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During a recent tour of a townhome for sale, I was struck at the
owner's apparent apathy for increasing her odds. My Realtor and I
tripped over a pile of tennis shoes in the front entryway. Newspapers
were littered about the living room floor. A pile of shirts drooped
over the recliner. The morning's breakfast dishes were still on the
table, being hungrily eyed by
a pair of vicious Pugs confined to another section of the kitchen
behind a baby gate. We walked out to the backyard to discover
overgrown grass, chipped and peeling paint, and dog toys strewn about
the lawn.
The truth is that the townhome had potential, but after being met with
this display, I had little interest in heading upstairs to view the
bedrooms. It didn't dawn on me until that moment that how owners
display their homes during showings is critical. Even in hot markets
like Dallas, buyers are savvy enough to know that they have plenty of
other options -- homes which have been well-maintained and convey the
owner's sense of pride. It may sound like a stretch, but it isn't ...
a prospective buyer, when met with a messy home like this one, can't
help but wonder: If the owner has such little regard for the part of
the home I can see, how has he maintainted the part I can't
see? There's a distinct possibility that, upon
inspection, you could find some serious and costly flaws in need of
repair -- termite infestation and heating and air conditioning units
in poor condition, to name but two possibilities.
Your Realtor will probably tell you the basics: Pick up your clothes,
bake cookies, anything to butter up those buyers. Actually, however,
those tips are just the beginning of the checklist you should follow
prior to showing your home. Many nooks and crannies of your home --
spots about which you've never given a passing thought -- can make the
difference if you swipe a dust rag or polishing cloth over them. Many
aspects of a home which appeal to prospective buyers aren't even in
their conscious awareness. All of your home's asethetic elements
combine to create an impression which could very
well lead to a contract.
Before you begin showing your home, complete as many of the following
tasks as you can:
Clean behind your appliances, removing dust bunnies.
Clean your carpets, either yourself or professionally, if
you're willing
to assume the expense.
Dust and/or clean your light fixtures.
Clean your windows and window coverings.
Wash baseboards and walls and touch up scuffs with extra paint.
Clean your furniture.
Clean your closets. Unless you bolt them shut, those
prospective buyers will open every door. And besides, you want those
closets to be inspected; extra storage space is what helps sell your
home.
Clean your kitchen pantry and any cabinet space. Buyers and
Realtors open those doors, too.
Dust and vacuum your home thoroughly before each showing.
Purchase soap scum and mildew removers for your bathrooms, and
use them liberally to help your bathrooms shine. Don't clean them
right before a showing, however; you don't want your prospective
buyers to be overwhelmed by chemical odors. Put an air freshener in a
discreet place in each bathroom, and add a decorative element to each
vanity. If you don't have presentable towels to drape over the rods in
your bathrooms, purchase some inexpensive but coordinating hand
towels.
Clear as much clutter as you can from every counter surface;
for example, in the bathroom, remove personal items (toothbrushes,
combs and grooming supplies, all of which are turn-offs) from
vanities. Store appliances you typically keep out on the kitchen
counter. De-cluttering creates the illusion of more space (i.e., more
counter space).
If you have excess furniture in any room, either sell it or
store it. Your goal should be to create as much open space as
possible, throughout every room in your house.
If you'd painted your walls in an "experimental" color (deep
burgundy, for example), paint them white or neutral. Those two shades
not only open up rooms and make them appear larger; they also appeal
to prospective buyers for their versatility.
Open up drapes and blinds to invite natural light into your
home. If a room tends to be dark, purchase light bulbs with brighter
wattage (not too bright, however).
I can't help but wonder if that seller whose unkempt townhome I viewed
ever received an offer. It's as true in real estate as it is in any
other facet of life: Humans make instant judgments. The impression a
home makes in the first few seconds after a prospective buyer's entry
will determine the likelihood of an offer.
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