What Can a SELLER do to help their Home Sell?
June 19th, 2008 Categories: Alexandria Dirt, Arlington Dirt, Falls Church Dirt, McLean Dirt, Northern Virginia Home Selling, Northern Virginia Real Estate Dirt, Real Estate 101, Reston Dirt
Let’s face it – what sells a home is the right person walking through the door at the right time. The process is a balance between a competent real estate agent and a client, in most cases. The agent comes to the table with a plan for how to cast the widest net to catch potential buyers. This might include hosting an open house, online advertising, etc…
However, there are definitely two sides to the partnership and if the seller doesn’t truly get their head in the game, you could find yourself with a lopsided partnership - even the best marketing can’t sell a house that really isn’t prepared properly to sell. So let’s examine what the home sellers can, and should, do!
FIRST – PRICE THE HOME TO SELL
I hear this a lot on listing appointments, “Jennifer, we think your pricing strategy is right on - but we’d like to start high in order to test the waters 
to see if we can get a better offer and also, we want to give ourselves some negotiating room.”
While I agree with the sentiment, buyers KNOW when a home is priced right and while there are some knuckleheads out there who may try a lowball offer, when you’ve hit the right price, easily justified, my experience is that sellers don’t need to be braced to have to give away the farm. The negotiation process can be quite even handed and civilized!
Pricing, in my opinion, is the #1 thing a seller can do to influence the reception in the market and to get their home sold quickly. There are certainly challenges, not every home is easy to price, not every buyer will be willing to pay extra for those special inlay hardwood floors, not every home has good comps. But with good homework and a meeting of the minds, GET THE HOME PRICED RIGHT out of the gate - you won’t regret it!
SECOND – PRESENT IT WELL
What does this mean? Well, first, any obvious repairs should be done – re-caulking old icky bathroom tile; perhaps a leak was fixed but the re-painting was never done? Carpets dirty? A good cleaning can do a world of good. (See my previous article on carpet cleaning) Look around through fresh eyes if possible. Remember, when your agent makes suggestions, take them seriously. Try not to have your feelings hurt when they suggest that you remove the 1980’s curtains to freshen and brighten everything up a bit. Appearances are everything and some buyers cannot look past some 
of those “personal touches.”
The clutter and anything excess (furniture, clothing, towels, sheets, food, etc…) should be removed – yes REMOVED. Do whatever it takes. If you need to get a storage unit and it costs you $250 but nets you $10,000 more on your home because it appears to have adequate space and storage – would you be upset? NO - so go to it. Clear it out, clean it out, purge, pack it up, etc…
The exterior should be well maintained – this includes the windows looking to the exterior – clean and sparkly! Lawns should be kept tidy, toys, tools, etc should be kept put away. Garages should be cleaned out and purged just as described above. If any decks or siding require power washing, rent a power washer - it’s easy - even I can do it!
And lastly, CLEAN CLEAN CLEAN. There’s nothing worse than thinking of how much cleaning a place would require before moving in. Bleach might just become your best friend! But it’s true, a neat, tidy, bright, clean house will sell 10 times before the same house without taking those steps to prepare.
I believe that pricing and preparation are 80% of the game. However, there are a few other things that sellers should keep in mind:
1. Be Available. Have your home as available as possible to be shown. This might not always be convenient - but hey, you’re trying to sell your home. Make it as easy as possible, especially as it relates to pets, alarms, children, etc…
2. Communication. Be sure that your agent is on the ball - returning phone calls from prospective buyer agents; returning phone calls to prospective buyers from signs or Internet ads. Be sure that YOU are communicating with your agent about showings and that THEY are communicating relevant feedback to you.
3. Remain Flexible. Flexible with showings, flexible with settlement dates, flexible with finding creative solutions to help your home be more attractive to an “almost fit” buyer. Be flexible and pro-active.
It’s not always easy being a home seller in this market. Most Arlington home sellers are doing ok – I hear once you get a little further out even to communities like Vienna and Reston, the sales are farther and fewer between. However, having your home ready to go ensures that when that buyer does come along, you’ll be the best looking property in their price range!
Good luck, and if you’re thinking of becoming a home seller, give me a call!
Happy Thursday
Jennifer
Serving all of your real estate needs in Arlington, McLean and the entire Northern Virginia Region!
Contact me today for a free home valuation or buyer counseling session! No time like the present!
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Jennifer - I couldn’t agree more - the first 30 days are critical and to squander them in this market by over pricing or not being ready, willing and able to show is just crazy. Excellent tips for those motivated to sell that house.