What sells a house

Timing

The real estate market is cyclical from year to year and even from season to season. Its down periods are almost always followed by ups. If the market is not in your favor and you don't have to sell, it could be wise to wait for six months to a year. When markets have gone through a decline or flat period, 1 year can bring a turn-around of price increases. Also, some seasons are better for sellers. Spring is usually active while major holiday periods are quiet. The pattern will vary from place to place. A real estate agent can tell you when buyers are most active in your area. There is one exception to the rule to avoid flat periods. You can turn a flat market to your advantage if you want to sell a cheap house so you can move up to a more expensive one. That's because you can save more money on the new house than you will lose on the old one. Here's how it works. Real estate prices tend to increase and decrease by percentages. Therefore, if prices are down by 20% and you have a house that was worth $100,000.00, that house will now sell for $80,000.00. But let's say that you will then buy a house that was worth $200,000.00. That house is now only $160,000.00. Although you've lost $20,000.00 on the old house, you've saved $40,000.00 on the new one.

Price right

Even when you want to get the best price, don't make the mistake of overpricing. No matter how wonderful is your house, buyers still expect to get value for what they pay. So how will you get that top price? Let's look at two similar houses. Both are listed at the same price. However, one sells for its asking price while the other sells for much less than asked. That's the key. Price right but make sure you get as much of that price as possible. Don't leave any detail undone that will let buyers discount your price.

Maximize your exposure

Get the word out to as many buyers as possible that your house is worth seeing. If you use an agent, make sure that he or she will do an effective advertising campaign. Ask the agent about advertising options in your area and how he or she plans to use them. Get your house listed on the Multiple Listings as this will announce it to every other agent who is looking on behalf of buyers.

Make a good first impression

A prospective buyer will judge your house on first glance. No matter how good is the agent, if you want to get top dollar, the house must virtually sell itself. That first impression is what is known as "curb appeal". It is quite literally the impression one gets of your house when viewing it from the street. Stand in front of your house and look at it with a critical eye. Does anything look tired or in need of repair or paint? Mow the lawn, weed the garden, trim overgrown shrubs, pick up toys and other articles in the yard. Paint, if needed. Repair all exterior damage. Top priorities include: torn window and door screens, broken steps, doors, and windows. Other nice touch is to get rid of the old dirty doormat and get a new one.

Clean the house

Now take a good look at the inside of your house. What will the buyer see when he or she enters and looks around? Most people tend to get comfortable with their own mess. To a stranger however, a newspaper left lying on the floor can make a place look like a dump. If the prospective buyer winces at the grungy walls and the agent must say, "Oh, it just needs a coat of paint and it will look fantastic.", you've lost money and a possible buyer. If your house "doesn't show well", it will take longer to sell, will deter people who'll pay top money, and will attract people who want a bargain. Clear shoes and boots away from the door and put them out of sight in a closet. Don't leave dishes in the sink or on the kitchen counter. Put away anything that looks like clutter: kitchen counter-top appliances and containers, excess knick-knacks, tools, and all that stuff that accumulates in the bathroom. If the walls don't need paint, at least wash off smudges.

Repair

Repair all interior damage that will spoil appearances and reduce the perceived value of your house. This includes: dripping faucets, running toilets, holes and cracks in walls, worn carpets, chipped sinks, tubs, and toilets, counter-tops that are cut up or have cigarette burns in them, and any water damage.

Lighten up

A bright atmosphere makes spaces look bigger and more inviting. Open the curtains and let the sun shine in. If your windows are cluttered with plants and knick-knacks, remove everything but 1 or 2 of your best looking plants. Put 100 watt bulbs in light fixtures. The extra light will make rooms look bigger and brighter. When a showing is scheduled, turn on lights before your agent and buyer arrive. Always turn lights on in basements and rooms that have small windows or none at all.

