3 Keys Unlock the Door…

I have been through the doors of several hundred homes over the past 20 years, and have had the pleasure of seeing many stunning properties – both good and bad! But one thing I’ve found in common to all is that each seller takes a unique pride in their home, no matter what the condition. This is always made clear when they give me the tour and point out why this is something I want to buy.

In most cases they’re right, what they highlight are great selling points that will certainly convince an end buyer to make this their home after a few updates and repairs. Unfortunately though, most buyers will never get through the front door to really appreciate those selling points. Sure you can include them all in your ad, but many things you have to see, touch, and even smell to truly experience.

So while great photos are critical, most listings don’t use the services of a professional photographer. You do want the best photos you can get, because buyers will judge the book by the cover! That’s why curb appeal is always such a major emphasis when marketing any property – your photos and your write-up must draw buyers in to set up a showing, and your curb appeal has to draw them draw them through the front door.

But whether your property is a pristine showpiece, or badly in need of repairs, there are three more key factors that are critical to your ability to find a buyer when you are ready to sell.

Key One: Accessibility

This should be a no-brainer, but bottom line: when a buyer wants to see your property, make it quick and easy for them to gain access. It doesn’t matter how great your photos and curb appeal may be, if a buyer cannot get into the property then all that means nothing.

If a buyer is looking at several homes and scheduling times to view them, you don’t want there to be any delay or difficulty to get them inside – whether it’s no one available to take the appointment call, a several hour notice period, an alarm system barrier, or even a warning of pets in the house that must be managed. Ideally if a potential buyer is driving by and sees your sign, you want them able to make a quick call to your always-available showing service to schedule to walk in a few minutes later. If it’s too hard for the buyer they will go look at something else at least first, and you may never get them back to your property.

So if you’re still living in the property be as flexible as possible, remove any and all roadblocks, and use an appointment service that will always answer the phone to schedule. And if you’re listed on the MLS your agent should walk through all these and more, and also include a showing service with your listing – anything less and you’re using the wrong agent!

In summary: make it easy for any buyer to immediately get in the door to experience your property!

Key Two: Cleanliness

So if you’ve worked hard and made sacrifices to get your potential buyer in the door, now you must ensure they have a stupendous sensory experience. Buyers make decisions using their sense: sight, smell and taste, sound, and touch. Your job is to address each of these inasmuch as you can, and the first priority is to have a super-clean house! It may not be within your budget to tackle all the repairs and updates that need done, but at minimum, come up with the money for a professional deep-cleaning. Do it yourself if you’d like, but be very thorough. And that includes the carpet – it may need replaced, but that does not mean that you don’t get it professionally cleaned.

What your buyers see is obviously paramount, but what they smell will trump everything else! And as bad off as that carpet may be, all the smudges from years of little hands, dirt and grime in places you didn’t know you had… you will be amazed what a great cleaning company can do to transform the look and feel of your property. They are worth every penny, and will add thousands to the value of your property and generate the experience you need your buyer to have to fall in love and make an offer.

In short, clean is key. And don’t skimp on this – either hire professionals or pull out the gloves and a toothbrush!

Key Three: Pricing

If you get them in the door and give them a great experience there is little left in your control that you can do to bring an offer from the buyer. You cannot control whether they like your neighbors, if the style of the home meets their tastes, or if the layout is suitable. You’re not going to move the master upstairs or down, and if repairs are not in your budget the only way you will overcome any negatives is in your price. The buyer can live with the master not being where they wanted it if the price is right. Even that eyesore neighbor fades away when they’re getting a great deal.

In today’s market buyers are looking for a great value that they can personalize to make their own and still be within their budget. You have to offer the best value amongst the properties they have to choose from, and that means knowing your competition, and keeping an eye on them. If your competitors reduce their price, in essence you just raised yours!

You need to know their pricing, week by week, as well as any additional concessions or bonuses they’re offering. You must consider location, condition, and all the specifics of your property when comparing, and put yourself in the shoes of a buyer making a life decision on where to move their family and stake their future.

When it’s all said and done your price will determine whether the buyer finds enough value to justify a fair market offer, or if they decide there is more value in your neighbor’s property. So spend the time to do your homework and work with someone that can get you the MLS data to continue to keep your property priced right for a buyer’s offer.

Whether you’re selling on your own or working with a good real estate agent, there is no need to have your property sit on the market for sale 30, 60, or even 90 days unless that’s part of your plan. If you want to sell your house on your timing and maximize the contract price you have to be on top of each of the key items above.

So overall you have a lot of control in the sale of your property, despite the market fluctuations and however picky your buyers may be. But it does take some hard work, continual research, and learning from feedback. But with those efforts and the right guidance you can plan your sale and moving on to the next stage of your life.

One assumption is that you have enough equity to adjust your price, but if you don’t, or at least the numbers are very tight, it may be time to talk with an investor that can unlock options you didn’t know you had, and present alternative opportunities to still get your sale handled in the timeframe you require. Contact Us if you need any advice or want to learn more.