Sell a House

Ten Ways To Help A Home Sell

1. Dress the Home Up - The home's curb appeal will create an instant and irreversible first impression with every buyer.
Use this checklist to make sure your listing is dressed for success.

paint the trim and front door
plant flowers and pull weeds
clean the downspouts and gutters
clean the screens and windows
pressure wash the sidewalk and driveway
mow grass and apply new bark mulch
replace outside light bulbs
wash the house exterior or repaint if needed
clean or replace house numbers
remove all cobwebs and spray for pests

2. Create a Warm Environment - Every home should offer the potential buyer a warm, friendly experience, especially during the first showing. What greets the buyer on the other side of the seller's front door? Things to consider:

consider the smell of the home -- candles and vanilla can help
replace lights bulbs, clean drapes, blinds and windows
professionally clean carpets or replace them if needed
paint or wash walls
clean doors, cabinets and closets
dust the home and remove cobwebs
clean appliances
paint or clean baseboards
re-caulk bathtubs and showers
replace cracked or damaged outlet covers

3. Remove Barriers from the Relationship - Buyers need to build an emotional bond with a home before they can make a decision to purchase the home. Help them by removing potential barriers.

pack and store seasonal clothing
remove unused furniture
remove personal photo clutter
secure pets before each showing
remove and replace fixtures not included with sale
encourage sellers to leave the home during showings

4. Tell a Story and Be Interesting - Buyers want a home that stands out from the competition. Does each room in your listing tell a story? What can you visualize happening in each room as you walk through the home? This is often referred to as staging the home. Here are top producer suggestions:

set the kitchen table
turn down the master bed and place a book on nightstand
display an open game in the kids room
turn on or start a fire in the fireplace
turn on soft music
display a family appropriate DVD near the entertainment center

5. Use Accessories - The smallest items can often turn the buyer on to your listing. For instance many agents use a "home book" as a tool to organize a mix of critical information the buyer may need to move forward with a purchase in addition to some warm and fuzzy items. Examples agents use include:

copies of the public MLS information
disclosure statements (if required)
flyers of the home
plot maps and tax information
financing sheets and potential payment information
average utility costs
local service provider list
warranty information
"Why we love this home," letter from the seller
photos of the home from different seasons
a blank offer form

6. Open Up the Dark Areas - Buyers want to know everything about a home before they decide to move forward. In most cases this means they want to view every area of the home. By making this easier you may be able to position your listing as the most appealing match to the buyer needs. For example:

unlock and open all areas of the home
clean, sweep and pressure wash the garage
unlock outside buildings including shops
clean out closets and the pantry
provide access to crawl spaces and to the cellar
provide access to attic

7. Offer Protection - Buyers want to feel secure in the purchase of their new home. One way to help them feel more secure is by removing the fear of added repair costs at closing. You can accomplish this by simply offering the buyer a home warranty. A home warranty will protect the buyer in most cases for up to year after closing for any mechanical system failures in the home up to certain limits.

The cost of the warranty can be generally paid at closing.

8. Offer Incentives -According to the 2003 National Association of REALTORS Home Buyers and Sellers Report (www.realtor.org), the average buyer will look at 10 homes before making a purchase. How can your listing stand out from the crowd? One way is to offer the buyer an incentive to purchase your listing. Examples of incentives that could be offered:

buy down the interest rate or pay buyer loan points
pay for limited closing costs
pay for inspections or compliance work
provide an allowance for upgrades
provide a home warranty
provide a buying agent bonus

9. Prepare for the Sale -What would happen if a buyer decided he wanted to purchase your listing and close within a short period of time? Prepare for success by taking care of the sale details in advance. Top producing agent examples:

pre-sale inspections such as pest and dry rot
pre-preliminary title reports to make sure clouds are removed
net sheet preparation based on estimated sales price
moving and storage companies researched
utility company list for owner switch over
packing boxes ordered
all keys and the garage door openers located
loan numbers and estimated balances obtained
relocation research started
alternative short term housing researched

10. Follow Up - It's not always love at first sight for buyers in many cases. Many times buyers need added information and an extra push to help them make that big decision. Smart sellers and great agents team up to ensure no buyers are left without all the information they need to make an informed decision.

establish a communication plan with the seller and the agents
follow up with potential buyers and showing agents after price adjustments or condition changes
follow up and survey all showing agents
follow up and survey all open house attendees
follow up and survey MLS or tow attendees

 

 

Click here for The Seller's Guide to Agency
Click here to view The W.C. & A.N. Miller Value Package

"Glen gleefully spent the time to take me step by step through the process, not skipping a beat." -A.G.

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“I’ll be recommending you to friends here and there.” –B.G.

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“Glen is the best!!!! I have worked with several Realtors over the years, and I have never met anyone with as much knowledge of DC’s neighborhoods, trends, escalation clauses, etc. as Glen! " -G.K.