You’ve made the decision to sell your home, but have no idea what to do next. A crucial part of marketing any product is presentation. Corporations spend billions of dollars each year advertising and marketing their products. The same is true in real estate.

To compete effectively in the real estate market, homeowners must present their homes to the marketplace in an attractive, desirable condition. You probably comparison shopped when you purchased your home. Buyers still do that today. Buyers will always seek the best priced property, in the best condition.

The longer a house is on the market the harder it is to sell. When a house has been on the market for a while, the first thought in a buyers mind is “I wonder what’s wrong with it”. Don’t let them approach yours with this attitude.

Think of it this way. You’re not just selling a house. You’re selling safety, security, shelter, a lifestyle, and a dream. Regardless of the size or price of your house, the buyer is looking for the best home in the price range they can afford. They will arrive at your property wanting it to be the perfect choice for them. Don’t make them look any further!

Let’s send them running to the bank to get financing for YOUR house!

Grab the pen and paper and lets get started. Keep in mind that first impressions do last. You will have one chance and only one chance to make a good first impression!

Get two pieces of paper. On one write “negatives” and write “positives” on the other. That first impression starts as soon as a buyer drives up to your property, so take a short drive. As you return, pay attention to what you see as you pull up. Is there anything that looks worn? Do the hedges need trimmed or weeds pulled/cut? Write these things on the “negatives” list. What do you see that you particularly like? The beautiful rose bush in bloom? The trees that provide shade over the house? Write these things on the “positives” list. Walk around outside and list each thing, positive or negative, no matter how trivial they may seem.

After you’re finished outside, walk into your home using the door the buyer will be using when touring your home. Again, write down the positives and negatives. Continue through out your entire house, room by room. Don’t forget to ask other family members (including the kids) and friends for their input. They may notice things that you’re so used to that you don’t pay attention to any more. Remember when you first bought this house? What features attracted you to it? Write them down!

The rule of thumb is, if it needs fixed, FIX IT! Things wear out over time and there a probably a few things that you’ve been telling yourself you’ll get around to fixing later. Now IS later! The buyer will mentally tally up the cost of repairs and usually comes up with a dollar amount that is much higher than it will actually cost. This gives them an excuse to offer you less money for your home. You might think of these repairs as no big deal, but the buyers mind is asking “If the owners didn’t take care of these little things, what about the major ones, such as the roof or furnace?”. DON’T GIVE THEM ANY REASON TO MAKE EXCUSES!

For larger repairs, treat the buyer as if YOU are the buyer. Make the repairs or offer to give an allowance for them at closing. Always disclose anything that you know about needed repairs if the buyer is interested in purchasing your property. Buyers will be more inclined to purchase from someone who has been honest and they feel they can trust.

You wouldn’t buy a new shirt with a grease spot on it or a new car caked with mud inside and out, would you? The same is true of a home. The appearance of a clean home gives the impression of a well taken care of home. MAKE IT SHINE!

You know the bright pink paint you painted your daughter’s room with and the red carpet you installed in the living room? It’s got to go! Forget your personal taste! The buyer looks at bold décor as dollars and hard work to redecorate. Ask yourself “How many buyers will be able to move into my house with their own furniture and not have to replace the carpet or paint the walls?”. The objective here is to make your house marketable to the largest group of buyers possible. Neutralizing allows the buyer to build a mental picture of the home as his own, with his own belongings. A couple coats of white or eggshell paint may be the best investment you could ever make!

Even small rooms can have the appearance of being larger with a little creativity. Room size is important to most buyers!

1. Arrange furniture to make the room appear as spacious as possible. Move out furniture that makes the room crowded.

2. Remove all clutter. Make it a habit to put things away when you’re done with them and keep the clothes, shoes, etc. put where they belong. Don’t forget to throw away the trash and take it out as often as possible.

3. Pack up collectibles. Leave just enough accessories to give the rooms a “homey” feeling without being cluttered. This also protects them from being broken accidentally by a potential buyer.

4. Empty out the closets. Pack away off season coats, clothing, and shoes. This makes the closets appear to be spacious. Don’t forget to organize them while you’re at it. Place shoes neatly, etc.

This part is the fun one! Use color, lighting, and accessories to emphasize the positive features of your home.

1. Start by looking through magazines or furniture showrooms to see the little things that can be done to make rooms more appealing. Small things like a vase of flowers or basket of logs by the fireplace can make a big difference in any room. Using a brightly colored pillow on a chair or throw on a couch can add dimension to a room as well as a “homey” look. Keep it simple and inexpensive, though.

2. Pack away the family photos. A picture of the kids on the wall may draw the buyers attention away from the features in the room. This also allows you more privacy and a jump start on the packing.

3. Light up those rooms. If your home is being toured during the day, open the curtains and let in natural light or replace the heavy curtains with sheer panels. If it is being toured after dark, turn on the lamps.

4. Go through photo albums and pick out attractive pictures of your house, inside and out, through out the different seasons. You can hang these where a family photos once were or leave an album open with your favorite picture exposed under a lamp.

