As the old adage
goes, “You never
get a second chance to make a first impression.” Putting
your best foot forward can make all the difference
in many situations, particularly in the real estate
sales process. When a potential buyer walks through
a home for the first time, a clean, open and comfortable
environment invokes positive feelings, which can ultimately
translate into an offer. By staging the home, which
is when the seller works with a Realtor to prepare
the home to be on the market, sellers can ensure it
gives a great first impression. Staging a home can
run the gamut from a hearty spring cleaning to remodeling
a room, and sellers can spend anywhere from $100 to
several thousand dollars. The level all depends on
the type of property and how much the seller aims to
recoup in the sales price.
When a home is put on the market,
it becomes a product – one
with stiff competition. Much like the marketing team
of a new product on grocery store shelves, sellers
want their home to rise above the rest and capture
the attention of potential buyers. “Staging the
home will help the property stand out against other
similar offerings in the same price range,” explains
Tom Jewell, president of the Virginia Association of
Realtors.
An attractive property allows
potential buyers to mentally move into the home and
visualize themselves
living there. “So much of staging a home is common
sense,” adds Jewell. “To get the most from
the transaction, sellers must present the property
in a good light right from the start.”
Perception is Reality
Staging a home before the selling
process begins helps achieve the ultimate goal of
selling the home quickly
and at the asking price. According to Kit Hale, president-elect
of the Virginia Association of Realtors and broker
with MKB REALTORS, “My agents want to help their
sellers earn top dollar, so they sometimes present
two listing prices - one for a properly staged home
and one for the home as is. Once the sellers see the
monetary difference, they realize what a little elbow
grease can do.”
Potential buyers notice when
a home is dirty and cluttered, even though the sellers
might not be able to see it
themselves, and it can detract from the showing. Whether
it’s true or not, it may also signify to potential
buyers that the owner hasn’t kept up with other
demands of a home, such as a routine furnace cleaning
or replacing windows. On the other hand, a staged home
gives a “no hassle” impression. Even if
the home is dated, the pride of ownership will come
through.
Tips for Sellers
Here are a few easy-to-implement tips to consider
before selling your home. To begin, walk through each
room with a keen eye. Pretend to be a potential buyer
and look for anything that detracts from the attributes
of the property.
· Work with a Realtor right from the start,
especially those with designations like the Certified
Residential Specialist (CRS). A CRS designation signifies
more advanced training in selling, negotiating skills
and working with buyers and sellers. The professional
guidance can ultimately save you time and money, and
a fresh set of eyes will be able to identify areas
of improvement that a potential buyer might notice.
Before your first appointment with a Realtor, however,
Jewell suggests that sellers touch up their home. Making
a good first impression on the agent can’t hurt.
· Create inviting living spaces. A simple rearrangement
of artwork and furniture can do wonders. For example,
removing the leaf from the dining room table is an
easy way to make the room look larger. You might even
put some of your furniture in storage to “open
up” your living space and make it appear larger.
· Compare your house to
a model home. Buyers are attracted to a clutter-free,
pristine environment;
less is more. Make sure all paperwork and toys are
stored away. Pack up the family photos and repair any
nail holes in the walls.
· Compare the rooms of your home. A newly remodeled
kitchen more than offsets a bedroom with green shag
carpeting. That’s an isolated problem, and one
that’s easier to fix.
· Make your house as clean
as possible. Steam clean carpeting, especially if
you have pets, and make
sure there is no pet odor in the house.
· Clean the bathrooms
and get any clutter off the countertops.
· Bring in fresh plants
and flowers.
· Place dryer sheets under
room vents so that when the furnace comes on, the
air blows through the
dryer sheet, creating a fresh, clean scent.
· Especially in vacant
homes, which are traditionally more challenging to
sell, added touches like towels
in the bathroom and fresh flowers make the house feel
like a home.
Your Realtor can help you with these important touch-ups,
and give you the best perspective
on what will appeal to buyers.
With
over 30,000 members, the Virginia Association of
REALTORS® is the state's largest individual
membership trade association. REALTOR® is a registered
collective membership mark which may only be used by
those real estate professionals who subscribe to the
REALTOR® organization’s strict Code of Ethics,
and who are members of the National, State and Local
REALTOR® organization.
