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102 essential and inexpensive tips to improve the value of your home and present it at its very best.

 

    Pre-sale essentials:

  1. Be objective. Try to view the house as if you were the buyer. Stage each room so it looks clean, practical, warm, and inviting. Furniture stores have been using this technique for many years to sell furniture. Visit Ikea, Freedom or a display home and copy their techniques.
  2. Not only stage rooms but also attempt to stage spaces. Such as a place for reading, a place for entertaining, or a place for relaxing.
  3. Invite your friends around for dinner and have a brainstorming session over a few glasses of wine about what you can do to easily make the house more appealing to buyers.
  4. If you feel that your furniture does not really showcase the house consider putting your furniture in storage and hiring furniture for a few months. There are several companies that specialise in this area, such as Living Edge Rental. The cost may be easily recovered in the price or by a quicker sale. Many expensive up-market houses are sold this way.
  5. Many buyers look hard for reasons why NOT to buy a house. Don't give them an excuse to not buy yours. Be attentive to every detail of the house.
  6. Clean your house! Clean, clean and clean! Scrub everything that might remotely detract from its appearance. First impressions count. You do not want a prospective buyer leaving thinking they could never live in that grotty house. Don't give them any excuse to turn their back on your home.
  7. Hire a professional. Now is the time to get serious! If you do not have the time to finish those tasks you have been promising to finish forever, hire a professional gardener, cleaner, painter, builder etc.
  8. If you are a smoker, refrain from smoking in the house during the sale period. If you smoke outside do not leave cigarette butts around; an old film canister makes an excellent pocket ash-tray. Many people are sensitive and are turned off by tobacco smells.
  9. Place a small advertisement in your local paper. It does not have to be big as serious buyers will take the time to read the small print looking for that unexpected treasure.


    10. Around the house

  10. Replace broken light bulbs. Replace dim globes with brighter ones to make the room look bigger and more inviting.
  11. Repair creaky floorboards. A nail in the right place can rid your house of feeling old and rickety.
  12. Paint. Get rid of any flaky or mildewed paint in the house. Scrub the walls of any room you don't want to paint; especially around light switches.
  13. Thoroughly air the house as often as you can prior to inspections. You may not be aware of any stuffiness or odours, but it will be the very first thing a prospective buyer will notice.
  14. If you have a lot of pictures on your walls, remove them. One or two per wall is ample. Too many pictures make a room look smaller.
  15. Install air-conditioning. Prices of split-system air conditioning have tumbled over the last ten years. Installing an air conditioner immediately spells comfort for most prospective buyers.


    16. The Kitchen

  16. Kitchens and bathrooms are important areas to any prospective buyer. These are the areas where a dollar spent is easily recovered in the sale. If they are in poor condition consider simple renovations like painting, replacing cupboard doors, bench-tops, linoleum or taps. A replacement free-standing stove can cost $600 to $1,000 and make the kitchen instantly fresher and more attractive to buyers.
  17. Put a large bowl of fruit and/or vegetables in the kitchen.
  18. Clear the kitchen bench and stove-top. Make sure buyers can see they have lots of food preparation area.
  19. Repair dripping taps. Replace old tap fittings.
  20. Remove excess clutter from shelves and cupboards. Make sure there does not appear to be a shortage of storage space.
  21. Bake cookies when you are showing through potential buyers. You can buy a pre-made cookie mix that you can quickly cut and throw in the oven. Nothing makes a home more than the wonderful smell of baking cookies or bread.
  22. Place freshly cut flowers from your garden in a vase.
  23. Install a water filter and place a clear jug of fresh water and a glass next to it to draw attention to it.
  24. Replace old light shades and fittings. Even paper or plastic shades look better than faded or yellowed light fittings.
  25. Brighter light or globes make the kitchen look larger and cleaner.


    26. The Living room

  26. Turn the television and radio off! They are distracting to the buyer.
  27. Do not make the room centre around the television. If possible face chairs casually towards each other as if you were expecting to sit and enjoy a conversation with a friend, or just sit and enjoy a magazine. Place a current fashion magazine on the table.
  28. If you do own a large flat screen tv and the room is inescapably centred around it, consider buying one of those 'fish tank' or 'open fire place' DVDs to give the room some life or warmth. It sounds corny but it works.
  29. Throw an attractive blanket over that ugly or worn lounge. In addition to improving its appearance it adds warmth to the house.
  30. Invest in new curtains.
  31. Remove personal items and remove excess clutter. You do not want the buyer feeling as though they are intruding on somebody else's space. Creating a neutral space helps them to imagine themselves living there!
  32. Get rid of pet smells. During inspections keep pets out of the house.
  33. Steam-clean the carpet or a replace badly worn one. If you are on a tight budget there are ranges of commercial grade nylon carpets available at very reasonable prices. Replacing an old or worn carpet will give the place a fresh feel.
  34. Store excess furniture or clutter. Hire a storage unit for a month or until your sale is done.


