason for this. Buying
real estate is often an emotional decision, but when selling real estate
you need to remove emotion from the equation.
You need to think of your house as a marketable commodity. Property.
Real estate. Your goal is to get others to see it as their potential
home, not yours. If you do not consciously make this decision, you can
inadvertently create a situation where it takes longer to sell your
The first step in getting your home ready to sell is to "de-personalize"
De-personalize the House
The reason you want to "de-personalize" your home is because
you want buyers to view it as their potential home. When a potential homebuyer
sees your family photos hanging on the wall, it puts your own brand on
the home and momentarily shatters their illusions about owning the house.
Therefore, put away family photos, sports trophies, collectible items,
knick-knacks, and souvenirs. Put them in a box. Rent a storage area for
a few months and put the box in the storage unit.
Do not just put the box in the attic, basement, garage or a closet. Part
of preparing a house for sale is to remove "clutter," and that
is the next step in preparing your house for sale.
Removing Clutter, Though You May Not Think of it as Clutter
This is the hardest thing for most people to do because they are emotionally
attached to everything in the house. After years of living in the same
home, clutter collects in such a way that may not be evident to the homeowner.
However, it does affect the way buyers see the home, even if you do not
realize it. Clutter collects on shelves, counter tops, drawers, closets,
garages, attics, and basements.
Take a step back and pretend you are a buyer. Let a friend help point
out areas of clutter, as long as you can accept their views without getting
defensive. Let your agent help you, too.
The kitchen is a good place to start removing clutter, because
it is an easy place to start. First, get everything off the counters.
Everything. Even the toaster. Put the toaster in a cabinet and take it
out when you use it. Find a place where you can store everything in cabinets
and drawers. Of course, you may notice that you do not have cabinet space
to put everything. Clean them out. The dishes, pots and pans that rarely
get used? Put them in a box and put that box in storage, too.
You see, homebuyers will open all your cabinets and drawers, especially
in the kitchen. They want to be sure there is enough room for their "stuff."
If your kitchen cabinets, pantries, and drawers look jammed full, it sends
a negative message to the buyer and does not promote an image of plentiful
storage space. The best way to do that is to have as much "empty
space" as possible.
For that reason, if you have a "junk drawer," get rid of the
junk. If you have a rarely used crock pot, put it in storage. Do this
with every cabinet and drawer. Create open space.
If you have a large amount of foodstuffs crammed into the shelves or pantry,
begin using them – especially canned goods. Canned goods are heavy
and you don’t want to be lugging them to a new house, anyway –
or paying a mover to do so. Let what you have on the shelves determine
your menus and use up as much as you can.
Beneath the sink is very critical, too. Make sure the area beneath the
sink is as empty as possible, removing all extra cleaning supplies. You
should scrub the area down as well, and determine if there are any tell-tale
signs of water leaks that may cause a homebuyer to hesitate in buying
Closets are great for accumulating clutter, though you may not think of
it as clutter. We are talking about extra clothes and shoes – things
you rarely wear but cannot bear to be without. Do without these items
for a couple of months by putting them in a box, because these items can
make your closets look "crammed full." Sometimes there are shoeboxes
full of "stuff" or other accumulated personal items, too.
Many people have too much furniture in certain rooms – not too much
for your own personal living needs – but too much to give the illusion
of space that a homebuyer would like to see. You may want to tour some
builders’ models to see how they place furniture in the model homes.
Observe how they place furniture in the models so you get some ideas on
what to remove and what to leave in your house.
Storage Area Clutter
Basements, garages, attics, and sheds accumulate not only clutter, but
junk. These areas should be as empty as possible so that buyers can imagine
what they would do with the space. Remove anything that is not essential
and take it to the storage area.
Or have a garage sale.
Fixing Up the House Interior
Plumbing and Fixtures
All your sink fixtures should look shiny and new. If this cannot be accomplished
by cleaning, buy new ones where needed. If you don’t buy something
fancy, this can be accomplished inexpensively and they are fairly easy
to install. Make sure all the hot and cold water knobs are easy to turn
and that the faucets do not leak. If they do, replace the washers. It
is not difficult at all.
Check to make sure you have good water pressure and that there are no
stains on any of the porcelain. If you have a difficult stain to remove,
one trick is to hire a cleaning crew to go through and clean your home
on a one-time basis. They seem to be wonderful at making stains go away.
Ceilings, Walls and Painting
Check all the ceilings for water stains. Sometimes old leaks leave stains,
even after you have repaired the leak. Of course, if you do have a leak,
you will have to get it repaired, whether it is a plumbing problem or
the roof leaks.
You should do the same for walls, looking for not only stains, but also
areas where dirt has accumulated and you just may not have noticed. Plus,
you may have an outdated color scheme.
Painting can be your best investment when selling your home. It is not
a very expensive operation and often you can do it yourself. Do not choose
colors based on your own preferences, but based on what would appeal to
the widest possible number of buyers. You should almost always choose
an off-white color because white helps your rooms appear bright and spacious.
