1. Dress the home up – the home’s curb appeal will create an instant and irreversible first impression with every buyer. Use this checklist to make sure your listing is dressed for success.
Paint the trim and front door.
Plant flowers and pull weeds.
Clean the downspouts and gutters.
Clean the screens and windows.
Power-wash the sidewalk and driveway.
Mow the grass and apply new bark mulch.
Replace outside light bulbs.
Wash the house exterior or paint, if needed.
Clean or replace house numbers.
Remove all cobwebs and spray for pests.
2. Create a warm environment – every home should offer the potential buyer a warm, friendly experience especially during the first showing. What greets the buyer on the other side of the seller’s front door? Things to consider are as follows:
Consider the smell of the home. Candles and vanilla can help.
Replace light bulbs, and clean drapes, blinds, and windows.
Have the carpets professionally cleaned or replaced if needed.
Paint or wash the walls.
Clean the doors, cabinets, and closets.
Dust the home and remove cobwebs.
Clean the appliances.
Paint or clean the baseboards.
Re-caulk the bathtubs and showers.
Replace the cracked or damaged outlet covers.
3. Remove barriers from the relationship – buyers need to build an emotional bond with a home before they can make a decision to purchase the home. Help them by removing potential barriers.
Pack and store seasonal clothing.
Remove unused furniture.
Remove personal photo clutter and pack.
Secure pets before each showing.
Remove and replace fixtures not included with the sale.
Sellers are encouraged to leave the home during showings.
4. Tell a story and be interesting – buyers want a home that stands out from the competition. Does each room in your listing tell a story? What can you visualize happening in each room as you walk through the home? This is often referred to as staging the home. Here The Reggish Team suggests:
Set the kitchen table.
Turn down the master bed and place a book on the nightstand.
Display an open game in the kid’s room.
Start a fire in the fireplace, if applicable.
Turn on soft music.
Display a family DVD near the entertainment center.
5. Use accessories – the smallest items can often turn the buyer on to your listing. For instance, The Reggish Team uses a home book as a tool to organize a mix of critical information the buyer may need to move forward with a purchase in addition to some warm and fuzzy items.
Disclosure statements, if required
Copies of the public MLS information
Flyers of the home
Plot maps and tax information
Financing sheets/payments -- multiple options for potential buyers
Average utility costs
Local service provider list
Warranty information
Why we love this home – a letter from the seller
Photos of the home from different seasons
An offer form
6. Open up the dark areas – buyers want to know everything about a home before they decide to move forward. In most cases, this means they want to view every area of the home. By making this easier you may be able to position your listings as the most appealing match to the buyer’s needs.
Unlock and open all areas of the home.
Clean the garage, sweep and pressure wash, if needed.
Unlock outside buildings including workshops and sheds.
Clean out closets and pantries.
Provide access to the crawl space/cellar.
Provide access to the attic.
7. Offer protection – buyers want to feel secure in the purchase of their new home. One way to help them feel more secure is by removing the fear of added repair costs after closing. You can accomplish this by simply offering the buyer a home warranty. A home warranty will protect the buyer in most cases for up to a year after closing for any mechanical system failures in the home up to certain limits. The cost of the warranty can be generally paid at closing.
8. Offer incentives – according to a recent report, the average buyer will look at 10 homes before making a purchase. How can your listing stand out from the crowd? One way is to offer the buyer an incentive to purchase your listing. Examples of incentives that could be offered are as follows:
Buy down the interest rate/pay points.
Pay for limited closing costs.
Pay for inspections or compliance work.
Provide an allowance for upgrades.
Provide a home warranty.
Provide a Buyers Agent bonus.
9. Prepare for the sale – what would happen if a buyer decided that he wanted to purchase your listing and close within a short period of time? Prepare for success by taking care of the sale details in advance. The Reggish Team suggests the following:
Pre-sale inspections – pest and dry rot for the entire house (The Reggish Team may be able to have the costs deferred until close)
Preliminary title reports – remove issues (often called “clouds”) that show up on title
Net sheet preparation based on estimated sales price
Moving and storage companies researched
Utility company list for switch over
Packing boxes ordered
All keys and garage door openers located
Loan numbers and estimated balances obtained (remember, the amount shown on your statement is a principal balance only and does not include the interest that is paid until the day of closing. FHA and VA loans require interest to be paid until the end of the month regardless of what day you close on)
Relocation research started
Alternative short term housing researched
10. Follow up – it’s not always love at first sight for buyers. In many cases, buyers need added information or an extra push to help them make that big decision. Smart sellers and great agents team up to ensure that no buyers are left without all the information they need to make an informed decision.
Establish a communication plan – The Reggish Team suggests a full conference every 10 working days
Follow up with a potential buyer and showing agents after price adjustments or condition changes
Follow up with all showing agents with an email survey
Follow up with all open house attendees with direct mail
Follow up with MLS/tour attendees with a phone call
Equal Housing Opportunity.