    35. The Exterior

  35. Paint the outside of the house. Make sure it is in keeping with the street. Do not use overly bright colours. Keep them warm, neutral and inviting.
  36. Clean the outside of your house with special attention to the front door, windows, eaves and gutters. Get rid of the street grime. It is important that your house looks well maintained.
  37. Remove cobwebs; they come up overnight.
  38. Place a new welcome matt and/or pot plant at the front door.
  39. Mend or paint the fence.
  40. Oil doors and gates.
  41. Clean the windows and ensure they open. Check flyscreens, replace if damaged; if you don't want to do this, remove them.


    42. The Bedroom

  42. Remove personal items.
  43. Get rid of excess clothing. Even if temporarily, make sure your cupboards or built-ins appear neat and to have space to spare. Buy space organisers such as wire shelves so you can neatly organise your clothes.
  44. Install fresh and clean coloured curtains. Make sure the room appears bright and cheerful.


    45. The Backyard

  45. Tidy the garden, mow lawns, prune the plants, cover planted areas with mulch or woodchips to even out the colours and add more contrast.
  46. Mow the neighbour's lawn.  Make sure it looks like an inviting street to live in.
  47. Get rid of any tired-looking or dead plants. Plants are a relatively inexpensive item when selling your home. A few lush plants or colourful flowers in the home or garden give added life or can hide an eyesore such as a drainpipe. And remember: you can hire plants too.
  48. Hire a high-pressure hose operator and clean dirt and mildew from outdoor paths or surfaces.


    49. The Bathroom

  49. Make sure the bathroom smells fresh and dry. Do not leave dirty laundry or damp towels in the bathroom. Put out a bowl of potpourri and a fresh bar of soap.
  50. Scrub the bath and shower, making sure everything sparkles. Most buyers will be attentive to whether the bathroom is clean and dry.
  51. Replace or bleach discoloured caulking. There are a number of excellent grouting and whitening products available in most hardware stores.


    52. The Garage

  52. Hold a garage sale to get rid of any unwanted items and clutter.
  53. Remove rubbish. After the garage sale make a trip or two to the local tip and get rid of as many unwanted items as possible.
  54. Park your car down the street. If you have a garage it will look much bigger empty. Buyers need to be able to imagine where they will be able to put excess furniture, not only their vehicle.
  55. Remove oil from driveways with a pressure hose or degreaser.
  56. Re-pebble, paint or concrete pattern your driveway.


    57. Preparing for the inspections

  57. Put a small table with a white tablecloth over it near the front door and offer cookies or cheese and crackers— maybe even a small glass of wine or champagne. Although most people will politely say no, offering food makes people feel especially welcome into a home and adds the impression that the sale is something special.
  58. When a prospective buyer rings to make an appointment, take their phone number down ask if you can ring them back. This way you have their phone number in case of any problems. Remember you are asking complete strangers into your home.
  59. Play non-offensive, quiet background music, soft jazz or easy classical.
  60. Get a Guest book and note down the full name, email address, and mobile number of every prospective buyer. It is a good security measure and may be useful later if you decide to make the price or terms more attractive. Make sure you make notes about the buyers' reactions after they leave.
  61. Put away any valuables, watches, cameras, and jewellery. Anything that somebody might swiftly pocket.
  62. Remove religious icons. It is good to be proud of your beliefs but not at the cost of alienating a potential buyer.
  63. Make sure you have a sales contract ready to give anybody who is interested.
  64. Ensure that there is as much natural light as possible coming into the house.
  65. Choose the perfect time of day to show your house. Make sure your inspection time is when the house is at its best, eg, with sun streaming through a skylight.
  66. Place balloons out the front of the house to attract attention over the weekend. Many people who are looking to buy spend their weekend cruising around their favoured suburb. Make sure your house grabs their attention.
  67. Make sure your house makes a powerful first impression. You may not get a second chance.
  68. Open all the doors and windows of the house so buyers do not feel confined.
  69. If you are a very shy person, hire a gregarious friend or relative to do or help you with the inspections.
  70. Dress professionally, it communicates that you mean business.