5. Use potted plants, floral arrangements, centerpieces, or anything attractive with color to draw attention to dull rooms. Play down bold rooms with neutral accessories.

Be aware of any odors from cooking, pets, cigarettes, etc. You may have became accustomed to these odors, but the potential buyer may be very aware of them. Recent studies have shown that humans have strong responses to certain smells. Create pleasant odors that are inviting! Keep in mind that some people are much more sensitive to odors than others.

1. If smoking, cooking, or pet odors have permeated your house, have your carpets and furniture cleaned. Wash the curtains. Consider removing the source of the odor.

2. Air out your house by opening windows as much as possible.

3. Use products like carpet deodorizers, air fresheners, etc.

4. Don’t allow wet towels or dirty clothes to accumulate. Keep them washed and put away. If a buyer is touring your home and you haven’t gotten around to the laundry, make sure it is kept in the hamper and put a dryer sheet on top.

5. Odors from a garbage disposal can be very offensive. Use ½ of a lemon in the garbage disposal before the buyer arrives.

6. Place constant air fresheners such as “Glade Plug Ins” in each room.

Now that we’ve goon through some basics, let’s go room by room. These simple tips can make all the difference between the buyer walking out to look at another house or heading to the bank!

Since the first impression starts well before the buyer enters the home, that is where we need to begin.

1. Repair, repaint, and touch up as necessary.

2. If you don’t have a flower bed next to the entrance, place a potted plant on the front step (out of the walkway, of course). If you are selling during winter months, consider a wreath of dried flowers on the door.

3. Make sure all windows and doors are working properly.

4. Screens should be free from holes or tears.

5. Make sure all locks are functioning properly.

6. Check for loose or missing shingles on the roof.

7. Clean out the gutters and down spouts.

8. Make sure the lawn is mowed and raked.

9. Trim the hedges, weed the garden, etc.

10. Pick up all the trash and clutter.

11. Add seasonal flowers along the walks or in flower gardens.

12. Add a little mulch around trees and shrubs.

13. Devote at least one area of your yard for outdoor family living. Set up a picnic scene and/or barbeque. Neatly display the play area. Buyers will be able to imagine themselves involved in these activities.

14. Stage your deck or patio with inviting furniture, plants, etc.

15. Tidy up the driveway. This is no place for children’s toys or empty oil bottles.

16. Clean up any stains on the driveway and walkway. Repair cracks and holes as necessary.

17. Consider adding a “welcome” mat outside the doors. Remember to keep them free from mud.

18. Make sure visitors can clearly read your house numbers from the street.

Now that we’ve spruced up outdoors, let’s go inside.

Remember that a clean, organized house creates the impression of a well taken care of house. A rule of thumb for cleaning is, “if you can see it, clean it”.

1. Clean all windows, including attics and basements.

2. Clean all carpets and rugs.

3. Mop and polish all linoleum, tile and wood floors.

4. Clean and polish all woodwork. Especially in the kitchen and bath.

5. Clean all light fixtures.

6. Clean and dust all ceiling fans.

7. Wipe down all walls if painted with a washable paint.

8. Dust and remove any cobwebs.

9. Get in the habit of keeping things picked up and organized. You don’t want to be caught off guard or to apologize for your home being in disarray.

Whether the buyer will be entering into a formal entry or living area, this is where they will form their first opinion of the interior. Pay special attention to this area and make it as warm and inviting as possible! Walk through that door and ask yourself what kind of impression it makes of your home.

If this is a formal entry or entry hall, a well placed mirror or floral arrangement can make quite an impression. Make sure that everything is spotless, including the floor. Add a small rug inside the door.

If your entry has a closet, remember that it will be the first one inspected. Make it appear spacious by removing any unneeded items and keep it organized. Add a bag of cedar chips or potpourri for a fresh smell.

Think of these areas as your own personal furniture showroom! The objective here is to make each room warm and inviting. When the buyer is inspecting the rooms, they are also imagining themselves and their family in each room living out a life.

1. Follow the general cleaning tips mentioned earlier.

2. If you have a fireplace, clean it out. Place a few logs on the grate and keep a few logs neatly arranged next to it. If possible and safe, have a fire going for showings during colder months.

3. Place something tasteful on the mantel.

4. Remember to pack up the family photos so the buyer won’t be distracted from the features of your home.

5. Place furniture for easy traffic flow.

6. Pack excessive collectibles.

7. Accentuate positive features with lighting.

8. Set out that photo album of your house and yard through out the seasons.

9. Make sure window coverings coordinate and hang level.

Stage this area appropriately to reflect the character of your home. It should be inviting without being overbearing.

1. Place an attractive centerpiece or candle arrangement in the center of the table.

2. Create more room by removing extra leaves from the table and extra chairs.

3. Remove any unused or unneeded furniture.

4. Remove the television. Some buyers believe that the dinner table is a place for family time and conversation.

Pay special attention to details in the kitchen. This room has always been considered the “heart of the home”. It is also the room that sells the woman buyer.

