12 Ways to a Quicker Sale and a Bigger Price

As they say in the restaurant business, "Presentation is everything." Sure, in real estate the three big factors are location, price, and amenities. But ask real estate pro's who've been through a slow market, and they'll tell you that buyers with plenty of choices at hand will look for any reason to say no to a potential property. The house that makes an emotional connection- giving buyers a feeling that they're standing in their future home, and not just another house- is the one that will sell. Nothing can kill the mood faster than staring at boring, outdated, or empty rooms. Enhancing the feeling of your property and standing out from the crowd doesn't have to be expensive. Here are 12 ways that include projects of varying difficulty and price that you can implement to impress buyers and get full-price offers.

1. Freshen up the Paint: It's an easy and inexpensive way to add warmth and a sense of style to a room; just be sure to keep the colors neutral to appeal to a large number of buyers. Faded, stained, chipped, and dusty walls make the home seem older. And if you've neglected the paint, buyers will wonder what else has been neglected that they cannot see.

2. Clean or replace the carpet or flooring: As above, worn, torn, or stained flooring will make your home seem older, and buyers will wonder what else has been neglected in the home. Many sellers kid themselves and tell themselves (and me) that buyers would rather put in the new carpeting themselves so that they can choose what they want. That is simply not true. Buyers have a lot of expenses associated with the purchase of a home and usually don't have the money to start upgrading what they bought. In addition, buyers are looking at the daunting task of moving. They don't want to spend time before (or after) the move getting the house in shape. Most buyers want a home that is in move-in condition.

3. Fix the little things: Replace missing or damaged items that may not bother you but will be glaring to a buyer. These include missing or broken tiles, holes in the walls or doors, missing or broken light coverings, missing or broken light bulbs, squeaky doors and floors, broken windows, missing or cracked light-switch covers, etc.

4. Appeal to the senses: Scientists found that the sense of smell bypasses the reasoning part of the brain and goes straight to emotion. If you've painted and replaced the carpet, you've probably eliminated any unpleasant odors. But you can go a step further and take the scent from neutral to pleasant by putting out scented items (such as candles, potpourri, or sachets), using room fresheners (such as Glade PlugIns), or cooking a fruit medley during an open house (a variation on the cookie-baking technique). Be sure to use a pleasing scent (vanilla, cinnamon-apple, and citrus are popular), but don't overwhelm. And you should never smoke in the home while you are trying to sell it.
        In addition, to create a relaxed atmosphere, appeal to the sense of sound. Soft background music will put the buyers at ease as they tour your house.

5. Bring it up to date: If your home is older, you may need to update some items so that the home feels newer. These include lighting and hardware such as door handles, cabinet hardware, and even hinges.

6. Use windows to your advantage: You probably already knew that bright spaces seem larger, so make sure that plenty of sunlight makes it into the home. If you have a view, don't hide it behind window coverings. For other windows, it is a good idea to use stylish window treatments to add warmth and dècor to a space.

7. De-clutter and clean: A cluttered space hides its full potential and makes the home seem small and like it has too little room for storage. Leave just a few items on countertops to show off counter space; remove the magnets off your refrigerator door; don't leave out stacks of things (books, boxes, newspapers, etc.); if you're a collector, reduce how much you display. In addition, keep the house clean and organized: make the beds every day, fold towels and clothing on shelves, put away toiletries, children's toys, and laundry, and pick things up off the floor.

8. Highlight the features of the home: These features are what makes your home special and interesting. They add value to the home and are what the buyer will remember. So, if you have a fireplace, don't hide it behind clutter; draw attention to it with an accent wall. If you have crown moldings, make sure they don't blend into the walls and ceiling by setting them off with a different paint color. If you have soaring ceilings, use design to draw the eye upward. And as mentioned above, if you have a view, show it off. Conversely, strive to minimize the faults of your home. For example, if a room is small, add a mirror for depth.

