Welcome back to the work week and to our ongoing series on the Pre-Confirmation Package!
The “Words of Wisdom” Advice for Sellers is a primer allowing the potential sellers to start thinking about getting their houses ready for sale. I later used this both as a pre-confirmation item and a post-listing handout. The reason that I took this document out of the pre-listing package and started giving it out after the listing is because there is so much work and so many potential discussions to have with a client regarding these items. I found it was best to bring it up after the signature was obtained for my time’s sake. Use your judgment on where to place this document.
This document helps to minimize arguments and prevent any hard feelings, validating clients’ thoughts and concerns. It is important to give it to the seller at some point in the process, because it will make the selling process easier and the property better to sell. I just do not want it to delay the listing.
Words of Wisdom Advice for Sellers
Let Your Home “Smile a Welcome” to Potential Buyers
First impressions are lasting.
The front door greets the prospective buyer. Make sure it is fresh and clean looking. Keep the lawn trimmed, edged, and free of refuse.
Decorate for a quick sale.
Faded walls and worn woodwork reduce appeal. Why try to tell the prospect how the home could look when you can show him by cleaning and oiling? A quicker sale at a higher price will result. An investment in fresh paint and “elbow grease” will pay dividends, and you cannot find a better investment when you are selling a house.
Let the sun shine in!
Open draperies and blinds and let the prospect see how cheerful your home can be. Dark rooms are not appealing!
Fix that faucet!
Dripping water discolors sinks and suggests faulty plumbing.
Repairs can make a big difference.
Loose knobs, sticking/squeaking doors and windows, and other minor flaws detract from a home’s value. Have them fixed. Many buyers believe there are 10 problems they haven’t noticed for everyone they do see.
From top to bottom….
Display the full value of your attic, basement, and other utility space by removing all unnecessary articles. Short term, off-site storage areas are relatively inexpensive, or eBay/LetItGo/etc. can get rid of that treasure trove, too!
Safety first!
Keep stairways clear. Avoid cluttered appearances and possible injuries.
Make closets look bigger.
Neat, well-ordered closets show that space is ample. A little money spent on closet organizers reaps large returns.
Bathrooms help sell homes.
Check and repair caulking in bathtubs and showers. Make this room sparkle!
Arrange bedrooms neatly.
Remove excess furniture. Use attractive bedspreads and freshly laundered curtains.
Harmonize the elements.
Play music softly. Turn the TV off. Turn all the lights on, day or night. Keep the drapes open in the daytime, closed at night. If it is hot, cool it; if it is cold, light a fire.
You can sell pride of ownership faster and for more money.
It is called “cleanliness,” and cleanliness has more buyers than used dirt. Put sparkle in your bathrooms and kitchen, and you will take lots more silver out.
WHEN ANY AGENT SHOWS YOUR HOME
Three is a crowd….
Avoid having too many people during inspections. The potential buyer will feel like an intruder and will hurry through the house. Objections that can be overcome by a professional will not be forthcoming when the seller is present. You cannot overcome an objection if you do not know it.
Music is mellow….
But not when showing a house. Turn off the blaring radio or television. Let the salesperson and buyer-talk, free of disturbances. Background “soft playing” music is beneficial.
Pets underfoot?
Keep pets out of the way — preferably out of the house. Many people are acutely uncomfortable around some animals. Will Aunt Alma take care of “Muffin” for you?
Silence is golden.
Be courteous, but do not force conversation with the potential buyer. He wants to inspect your house, not pay a social call.
Be it ever so humble….
Never apologize for the appearance of your home. After all, it has been lived in. Let the trained salesperson answer any objections. This is their job.
Never stay in your house with house hunters.
Let the agent handle it, and remove yourself if you possibly can. Remember, the agent has worked many hours with these people, knows what they are looking for, and how to work with them. Let him or her do the job without interference. You may feel that an agent is not showing the important features of your home to the prospect, but the agent knows people are not sold by details until they have become emotionally involved with the big picture of your home. The presence of any member of the seller’s family is never beneficial, always unnerves possible buyers, and often prevents a sale. Do not put this obstacle in your path. Please leave when buyers are coming.
Why put the cart before the horse?
Trying to dispose of furniture and furnishings to potential buyers before he/she has purchased the house often loses a sale and shows an over-emphasized motivation to sell.
A word to the wise….
Let your REALTOR® discuss price, terms, possession, and other factors with the prospect. He/she is eminently qualified to bring negotiations to a favorable conclusion.
Add your favorite “client directions.”
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