1. Get rid of the clutter! Clean off the countertops and store infrequently used appliances.

2. Store cleaning products, sponges, etc. out of view.

3. Clean appliances. If you are selling large appliances with your home, make sure they are clean inside and outside as well.

4. Clean off the top of the fridge! If you must use it for storage, place items in baskets or decorative bowls.

5. You can set a scene with a strategically placed bowl of fruit, open cookbook, etc.

6. Create inviting smells. A candle with a food type scent may be used or bake some cookies. Commercial potpourri can also add a delightful odor. Try scents such as vanilla, sugar cookies, apple pie, or cinnamon.

7. Organize the cabinets, drawers, and storage spaces. If these areas look overcrowded, it gives the impression that your storage space is inadequate.

8. Stack dishes neatly, turn cup handles in the same direction.

9. Kitchen windows are an asset in any home. Make sure to emphasize yours with a clean window treatment. Leave the blinds open to draw attention to the window.

10. Set the table or countertop eating area with attractive place settings.

11. Take the trash out and freshen the waste can with deodorizer and a fresh bag.

This is one area most buyers are anxious to see. It should be viewed as a true selling point of the home.

1. Make sure to follow the general cleaning tips mentioned earlier.

2. Organize, organize, organize!

3. Make the washer and dryer shine!

4. Keep laundry washed and put away.

5. Place an attractive rug that coordinates with the décor and paint.

6. Hide a dryer sheet or two out of view to make the whole room smell fresh and clean.

7. Since this room is associated with cleaning, a fresh coat of paint is ideal.

Virtually all buyers are looking for a home with plenty of closet space. Do your best to make what you have appear to be as spacious as you can.

1. Remove all out of season and seldom worn clothes and shoes.

2. Arrange needed shoes neatly, taking up as little space as possible.

3. Arrange all shelves to maximize the use of space, removing any unneeded items.

4. Make sure items in the closet smell clean and fresh.

5. Make sure all lights in the closet are working and are large enough wattage to provide

ample lighting.

6. In poor lighted areas, add battery operated lighting.

7. Hang a bag of cedar chips or sachet of potpourri for a fresh smell.

8. Hang like items together, facing the same direction.

Every bedroom in your house should be inviting to the buyer. They should create an atmosphere of rest and relaxation. They should have a cozy feel.

1. Large master bedrooms are a popular aspect to any home. Give yours a larger appearance by painting with a light color, removing clutter, etc.

2. If you have a master bath off the bedroom, decorate it to coordinate with the color scheme of the bedroom.

3. Make your bed each day, using clean attractive linens.

4. If space allows, place a sitting chair in a corner with a soft light on a small table. Decorate the table with a tasteful book.

5. Remove any posters or personal photos that could distract the buyer. The idea is to allow them to imagine themselves relaxing in this room.

6. In the children’s rooms, if space allows, set up a small play area in the corner instead of having toys spread through out the room. Have them pack away any items that are not used on a consistent basis.

7. Clean out from under the beds! Some buyers will want to inspect the floor underneath.

Trust me when I say your bathrooms will be carefully scrutinized by the prospective buyer! Make sure that it is Immaculate!

1. Clean off the countertops and store all personal products out of view.

2. Replace any dirty or worn shower curtains and nonskid tub surface decals.

3. Clean or replace caulking.

4. Clean surfaces of mineral deposits by using vinegar or a commercial cleaner.

5. Repair any drippy faucets.

6. Clean out all storage spaces, including the medicine cabinet. Dispose of old or unused medicines or products.

7. Make sure to clean the entire toilet, including around the bottom. Use a constant cleaning, colored bowl cleaner for stains.

8. Decorate mildly with perfumed soaps, lotions, etc.

9. Display towels and wash clothes by placing neatly folded.

10. Keep play toys neatly in a basket instead of inside or on the tub.

11. If there isn’t adequate storage for towels in the bathroom, create an area by rolling towels and wash clothes neatly and placing in a large basket somewhere out of the way in the bathroom.

12. The mirror is a reflection of your bathroom. Make sure it is clean and spot free.

These areas are often used for storage and overlooked by the homeowner. It may be necessary to rent a storage unit temporarily so that you will be able to present these areas to the buyer.

1. Ensure that there is an adequate walkway and that all areas are well organized.

2. Wipe off the furnace, water heater, etc.

3. Sweep and remove stains from the floors.

4. Wash all windows.

5. Make sure there is adequate lighting.

6. Clear off and organize work benches.

7. Remove any mildew stains.

8. If you must place mousetraps, place them in a hidden area.

9. Dust and remove any cobwebs.

10. Remove a car from the garage before showing to give the appearance of extra space and to allow the buyer to examine the area comfortably.

Now, you are ready to show your home. Please remember to keep things clean and tidy at all times. You never know when a potential buyer will be knocking on your door.