By Rick Pridemore
Mr. Pridemore is currently a REIA board member, and has been a real estate investor since 1989. Over almost 2 decades he has developed vacant land, rented single family dwellings, and built new homes (both site built and modular.) He has also traveled the country conducting training seminars and attending
trade shows. Rick is a licensed real estate agent, specializing in both high end and investment properties.
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How can I prepare a home to get the best possible price?
Television programs about home “staging” have exploded in popularity recently. So much so, that many people believe that home staging is a new concept. Not so. Professional real estate agents have known for a long time that a little “spit and polish” goes a long way in selling a home. Let’s look at some of the most effective areas to spend your time and money. To begin, the importance of a good first impression cannot be overstated. If the buyer pulls up to your property and is turned off by a messy yard, overgrown landscaping, or peeling paint, they often won’t even spend the time to look at the interior. The psychology of the buying decision causes the client to look for validation of their first impulse. For instance, if they pull to your house and decide that they don’t like it, as they tour the inside of the home their subconscious mind will look for negative points to validate their initial dislike of the home. As they walk through the home, they will be subconsciously thinking “The closets are tiny, too,” or “the kitchen won’t work, there’s no counter space.” On the other hand, if they fell in love with the exterior, their internal dialogue would go something like this: “The closets are small, but an armoire would fit over there,” or “all the kitchen needs is an island.” So put your best foot forward, and put them in the proper frame of mind:
- Make sure that the lawn is always freshly mowed, using the “diagonal” mowing pattern that is so popular. During peak growing months, keeping the lawn freshly mowed might mean mowing twice a week. Also, make sure that the lawn is well watered and fertilized to keep it deep green and lush.
- Edge the lawn around the driveway and sidewalks to give a crisp, clean look to the yard.
- Make sure that fresh mulch is laid in all of the flower beds and around the bushes and trees. Eliminate any weeds in the planting areas.
- Fill planting areas with blooming flowers.
- Clear the yard of toys, hoses, sprinklers, etc.
- Trim all bushes and trees. Bushes should not cover up the front of the house, and shouldn’t be any taller than 3 feet. Tree branches should never hang over the roof line or touch the house. If necessary, remove trees or bushes that can’t be trimmed back far enough. A good rule of thumb: when you pull up to the house, you should notice the house first, landscaping second.
- Power wash the driveway, porch, and sidewalk leading up to the front door. Make sure there are no oil stains or broken, cracked concrete.
- Make sure that the shingles look newer, if not new. If necessary, carefully power wash the roof to remove any mildew or other debris from the shingles.
- If the siding is painted, honestly evaluate whether it needs a fresh coat. If the paint doesn’t look new, it needs it. If the siding is vinyl, aluminum, or brick, power wash it if necessary to make sure that it looks its best.
- Clean all of the windows, inside and out.
- Paint the front door a welcoming color. Dress it up with a brass kick plate and new hardware if necessary. If the door is tired and beat up, replace it with a half moon.
- If the mailbox or address numbers are mounted on the front of the house, make sure they look new and attractive; replace them with new ones if necessary.
Once a prospect falls in love with the exterior, they now shift gears and look for things on the interior to reinforce their feeling. Prospects are buying space and lifestyle, so make sure you offer both:
- Clean, clean, clean. No one wants to buy a dirty house. Make sure that the house is squeaky clean top to bottom, especially the bathrooms and kitchens.
- Create space. Clean out all of the clutter. Remove personal items such as photos, collectibles, awards, trophies, and other personal mementos. Buyers want to imagine themselves living in your home, seeing all of your personal items will make them uncomfortable.
- Closets. Completely clean out all of the closets. Put back only the clothes and shoes needed for one week. This should be no more than 3 pairs of shoes and a half dozen outfits. Believe it or not, buyers judge the size of a closet by how much room YOU have. Even if the closet is large, if you have it jam packed with clothes and shoes, the buyer will feel that the closets are too small.
- Bedrooms. Remove all of the furniture except for “bedroom” appropriate furniture. This includes a bed, dresser, armoire, and night stands. Never leave treadmills, televisions, stereos, entertainment centers, or other non-bedroom related furniture in a home you are trying to sell. No matter how large the bedroom, they make it feel cramped and un-romantic. Remember, you are selling a lifestyle, and sweating on a treadmill is not the lifestyle most people are trying to purchase.
- Bathrooms. These should be spotless. Once the home is listed, only use one of the bathrooms to make keeping them clean easier. Clean out all of the drawers, medicine cabinets, and cupboards. Keep only the necessary personal items in a travel bag and pack the rest. Place a clean, white towel on the counter with a new bar of soap on top. You might also place a new, unburned candle on the counter or tub surround to dress it up, too. The bathroom should be so clean that it looks unused. Remember, if your home has more than 1 full bathroom that you normally use, come up with a family schedule that allows you to use just one bathroom, leaving the others unused. That way, it’s much easier to keep the bathrooms looking spic and span, every day. When the last person uses the bathroom in the morning, make sure that they wipe down all mirrors, the counter and sink, and polish the faucets. The tub and surround should be wiped and shined, also. Used towels, soap, etc. should be hidden away.
- Kitchen. Spotless! Make sure that every surface in the kitchen is clean enough to eat off of and shines. Clean out all cupboards, drawers, and cookware. Replace only what is absolutely needed and pack the rest. Like the bedroom closets, you want to portray the feeling that you have no problem finding room for your utensils, cookware, and dinner ware. Leave them with the feeling that your kitchen has oodles of storage space. Likewise, clean out the pantry and neatly stock it like a grocery store shelf. Never leave dirty dishes in the sink, and empty the kitchen trash daily. Better yet, keep the kitchen trash in the garage. Nothing says “No Sale” louder than a stinky house. Before a showing, throw a half a lemon down the disposal to freshen it up. Display a bowl of fresh fruit or some fresh flowers to dress things up nicely.
- Paint. A fresh coat of paint, with white woodwork, really makes things “pop” and gives the house a clean, fresh appearance. New carpet, even inexpensive carpet, makes a big impression, too. Paint and carpet will always pay off in a quicker sale and higher offer.
- Basement. Empty the basement, sweep the floor, dust the cobwebs, install bright light bulbs, and clean the windows. A quick coat of white floor paint on the floor and walls makes a great impression.
- Garage. Empty the garage, power wash the floor, install bright light bulbs, and dust the cobwebs. The only thing that should be in the garage is a lawn mower, edger, and the bare minimum to maintain the yard. Remember, less junk equals bigger appearance.
Pretend that you are living in a hotel. Keep only what you need to live on for a week at a time and pack up the rest. Rent a storage unit or borrow a friend’s basement for a few months, but get as much stuff out of your home as possible before listing it for sale. In short, use a nice hotel room as your example. Well furnished, but only the basic necessities. No clutter, no extra furniture.
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