    71. The inspection dos and don'ts

  71. Always arrange inspections by appointment only. Never show people through your house when you are alone.
  72. Never tell a prospective buyer that you can't show them the house because you will not be home. Tell them you are busy and arrange another time.
  73. When showing the house to more than one buyer, eg, a couple, make sure you keep your eyes on both people at all times. Be particularly mindful if you feel one person is trying hard to steal your attention away from what the other is doing.
  74. If you are the slightest bit uncomfortable with the person/s inspecting your house don't hesitate to end the inspection, telling them you have an appointment or you are expecting visitors. You can also make an arrangement with a friend to call you 10 minutes or so after the person/s arrive then give them a prearranged secret expression such as "See you shortly" to alert them that you are uncomfortable or may be in trouble.
  75. If you must answer the phone during an inspection simply tell the caller you will get straight back to them. Give your undivided attention to the prospective buyer.


    76. The sale

  76. Be incredibly honest. People can sense when you are trying to mislead them. They may not know that you are not telling them the truth but then may reject the house because you've made them feel uncomfortable or vaguely suspicious about the purchase.
  77. Be enthusiastic because you love the house— not because you are desperate to sell. Yes, tell the world it is for sale but don't look as if you will grab the first offer that comes through the door.
  78. Don't give people the hard-sell. People get suspicious when you appear ‘anxious' to sell.
  79. Apologise for nothing! You may only be drawing attention to something the buyer has completely overlooked.
  80. Thoroughly research your sale price. Obtain a Property Report through a company like Australian Property Monitors for as little as $35.  Find out…

    • What is your home worth in today's real estate market?
    • What did the neighbours pay for their home?
    • What are the asking prices of nearby homes for sale?
    • What will your home be worth in 12 months time?

    81. If your house is unique or you have done extensive renovations, consider the services of a registered valuer. It will be money well spent and will give you added confidence when negotiating. You can be assured that any buyer would have done their research. Be thoroughly prepared to respectfully argue your asking price.

  81. Be realistic about the price. Base it on good research, not on the unqualified opinions of well-meaning friends, neighbours and relatives as you may end up very disappointed.
  82. Remember: The higher your price, the longer it will take to sell. The lower your price, the faster your sale. Aim to sell within 60 days. If you are not getting any interest, tweak the price down to catch a buyer. This is precisely what any agent would strongly encourage you to do anyway. And since you are not paying an agent's commission, you are in a stronger position to do so. Remember, the longer your home is on the market the weaker your position and bargaining power.
  83. Write a short letter to give to prospective buyers:  “Why I love our home.” Fill it with memories of that special Christmas around the fireplace or wonderful parties in the backyard. How close you are to the shops? Schools? Hospitals? Include everything thing that has been special about your house.
  84. Create a small map of the area to give to buyers highlighting the local parks and other items of interest.
  85. Place flyers in the neighbours' letterboxes. They may not be looking to buy but may know somebody who is.
  86. Be contactable. Nothing turns away prospective buyers quicker than apparent disinterest from the seller. Make sure they can easily contact you or leave a message.
  87. Make sure you ask people if they are ready to buy or if they have been looking for long. This simple conversation will help sort out the potential buyers from the tyre-kickers. And save you from wasting your time and energy on the wrong person.
  88. Be thoroughly prepared to answer questions, such as:


    89. Houses

    • What is the size of the block?
    • What is the zoning?
    • What is the land-to-building ratio?
    • Do the neighbours have plans before the council?
    • What is the state of the wiring and plumbing?
    • What are the current outgoings: eg, strata fees, rates etc?
    • What would be the expected rental return?
    • When was the property last sold and at what price?
    • Are there and heritage orders on the building?
    • Do you have any approved plans for the property? Have them ready for the buyer to view.
    • Has a building and pest inspection been carried out?
    • What is the settlement period and is this negotiable?
    • Has council approved all renovations and additions to the house by both yourself and previous owners?
    • What shops are in the area
    • What you love about the area
    • What schools, hospitals and parks are in the area


    Units

    • What is the title
    • Does the building have a current Fire Safety Certificate?
    • What are the current outgoings, eg, strata fees, rates, etc?
    • Is the Owners Corporation/Body Corporate considering major projects that would involve a special levy being struck?
    • Are there any ongoing disputes involving the Owners Corporation?



