Preparing Your Home for Sale
Remember, you never get a second chance to make a first impression!

by Christine Fitzsimons aka The Little Green Real Estate Machine

The topic of how best to succeed in selling a home is certainly an important – and frequently discussed – topic of conversation in the current economic market. It will surely come as no surprise to anyone that what we are currently experiencing is a “buyer’s market”. If you are preparing to sell your home, know that there will most likely be several other homes competing directly with yours, all offering the same number of bedrooms, a recently updated (or not) kitchen, etc. etc. The sheer scale of such competition can be daunting but if you are prepared for this and take the appropriate steps to launch the sale of your home, then the chances of success are greatly improved. Homes are selling but the length of time they might remain on the market is dictated by two simple criteria: how they are priced and how they show.

PRICING: Correct pricing of a home has always been essential in order to attract a maximum number of motivated buyers. It’s important to understand, however, just how much home pricing is affected by the current surplus of homes for sale. There are a lot of sad stories out there concerning people losing their homes. As a result, a significant number of homes are being sold as foreclosures and short sales. The price of these properties will generally be significantly lower than if the home were to be sold conventionally.

An important step in pricing a home for sale is to obtain a CMA or comparative market analysis from your real estate agent. This will show what similar homes in the area have sold for in the past 6-12 months and will provide you with a good indication of what the market is doing in terms of actual sales. In today’s climate, however, it is also equally important to know the listing price of other homes on the market. Just because your home is not in foreclosure or is not a short sale does not change the fact that you are still competing with the price of these and all other homes on the market. Finally, ask your real estate agent to provide you with an absorption analysis. It will provide you with a very clear indication of how long homes are remaining on the market at certain price points. It will greatly help you understand where your home needs to be priced in order to sell the most quickly.

PRESENTATION: After price, the second most important aspect of a home for sale is how it presents itself when the prospective buyer comes to take a look. Below is a list of steps and suggestions that should be taken into account to ensure the best first impression possible:

EXTERIOR
- Front Entrance: The first impression starts at your front door. Clean or paint, fix broken glass or clean glass, make sure the locks work easily and the exterior is well lighted. Also consider adding a shiny new brass kick plate on the front door, a new welcome mat and some seasonal potted plants for the front porch.
- Lawn: Remove clutter, edge walks, trim hedges and weed gardens. Make sure lawn is mowed. If you have vacated the home, make arrangements to have the lawn maintained. In the winter, it is essential that the sidewalk, driveway, and porch are free of ice and snow.
- Gutters & Spouts: The majority of basement problems are caused by the inadequate extension of downspouts and poor grading. Make sure downspouts are extended and gutters are clean.
- Windows: Wash your windows! They make your home sparkle. Replace any missing storms or screens.
- Garage: Garage doors should work without effort. Remove debris and organize.

INTERIOR
- Foyer: The entryway should be welcoming. A floor mat helps keep your home clean and makes the prospect feel that you are concerned about your home. Don’t expect the buyers to imagine how the house would look “if only…” Do it!
- Clean and Spacious: The general cleanliness of your home reflects its overall maintenance. This is important! Remove clutter. Clean, vacuum and dust. Clean carpets. Place fresh throw rugs over worn carpet near thresholds. Ask your agent if your furniture arrangement is optimum for showing. The feeling of spaciousness is crucial. Remove unneeded items to make the room look bigger. You may even need to put some items in storage off premises.
- Property: Store any items that you intend to remove (or if they’re essential to your daily living, clearly mark as “not included in sale”). Remember, a Purchaser will not include any items in a sales agreement that he or she hasn’t seen. However, please consider the fact that items you exclude (curtains, appliances, etc.) may not be appropriate or necessary in your new home. The offer price may reflect the omission of these items.
- Firearms: For safety and to create a friendly atmosphere, lock and store all firearms out of sight.
- Closets: Over-crowded or poorly arranged closets imply a lack of adequate storage space. This applies to front hall closets and bedroom closets.
- Halls and Stairways: Clear away clutter for an open appearance.
- Windows: Let in the light! Remove or adjust existing window treatments to allow the maximum amount of daylight to enter the home. Replace or remove mini blinds which have seen better days.
- Kitchen: Remove all clutter from workspaces, including unnecessary appliances and decoration. Stove should be cleaned, as well as sink, refrigerator, and dishwasher. Empty garbage. Remove clutter. Clear items such as artwork and lists off front of refrigerator. Kitchen cabinets should be organized to emphasize adequate storage. Consider replacing outdated kitchen faucets.
- Baths: Your bathroom should be spotless. Clean tub and tile. Re-grout or caulk if necessary. Remove rust stains. Clean sinks and toilets. Repair leaking faucets and toilets.
o Hardware: Repair loose doorknobs, sticking drawers, warped cabinet doors. Oil hinges.
o Lighting: Replace light bulbs and faulty switches. Remove unnecessary extension cords.
o Shower/Tub: Replacing old shower curtains with new ones is an inexpensive way to give the bath a “new home” smell.
o Add fresh new towels and floor mats.
- Basement: Clean exterior of furnace unit. Remove cobwebs, replace light bulbs, and organize storage. Make furnace, water heater, and electric box accessible. Use a dehumidifier to remove musty odors.
- Odors: Purchasers are especially sensitive to odors. You may not even be aware of them. Pet odors are the most common and problematic. Make sure litter boxes are clean, carpets are clean, and the home is well ventilated. It may be necessary to replace carpeting if odors persist. Other odors that are sometimes objectionable are smoking odors, cooking odors (highly seasoned food), and must or mildew. Adding a deodorizer to a can of paint can also greatly help reduce odors. Please discuss these problems with your agent.