9. Remember that kitchens and bathrooms sell houses: While a coat of paint, new flooring, and some new hardware is all it takes to overhaul or update most rooms, kitchens and bathrooms have a lot more "parts" and are seen as much more complicated. In addition, these two rooms get a lot of use, so buyers want them to look nice. Because these spaces are seen as important and difficult (therefore expensive) to remodel, buyers tend to shy away from homes needing remodeling or even updating in these areas. That is why updating or upgrading these two rooms is your best bet for recovering your investment. But don't overdo it. Even if you cannot renovate or upgrade, some items are a must.
        For your baths: A tub, shower, sink, or toilet that is cracked, chipped, stained, etc., must be fixed or replaced. Sealant that is grimy (black), must be cleaned (use bleach) or removed and reapplied. If you have water hardness buildup, it should be removed (use inexpensive lemon juice or a cleaning product such as "CLR"). You should consider replacing outdated faucets, cabinet hardware, and lighting. If there are any leaks in your bathroom, they and any water damage need to be fixed. If the vanity is old, outdated, and/or the finish is peeling or worn, you may want to paint, sand and re-stain, or even replace it. If your vanity top is in poor condition, you should consider replacing it. Natural stone countertops are very popular, and because a bathroom vanity is not very large, it may be within your budget to splurge on a solid piece of granite. You can get solid natural stone tops at a discount by going to a vendor and purchasing a remnant piece. A remnant is a piece of slab that was left over from a bigger project and is still large enough for smaller projects like a bath vanity; this is not a glued-together piece. Or you can opt for the less expensive alternative of using stone tiles rather than slab for the same luxurious effect. For more ideas on how to make your bath more appealing, see the "Turn Your Bathroom into an Oasis" article.
        For your kitchen: As in the bathroom, cracked, chipped, or stained items need to be fixed or replaced. You should consider replacing outdated faucets, cabinet hardware, and lighting. If the cabinets are old, outdated, and/or the finish is peeling or worn, you may want to paint, sand and re-stain, or even replace them. Of course, if there are any leaks, they and any water damage need to be fixed. In addition, you may consider replacing your countertops and appliances. Natural stone countertops are very popular, but you can opt for the less expensive alternative of using stone tiles rather than slab for the same luxurious effect. If your appliances are broken, they should be replaced. But if they only need a "facelift," you may be able to update them using Thomas' Liquid Stainless Steel paint. Brush or roll on about two coats of paint, back-brush with a kit-supplied paint brush, and apply a topcoat to seal ($139). For more information about this product, call (800) 650-5699 or click here.

10. Evaluate your furniture: As with flooring, sellers tend to kid themselves here. Yes, of course, the buyer is probably not going to buy your furniture, but the home is judged by it nonetheless. I can't tell you how many times I've heard buyers comment on the furniture of a home (positive and negative comments). Buyers need to be able to imagine themselves and their own furniture in your home, and if your furniture is too distracting, that may be difficult to do. And as I've said previously, if your furniture looks neglected, the buyer will wonder what else has been neglected. If you want your home to look its best, don't confuse the buyer with inappropriate furniture. Take an objective look at it or ask a friend who will give you an honest answer: Is your furniture old, worn, outdated, mismatched, ugly? Is there too much, or too little, furniture in the room? Is the furniture the wrong scale for the room? Does the placement of the furniture make best use of the space? Does the furniture detract from the room's best features? A good real estate agent knows how to make your home look its best using furniture.

11. Bring in plants: Plants and fresh-cut flowers are always a nice touch. You may prefer to use potted flowers, which last much longer than fresh cut. Place them inside and out for best results, and if you use nice coordinating pots, they will serve to add visual interest as well. But don't forget to water your treasure; a dead plant is worse than no plant at all.

12. Don't stop indoors: More and more buyers are looking to expand their living space to the outside, and you can use this to your advantage by showing buyers the versatility of your back yard. Make sure your landscaping is finished and well maintained, create a sitting area that is visible from the home, add lighting and flowers, and consider adding a focal point such as a water feature. In addition, don't forget the front yard; curb appeal is still very important.

I hope you will find these suggestions helpful. If your house is not selling, you should consider implementing as many of these ideas as you can. And if your house is not currently on the market, you might still want to make some of these improvements. You will get twice the bang for your buck: enjoy them while you live in the home and reap their benefits when you do decide to sell. And of course, if you or someone you know is thinking about selling real estate, contact me for a private interview.