Making that First Impression

Making that First Impression
By Dan Steward

RISMEDIA, January 10, 2011—When getting a home ready to be put on the market, it is crucial that home sellers understand the importance of making a good first impression. While many sellers become overwhelmed with the amount of changes they think must be made before their home is listed, there are only a few areas that really matter.

People decide within 30 seconds of walking into a home whether they might want to buy it, so it’s crucial to make a great first impression. But nobody wants to overspend on anything these days, so it’s important to spend only on those things that really matter.

Based on our experience working with thousands of REALTORS® across the country, here is a check list that you can use with your clients that will make their homes more likely to sell and garner better prices:

Curb appeal. While people spend lots of time on details inside the home—to the point of, perhaps, baking cookies to create a welcoming aroma—too few focus on the real first impression: how the house looks as prospective buyers step out of their car.

Spending a little money on gardening can remove impediments, such as overgrown foliage. The effort can also brighten a home’s appearance and make it much more welcoming. A bit of gardening can help paint a scene, so possible buyers can see their kids playing in the yard or can imagine sitting outside in the evening with a glass of wine.

A survey by HomeGain found that spending $400 to $500 on fresh landscaping can add almost $2,000 to the price of the house.

What’s the condition? Conversely, not making repairs can cut the price of the house. The issue can be partially addressed just through eyeballing. Sellers should look for cracks, damaged paint and so on, trying to imagine the impression that buyers will have.

Sellers should also commission a home inspection, so they have their own view of the state of their home, before the buyers’ inspector begins aggressively looking for problems. Sellers who have their own report are better able to push back both about the extent of any issues and about the likely cost of fixing them.

Even if buyers aren’t turned off entirely by what they see as disrepair, they typically ask for $2–$3 off the price for every $1 of repairs that they perceive are needed, so it’s crucial for sellers to know that, say, the roof needs to be replaced. That way, the sellers can spend the $5,000 themselves rather than face a buyer demanding $15,000 off the price of the house.

Finding the right assistance. There are loads of services that help with staging, repairs, and so on—so many, that clients are often confused about which to use. Realtors often provide their expertise here and refer clients to businesses. That approach works great for many, but some want assurance. That’s relatively easy to provide these days, based on a little checking on search engines. Clients should also be encouraged to post queries on their Facebook pages, asking friends both to suggest businesses to use and businesses to avoid.

Dan Steward is president of Pillar To Post Home Inspections.

Tips for Selling Your Home

It's About the Basics: 7 Tips for Selling Your Home
By Stephanie Andre

RISMEDIA, August 23, 2010—Since the housing boom ended and the market began to shift, the phrase “going back to basics” has been tossed around quite frequently. From the way agents handle their business to the way they communicate with clients, the phrase has gotten quite the workout.

But what about consumers? They were caught up in the housing boom as well…with homes selling in a day, sometimes a few hours. Getting back to basics seems like something simple that sellers should look at as well. It might just mean the difference between selling within a month and selling within a year.

Here are some basic tips from State Farm on selling a home:

Set your price carefully
Too high and buyers may not consider it, too low and you're selling yourself short. Agents often give a free home market analysis if you ask. This gives you an idea of how your home compares financially with similar, recently sold homes in your area. The analysis may also include how much you might expect to earn after closing.

Don't do major remodeling
Don't break the bank preparing your home for sale. Pricey items such as a new roof may be big hits with buyers, but rarely does the buying price end up covering the payout for such costly home improvements. When possible, stick with the simpler (and less expensive) options rather than major remodeling.

Make a good first impression
Curb appeal is important. Keep your lawn and other landscaping neatly trimmed, weeded and watered. Check the exterior of your home for signs of wear and damage, such as peeling paint, foundation cracks or loose shingles, and fix what is needed. Clean the outside of the house, including windows. Many people suggest giving the front door a fresh coat of paint for that warm, welcome feeling. In addition, adding a few flowers in the spring and summer, or keeping the walks cleared of leaves and snow in the fall and winter can be inviting to potential buyers.

Clean!
The obvious seller's commandment: thou shalt clean. Remove all clutter from every room, including closets. Organize your basement and attic. Have a garage sale with all the stuff you don't want to move to your next home! Wipe down and paint walls and trim if necessary. Many people advocate repainting with a neutral color palette to appeal to a wider range of potential buyers. Clean all windows, light fixtures and ceiling fans. Bathrooms should always be squeaky clean. Inspect and make any necessary repairs to the plumbing, heating, cooling and electrical systems. Highlight the bath and kitchen by selecting some attractive new towels, curtains or cabinetry knobs.

And keep it clean
Maintain the new and improved interior and exterior of your home until you successfully sell. It's hard, but it's necessary. A professional cleaning service may be able to help maintain the new clean look with occasional visits.

Light it up
When showing your house, provide plenty of light and make your home a warm, welcoming place. Open the curtains to let in the sunshine. In the event of an evening showing, make sure you have ample lighting available in all areas. Fresh cut flowers make a nice addition, and a pleasantly scented house is very inviting.

Go away
Many agents and potential buyers would prefer that the seller not be present during a showing, to avoid limiting the buyers' conversation or making them uncomfortable. Children and pets should also be absent or out of the buyers' way during a showing, if at all possible.