Mary Abella

Once upon a time, back in the olden days, the Realtor told his clients to clean their house, and he/she put up a sign in the yard. The home sold, and the famiy moved on. Now, however, selling a home takes a lot more work than that to compete in today's market. Here are some ideas for ways to get your seller's or your own home ready to put on the market.

1. Get rid of all personal "stuff." Most agents will tell their sellers to remove photos, but it goes much farther than that. Any diplomas, awards, sports team memorabilia, religious items, collections, and unusual artwork needs to packed away for the move now. The seller should be a nebulous person, unidentifiable to buyers.

2. Get rid of junk. Now is the time to realize that you are not going to read all those old magazines, newspapers, or financial reports. Recycle them. Now is a great time to clean out closets and cupboards--and the ONLY way it should be done is to take everything out and only put back what you have used in the last year. One client ended up with 8 bags full of clothing to donate, some of which was from high school, and it was ten years later! She would not have gotten that much out of the closet if we had done what she wanted to--just take the unwanted things out of the closet. In kitchens, living rooms, dens, and bedrooms, clear everything off any flat surface. Only put back what is decorative/functional--after you've dusted it and the surface.

3. It's not a bad idea to hire an inspector yourself before listing because the best surprise is no surprise. Nothing is worse than receiving a good offer and then having the deal fall through when the buyer's inspector finds major structural or mechanical problems with the home. Find out what they are beforehand and fix them. This adds value to the home because buyers see that the home is well cared for. Rickety railings, ceiling stains from leaks, a hot water heater that breaks on the day you put the sign up, leaky faucets, missing shingles, improperly installed siding... these are signs of poor maintenance, and buyers will offer less if not pull away from an offer at all.

4. Invite a trusted friend in to "critique" your home's appearance. Someone who will be honest and will tell you to remove that floral wallpaper, repaint the lime green bedroom, or get your carpets cleaned. We are all emotionally attached to our homes, and we get used to things the way they are. The way you live in a home and the way you market and sell it are two different things, however. If there is no one you can trust, or you don't want to ruin a beautiful friendship, hire a qualified home stager, who will be tactful but also truthful. He/she comes in cold like a potential buyer, and can point out things you missed. Like why is there a line of dirt in the grass in the back yard? The seller's reply? "Everybody can see we have a dog." I don't have a dog, and I thought the yard had been dug up for a new pipe! Or why are there two rural-style mailboxes here? Get rid of the one that is not used.

5. Appeal to the buyer's five senses. No noticeable bad smells, and perhaps cookies or cinnamon rolls baking just before a showing. Peaceful music at a low volume. A beautiful setting that appeals to the emotions of "I could live here." Some texture that the buyers can touch--a soft, silky throw, a smooth kitchen countertop that is free of utensils and other distracting things. Taste? Leave those cookies out for them to enjoy! Leave a note inviting them to take some with them. Provide a substantial napkin to go with them. If it's really hot outside, place a couple of nice, frosty water bottles next to the plate of cookies. If it's fall, apple cider in a jug with portable cups. These all make the home memorable, and create those good feelings that move buyers to choose your home.

Before the pictures are taken for the Internet, make sure the home is spotless, clutterfree, and neutral in colors and decor. It should look like a model home, where nobody lives, but anybody could. If you take the time at the front end to have your house ready to sell, then, once the home goes on the market, it will be sell-ready for those first few weeks of hectic activity, and will sell more quickly and for a higher price. This is an investment that pays off at closing time. Isn't it worth it? You bet!

Did you know that 80% of buyers shop for their new home online? That means internet pictures have to be fantastic. Here are five ways to improve your client's home’s online presence:

1. Don’t just label the pictures Photo #1, photo #2, etc. Describe the room in the picture. Point out its architectural features. Suggest uses for it. Tell which floor it is located on.

2. Make sure the room is photo ready. Get rid of cleaning supplies, kid messes, food dishes, etc. Arrange the room to look inviting. Add some accessories that go with the room and make it looked comfortable and used, and not just another room that’s there. (Hiring a professional home stager with an objective viewpoint can help here.)

3. Take pictures from an angle that shows the room’s features, not the furnishings. You aren’t selling the furniture, you are selling the room. Get the built-in shelving in the picture, from an angle that shows the room is furnished, but not just taking a photo of a wall with furniture. Show the bath’s shower or tub to show it is a full bath. All buyers know that bathrooms have toilets.

4. In the bathroom, make sure toilet seats are down, towels look fresh, and there’s no dirty laundry hanging on a hook.

5. Don’t take pictures towards a big window unless you can adjust your camera to compensate for it. The camera thinks there is too much light, and the photo comes out dark. If you have some simple photo software, you can adjust the light also.

6. The more rooms you feature, rather than showing 3-4 of the same room, the better. Buyers want to check out bedrooms and basements also before they decide to take a look in person.

Buyers are more sophisticated in their home shopping these days. Keep up with the trends and help your client's home sell quickly with great online photos.