Selling your house successfully – What to do, how to do it and why you need to start now
As with most things, there is the “what” to do, but more importantly there is also the “why” and “how”.
Author’s Summary (here’s the “what” to do):
Ok, so that’s basically the “what' out of the way...
Read on to discover the “why” and “how”...
The housing market is extremely competitive so when it comes time to sell your biggest asset, the more preparation you do to “beat the competition”, just as in sport, the more likely you are to be successful!
Selling successfully requires three “must haves”: getting top dollar, selling in a concise timeframe and selling with minimum stress.
Easier said than done? Yes, but with the right agent and the right preparation you can do it!
So, let’s look at three things we can do together to help make it happen!
Success = Presentation + Information + Connection
1. Perfect your Presentation
Two questions I am commonly asked by home sellers include:
Renovations:
The truth is every home is different and the renovations you need to make will depend on the condition of your property. If major renovations are involved, speak with your agent to find a reliable builder or trades person who can advise you on cost, timeframe required and the extent of the work.?Once you know the cost of the renovation, ask your agent if they think it will add similar or more value to your sale price and/or make the property more attractive to buyers.?Then work out if the return on your investment is worth it to you to get the work done. I help owners make these decisions all the time; it’s a fundamental part of the service.
Repairs:
Whether or not renovations are undertaken, make sure you fix and repair all minor issues in the property.?This is an absolute must do!?Why? If your best buyer sees even one aspect of your home that’s not quite right (a dripping tap, a door that doesn’t close or a cracked window) they’ll worry about what else might be wrong in the property and reduce the amount they offer you to cover the risk of any future eventualities.?
Another reason to get these smaller jobs done is because they are easy and inexpensive fixes that will elevate your home above the one down the road for sale where nothing has been fixed!?
Quite simply, buyers want to move in and not have any headaches or nasty surprises.?So, if you’re not a fan of DIY, ask your agent for an introduction to a good handyman and get them in asap.?I do this all the time and it makes so much difference to the impression made on the buyers.
Decluttering:
Once everything is fixed, the next most important task to do is to declutter.?This instantly makes your house look more spacious and more attractive!?As you’re moving, you’re going to have to pack things away anyway, so why not get it done now and make the whole selling campaign smoother in the process.?
Cleaning and Depersonalising:
Next, give every area of your property a deep clean, especially the kitchen and bathrooms. It’s also a good idea to remove all your personal items so buyers can see a blank canvas where their imaginations can run wild with images of their future lifestyle.
Styling and Staging:
Finally, if you really want to add sparkle to your presentation, I sometimes suggest getting in touch with my professional property stylist. They will suggest ideas on how to present your property at its best and, if required, they can bring in their own furniture and soft furnishings to present your home in a way that will photograph well and appeal to potential buyers in your area.
2. Provide ALL the Information Buyers need to Make an Informed Decision Immediately
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Looking for a new home can be extremely time-consuming, not to mention expensive. Buyers look at many properties, so you need to make sure yours is more memorable than others they visit in your area.
One of the ways you can do this is by providing potential buyers with as much information as possible to save them spending extra time and money finding the essential things out for themselves. Make it easy for the buyer to like and trust your property. They will appreciate your openness and feel more comfortable making an offer.
Some of the information you can provide them with includes:
Building and Pest Inspection Reports
When someone is on the market for a new home, they won’t be prepared to spend money on building and pest inspection reports for every property they visit – they will do this only for the one or two they want to make an offer on.
Therefore, if they have doubts about the condition of your property, if they fear it may not pass an inspection, they may decide not to bother making an offer at all even though your property may be structurally sound and free of timber pests.?
So, if I suspect there may be something that buyers will be concerned about in a property, I advise that my owner pre-empts this potential concern by providing buyers with the information they need to allay their fears. Building and pest reports only cost a few hundred dollars and can make all the difference when it comes to reassuring nervous buyers that everything is in order with your property. Again, this just makes it easier for the buyer to trust their decision to make an offer on your property.
Engineer’s Report
If your property has visible issues that look serious (even though they may not be) like large cracks in floors or boundary walls, which may put buyers off making an offer, consider getting an engineer’s report to put their mind at rest. This report will show that your property is structurally sound and reassures buyers that they won’t need to have expensive structural work done if they purchase your property.
Invoices for Improvements
If you have made improvements to your property, consider showing potential buyers the invoices because this demonstrates to them that they are getting good value AND they will be able to use the warranties if still current and applicable. Big ticket items like pools, solar panels and extensions all add significant value to your property so don’t be afraid to demonstrate this extra value to get it back on your sale price.
Invoices show how much you have spent on the property and that you have taken care in maintaining and improving it, so buyers will not need to have as much work done themselves after moving in.
3. Invest in Marketing that will Create an Emotional Connection
Home buying is an “aspirational process”. In other words, buyers are looking for a property that they can imagine themselves living in and enjoying the lifestyle it offers. This means you must make every effort to forge an emotional connection between potential buyers and your property to generate maximum interest and increase your home’s resale value.
To do this, I always make sure the photographs of your home look as attractive as possible (but not unrealistic). We then need to make sure these photographs reach as many of your target market as possible through top notch internet marketing, quality print marketing and, finally, eye catching content on social media.
As an agent, I also like to ensure your property can be seen by overseas and interstate buyers as well as those in your local area because often they offer more money!
In addition to photography, we can make the online viewing experience more ‘real’ for the buyer by making it easier for them to envisage living in your home. I like to use 3D virtual floor plans that enable the buyer to do a virtual walk-through of your property.?This may give them enough information and connection with your property to decide to make an offer even before they visit in person or, sometimes, without even visiting at all if they are viewing from interstate or overseas.
Virtual tours also enable buyers to ‘revisit’ your property online again and again and imagine how they would use the space. This familiarity helps buyers create a deeper connection with your property more likely to want to buy it.?Virtual tours are a great investment in terms of the number of extra offers they can generate which, in turn, usually means more money on your sale price.
For the last 13 years as an agent, my passion has been to help my owners achieve the best result when they sell.?
Success in selling comes from strategic teamwork between a motivated owner and a skillful agent.?
So, if you’re planning to sell in the next 12 months, let’s start preparing for success now! Call me today to discuss how to beat the competition and sell your property successfully.
? 2023 Brian McKiernan
Selling and not sure where to start?
Send me your questions and I’ll respond directly within 24 hrs.?It's a COMPLIMENTARY service to help you MAXIMISE YOUR PRICE.
Mob: 0450 408 651
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