Carpet and Flooring
Unless your carpet appears old and worn, or it is definitely an outdated
style or color, you probably should do nothing more than hire a good carpet
cleaner. If you do choose to replace it, do so with something inexpensive
in a fairly neutral color.
Repair or replace broken floor tiles, but do not spend a lot of money
on anything. Remember, you are not fixing up the place for yourself. You
want to move. Your goal is simply to have as few negative impressions
upon those who may want to purchase your property.
Windows and Doors
Check all of your windows to make sure they open and close easily. If
not, a spray of WD40 often helps. Make sure there are no cracked or broken
windowpanes. If there are, replace them before you begin showing your
Do the same things with the doors – make sure they open and close
properly, without creaking. If they do, a shot of WD40 on the hinges usually
makes the creak go away. Be sure the doorknobs turn easily, and that they
are cleaned and polished to look sharp. As buyers go from room to room,
someone opens each door and you want to do everything necessary to create
a positive impression.
For those who smoke, you might want to minimize smoking indoors while
trying to sell your home. You could also purchase an ozone spray that
helps to remove odors without creating a masking odor.
Pets of all kinds create odors that you may have become used to, but are
immediately noticeable to those with more finely tuned olfactory senses.
For those with cats, be sure to empty kitty litter boxes daily. There
are also products that you can sprinkle in a layer below the kitty litter
that helps to control odor. For those with dogs, keep the dog outdoors
as much as possible. You might also try sprinkling carpet freshener on
the carpet on a periodic basis.
Costs of Repairs
Do not do anything expensive, such as remodeling. If possible, use savings
to pay for any repairs and improvements – do not go charging up
credit cards or obtaining new loans. Remember that part of selling a house
is also preparing to buy your next home. You do not want to do anything
that will affect your credit scores or hurt your ability to qualify for
your next mortgage.
Fixing Up Outside the House
Most real estate advice tells you to work on the outside of the house
first, but unless there is a major project involved, we believe it is
best to do it last. There are two main reasons for this. First, the first
steps in preparing the interior of the house are easier. They also help
develop the proper mind set required for selling - beginning to think
of your "home" as a marketable commodity. Second, the exterior
is the most important. A homebuyer’s first impression is based on
his or her view of the house from the real estate agent’s car.
So take a walk across the street and take a good look at your house. Look
at nearby houses, too, and see how yours compares.
Is your landscaping at least average for the neighborhood? If it is not,
buy a few bushes and plant them. Do not put in trees. Mature trees are
expensive, and you will not get back your investment. Also, immature trees
do not really add much to the appearance value of the home.
If you have an area for flowers, buy mature colorful flowers and plant
them. They add a splash of vibrancy and color, creating a favorable first
impression. Do not buy bulbs or seeds and plant them. They will not mature
fast enough to create the desired effect and you certainly don’t
want a patch of brown earth for homebuyers to view.
Your lawn should be evenly cut, freshly edged, well watered, and free
of brown spots. If there are problems with your lawn, you should probably
take care of them before working on the inside of your home. This is because
certain areas may need re-soding, and you want to give it a chance to
grow so that re-sod areas are not immediately apparent. Plus, you might
want to give fertilizer enough time to be effective.
Always rake up loose leaves and grass cuttings.
The big decision is whether to paint or not to paint. When you look at
your house from across the street, does it look tired and faded? If so,
a paint job may be in order. It is often a very good investment and really
spruces up the appearance of a house, adding dollars to offers from potential
When choosing a color, it should not be something garish and unusual,
but a color that fits well in your neighborhood. Of course, the color
also depends on the style of your house, too. For some reason, different
shades of yellow seem to illicit the best response in homebuyers, whether
it is in the trim or the basic color of the house.
As for the roof, if you know your house has an old leaky roof, replace
it. If you do not replace a leaky roof, you are going to have to disclose
it and the buyer will want a new roof, anyway. Otherwise, wait and see
what the home inspector says. Why spend money unnecessarily?
The Back Yard
The back yard should be tidy. If you have a pool or spa, keep it freshly
maintained and constantly cleaned. For those that have dogs, be sure to
constantly keep the area clear of "debris." If you have swing
sets or anything elaborate for your kids, it probably makes more sense
to remove them than to leave them in place. They take up room, and you
want your back yard to appear as spacious as possible, especially in newer
homes where the yards are not as large.
The Front Door & Entryway
The front door should be especially sharp, since it is the entryway into
the house. Polish the door fixture so it gleams. If the door needs refinishing
or repainting, make sure to get that done.
If you have a cute little plaque or shingle with your family name on it,
remove it. Even if it is just on the mailbox. You can always put it up
again once you move. Get a new plush door mat, too. This is something
else you can take with you once you move.
Make sure the lock works easily and the key fits properly. When a homebuyer
comes to visit your home, the agent uses the key from the lock box to
unlock the door. If there is trouble working the lock while everyone else
stands around twiddling their thumbs, this sends a negative first impression
to prospective homebuyers