    The negotiation

  89. Unless you are a skilled negotiator avoid negotiating, especially over the telephone. Try to keep the negotiations at arm's length by referring them to your solicitor. Particularly when a potential buyer is attempting to bully, harass or intimidate you into accepting a lower price. Remember that many people see a ‘For Sale By owner' as an opportunity to low-ball the price. Simply say politely, "if you would like to make an offer please contact my solicitor on [phone number]".
  90. Expect the worst. Some people see negotiating as a game and despite their genuine interest in your property will try to put a negative spin on everything they see. Try to foresee the negatives and rehearse a cheerful response. Maybe you can get friends to role-play as the buyer to test out your comebacks.
  91. Offer to fix smaller problems if they will help negate the buyer's concerns. Otherwise, you can offer to discount your asking price by the agreed value of the repair.
  92. Keep your cool! Try not to be emotional, aggressive, or too clever with your negotiations. A respectful “No” to an offer is far better than a “don't be ridiculous”. Remember people are too easily offended and ideally, you want this to be a happy experience for all involved.
  93. Never tell anybody your lowest acceptable price, not even your family, friends or solicitor. Always negotiate from a high point and a position of strength. People often see negotiating as a game and will make very low offers in the hope they will quickly discover your bottom-line. Assuming it often takes two to four offers and counter-offers to make a sale, respond to any offer no less than halfway between your asking price and your bottom-line.
  94. Do not wait too long before offering a counter-offer.
  95. Don't let an offer go to your head. Keep in mind you are selling your house closest to the price your market research has stated. Your first offer may be one of many or your last. Keep a level head and negotiate as close to your ideal price as possible. Be thoroughly prepared to reject hearsay from well-meaning friends and relatives that you should hold out for more.
  96. Beware of your local Real Estate Agents. If you have chosen to sell your house yourself you have now set yourself in direct competition with the agents. The last thing agents want is rumours of a successful and equally professional sale ‘by owner' circling the neighbourhood,

    • Expect agents to want to anonymously view your house.
    • Expect agents to shake their heads and tell you ANYTHING that will undermine your confidence in selling your home yourself. Such as:
    • They can achieve a significantly better price.
    • They have a buyer who will pay more than you're asking if you are willing to sign a “Sole Agency Agreement”. (More than likely a lie as the mysterious buyer has not even seen your house.)
    • You are simply not qualified to sell your house. – There is no one more familiar and better qualified to sell YOUR house than YOU! Anyway, what is an agent going to do? Put a sign out the front, hoard strangers through and jot down names!
    • You don't have the tough negotiation skills. – Maybe you don't but your solicitor does, and he spent a lot more than six weeks learning them.
    • You have no experience in this complex industry.
    • You will NEVER be able to close a deal.
    • You are being “Stupid” or “Foolish”
    • They can advertise the property better. – You have the same access to advertising and, either way, you will pay for it!
    • You can always tell an agent that you will pay them an agreed commission IF they introduce a buyer who will pay both the commission and asking price. Ask YOUR solicitor to draw up a very simple non-exclusive agreement. This way you have nothing to lose.


  97. Don't be too hard on yourself. Selling is a tough game even for hardened professionals. If you have taken the time to present the property in the best possible light and a sale or two falls through … that's OK. There are so many reasons a buyer may change his mind that you can't even begin to fathom. Let the sale go and move on with a positive attitude. The sale would have most likely fallen through with or without an agent. If there was a specific reason they changed their mind that was within your control, make the changes and move on. Getting frustrated, negative, anxious, or angry about it may change your behaviour enough to spook the next potential buyer.
  98. Be patient. It is not uncommon to see many houses listed with very reputable agents that remain unsold after many months. You only need one buyer and it may take a while for that person to discover your home.
  99. Don't put yourself above your buyer by trying to appear clever or upper class. Be kind! Despite your feelings, it is important to be sensitive to the buyer's concerns and make a genuine effort to allay them. You might have lived in your house for many years and take many things for granted whereas the house may represent a massive financial commitment and a huge step up in lifestyle for your buyer.
  100. Be aware of your holding costs. If it is costing you a $2,000 per month to hold the property don't hold out too long for those last few dollars. Consider negotiating a lower price for a quicker settlement.
  101. Everything is negotiable. If you need to buy another house and your buyer needs to sell theirs, consider a delayed settlement that will benefit both of you. Consider the inclusions. If it is seemingly impossible to move a piece of furniture offer to include it to help secure the sale.
  102. Be active. Don't relax once somebody has exchanged contracts. The sale may easily fall through. Make sure you continue to actively sell the house right up to the hour the contracts are signed and a deposit has been taken. Do not make any promises to buyers such as "Don't worry the house is yours" as you do not have the same guarantees. You may always alert a prospective buyer that you genuinely have another interested party and if they are serious they should act quickly.

 

 

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