If only selling a home were as simple as tidying up, taking photos, making flyers, putting a property in the MLS, holding an open house and waiting for an offer. Having a property on the market consumes time, energy, and money. It’s disappointing when your objective, a sale, is not achieved.

Selling real estate over the past 20 years, I’ve seen and learned a great deal. Like a recipe, when you skip a step or omit a critical ingredient, you may need to try again. Here is a list of ingredient-like steps to help you on the road to a successful sale.

 1. Preparation

Does the home shine? In general, this means maximize curb appeal by addressing the landscape, walkway, and entryway; clean and freshen up the exterior including the front door; repair defects; remove clutter and depersonalize (personal photos, collections, and memorabilia are distractions to buyers); organize cabinets and closets (full cabinets say this house lacks storage), clean till it sparkles; repaint any non-neutral colors; eliminate odors; replace burnt out light bulbs and add light to rooms where needed. Preparation can also involve upgrading flooring, appliances, lighting, hardware, or faucets where appropriate.

It is important to anticipate potential zoning or permit issues that could impact a sale and to cure known title defects that could delay or prevent title transfer.

If the home is tenant occupied and must be marketed during tenancy, consider negotiating a rent rebate in exchange for having the home show ready and accommodating showings on short notice.

 2. Styling

Is it staged to sell? Buyers should feel a consistent flow from one room to the next. What does that mean? Each room should demonstrate a clear purpose (combination office, guest, junk rooms don’t sell). Remove bulky furniture. Keep décor simple. Place furnishings in purposeful, inviting arrangements. Clear the kitchen counters and accent with key pieces. Turn the bathroom into a spa with candles, fresh white towels and washcloths. Highlight focal points.

 3. Exposure

Is the exposure targeted and effective? Do the marketing photos and description effectively demonstrate the value, features and benefits of your home and neighborhood? All photos should be taken by a professional photographer, only after the home is prepared and styled. Photos are the first impression to agents and buyers; they need to make a great first impression. Buyers are also enticed by well written descriptions of features and benefits of the property and neighborhood.

Omission of, or incorrect information in key MLS fields can result in missed buyer opportunities; incorrect map pin location, omission of school information, missing fields related to swimming pools and casitas, or entering an incorrect number of bedrooms are just a few key examples.

The means used to promote your home must be targeted to compel the attention of today’s savvy buyers.

 4. Accessibility

Is it easy to show? While it can feel intrusive and inconvenient to make your home available for showings it is important to make it easy and convenient to show. Agents often schedule 5-6 showings for one buyer in one afternoon. Anticipating arrival times is difficult when coordinating visits to multiple homes. Appointment only and 24-hour notice requirements can reduce showing opportunities. Out of town buyers may only have a short window of opportunity to view homes.

5. Showings

Does it show its best? The first impression is important. This starts when a prospective buyer approaches the property. It should feel inviting from the street. Keys should work easily in all locks. The home should be a comfortable temperature and free of odor. The agent should be able to easily turn on lights in every room and open blinds.

Particularly in vacant homes avoid chirping smoke detectors due to low batteries, burnt out bulbs, dead insects on the floor, or sand and debris accumulating around the entry.

6. Expectations

Are expectations fact based? What is the average time on market for similar homes in the neighborhood? In a given price range? Consider time of year. Current absorption rates reveal the odds of selling (absorption rate is the number of homes that go under contract/sell vs. the number available for sale). If only 2 of 20 similar homes will sell in any given month, position yours to stand out in the crowd. Understand the competition and plan accordingly. Unknowingly pricing to sit rather than sell is costly in time, money and frustration.

7. Price

Does asking price reflect recent comparable sales? In addition to square footage, location, appeal, condition, style, updates, competition, supply/demand are factors in value. Street noise, undesirable layout, lack of privacy, poor street appeal, and unappealing updates negatively impact value. Views, sought after locations and desired upgrades positively impact value. Appropriate pricing is critical to putting your property on the radar of potential buyers for your home.

 To schedule a consultation on your home, call 760-624-8880.