Let in a breath of fresh air

Each family generates its own smells from cooking, pets, smoking, and other sources. These odors might go unnoticed when you are exposed to them on a daily basis. A stranger however, might be put off by unfamiliar or (to them) unpleasant smells. Locate sources of strong smells (cat litter boxes, diaper pails, laundry, ash trays, garbage, etc.) and deal with them. Open the windows to air the house before your agent and prospect arrive; even if it's freezing outside, give the house a good airing. Unpleasant smells are one of the biggest turn-offs for buyers and create some of the most negative impressions. (Tip: Use smell to your advantage. Generate pleasant, inviting smells with fresh baking, or a piece of cinnamon in a warm oven. This evokes a pleasant, inviting atmosphere).

Create a look of spaciousness

People are attracted to the luxury of large rooms. If your kitchen is cramped, your dining room less than stately, and the bathroom is a closet, you can open them up and improve their appeal. First, walk through your house and observe the traffic flow. If you must step around things, try to imagine the traffic jam when an agent and family of 4 tries to navigate through your place. Improve traffic flow by rearranging furniture to create an open passage through each room. Or even better, remove over-sized or unnecessary pieces of furniture; (store them if you want to keep them; otherwise, sell or give them away). Pay special attention to the entrance and front hall. This is the area people see when they first enter your house. If yours is a small entrance, don't clutter it with coat racks, chairs, or accessory tables. Remove these things and your entrance will appear to be twice as big. Other things that make a room look smaller are dark colored walls and floors, too many pictures on the walls, and clutter. Repaint the room in light, neutral shades and remove all but a few well-placed pictures. Or, instead of pictures, hang a large, well-placed mirror. Mirrors create the illusion of space. Another space enlarging trick is to harmonize the color scheme. Too many colors in one place create a busy look. Simplify for the eye with light colors and one or two accent colors. As you're creating space in your rooms, don't forget those very important "rooms" . . . the closets. Buyers want to feel that they're getting lots of storage space. Go through all the closets and clear out anything that you no longer use. If your closets are poorly designed with one rod across the top, you can redesign them at very little cost with sturdy precut shelves and racks. These are easy to install. A well-designed closet will hold much more and not look cluttered. (Tip: An easy way to make a clothes closet look less cluttered is to get things off the floor. The combination of hanging clothes and objects piled on the floor makes the closet look packed. It's better to install a shelf in the space above the clothes rod and store objects up and out of sight).

Avoid the eccentric look

Whether or not your home reflects the eccentric look might require the opinion of an objective third-party (your real estate agent, perhaps). Try to be objective on anything that might not appeal to the broadest range of buyers. It might be the orange beaded curtain at your bedroom door or the green flock wallpaper in the livingroom. It could also be things like religious objects or a collection of rock band posters. There is sometimes a fine line between decor and personal expressions that might deter buyers. It's good for your home to have a "look" but that look should appeal to the majority of buyers. If your goal is to sell your house quickly at a good price, put away the things that don't appeal to mainstream taste. You can always bring them back out when you move to your new home.

Disguise unsightly views

If your window looks out onto the wall of your neighbor's house or the shopping mall parking lot, don't try to hide it by closing the curtains. This is just an invitation for people to open them for a peek at what's out there. It's better to mask an unsightly view and still let light through. One of the easiest and least expensive solutions is to hang panels of sheer fabric. The fabric can be anchored to rods at the top and bottom of the window casing. Soft gathers in the fabric will create a flattering look and further obliterate the view through the window. Another effective solution is to install textured glass (the kind used as privacy glass in bathroom windows). The texture will obscure the view and will let light freely enter the room. Vertical blinds are effective when slightly opened to let in light but angled to block the view. Beyond these treatments, you can be more creative. What about a lacy lattice panel with a whisper of potted ivy clinging to it?

Pay attention to the important rooms

The rooms that attract the most attention from buyers are the kitchen and bathrooms. Everyone wants these to be bright, modern, and roomy. If you can't do much more than to improve a few things around your house, these are the rooms that pay the best dividends.

Stay out of the way

Don't hang around while the agent is showing your house to a prospective buyer. Buyers will feel more comfortable if nobody is home. They will be better able to envision themselves in the house. Therefore, when your agent calls to arrange for a showing, use the time to do things away from the house.