The way you live in your home is different from the way you sell your house. When the decision is made to list a house on the market, it then becomes a product to sell. Here are 10 mistakes that home sellers make when preparing their properties for the marketplace. These are in no certain order and all should be addressed for a successful sale to occur.

MISTAKE #1: Not thoroughly deep cleaning.  Many home sellers make the mistake of not taking the time to deep clean their homes. This can cost them the sale if their house is simply not ready to be seen. They should never underestimate the most important rooms in the house: the kitchen and the bathrooms. Another critical area is flooring; carpets must either be replaced or steam cleaned. Windows need to be seen through; nothing is more distracting to a buyer than to be looking at a view through a dirty window. First impressions are lasting. Cleanliness sells! 

 

MISTAKE #2: Failure to de-clutter the entire home. Clutter, both inside and outside, makes it extremely difficult for buyers to visualize the layout and best features of the home. Clutter can also make the house appear smaller. 

MISTAKE #3: Failure to de-personalize the entire home. Personal memorabilia is a huge distraction to buyers. People are generally curious; when you want them to notice the beautiful fireplace, they may instead be focused on the collection of figurines or children's art on the refrigerator. The goal is to change the view of the house from the seller's "lived-in home" to the buyer's "ready-to-move-into house."

 

MISTAKE #4: Failure to use neutral colors when painting both inside and outside. The best way to present a home is for the walls to be painted a neutral color. While the seller's favorite colors may be the exact complement to their own living style, the shades and hues may be a complete turn-off to buyers. This goes for the outside as well; a loud or non-neutral color may stop buyers from looking beyond the internet or the road.

MISTAKE #5: Pets. Even if pets are out of the house when buyers tour (which is ideal), just the perception of pets is a huge turn-off to some home buyers. Every trace of pets' presence should be removed so buyers are not distracted from the prime objective: viewing the home and recognizing what it has to offer.

 

MISTAKE # 6: Not sprucing up the landscaping. A healthy, neatly-trimmed yard is the key to getting buyers up to the front door. Messy flower beds and overgrown bushes will distract buyers from viewing the the facade and turn them off before they even get in the door. In the mind of the buyer, a well-maintained exterior is a sign of a well-maintained home. 

 

MISTAKE #7: Not Staging. Staged homes sell faster and for more money! It is critical for a home to show at its very best to create the most positive response with potential buyers. Trying to sell an empty house? It is difficult for a buyer to comprehend the size of a room and its potential without furniture and other objects as reference points. An empty room also allows buyers to focus on negative details instead of getting a sense of the use of the overall space and the flow of one room to the next.

MISTAKE #8: Not using the internet to its fullest. Over 86% of all buyers start their search on the internet. Posting a home's information anywhere and everywhere--and making sure the photos and virtual tours show the property to its best advantage--is critical!

MISTAKE #9: Overpricing the property.  Agents all over the world know that overpricing a property is the single most-frequent mistake sellers make. Market conditions change quickly and sellers have to be educated to understand that their house is worth only what a buyer is willing to pay for it. A house needs to be "the shiniest apple in the barrel" at the best price for it to be chosen.

 

MISTAKE #10: Failing to target the right buyer. Targeting the right buyer is essential to selling any property, so make sure the house appeals to the buyer who is most likely to make an offer.  Knowing the audience is critical to how the house is presented. For example, first-time home buyers typically look for things to feel brand new and special. Couples with young children often look for a house in a cul-de-sac; with a large back yard, a bedroom for each child, and ample space for family gatherings. Empty-nesters tend to look for a place with room to to entertain, and they usually want a home that is well maintained rather than in need of repair. Sellers have to ask themselves who's coming to tour the house and how to make those buyers feel right at home.

 

Interview with Marie Ippolito, Broker, First Vice President, F.C. Tucker Co., Indianapolis, IN

 
Q: Why do you use home stagers?  

A: With the Internet being such a strong influence on how people search for homes, the photos are extremely important.  The way we live in our homes is not necessarily the best way to photograph them.  I saw pictures of a very expensive home in another city that was for sale by one of my clients at well over $1M.  The kitchen photo was centered around a large stainless steel garbage can.  Point made!

 

Q: What qualities or qualifications do you look for in a home staging company?  

A: Talented associates is #1!  They need to have a flare for decorating and how to position items in a home so that the home shows to its best advantage.  In addition, they need to have strong interpersonal skills so that they can interact successfully with my clients.

 

Q: What home staging services have your clients used?

A: Verbal consultations, written consultations, and hands-on staging in specific areas of their homes.

 

Q: Are there other services you would like home stagers to provide?  

A: Perhaps consider a half-day "all-in-one" session where you would go in and actually implement changes on the spot for a specific price.

 

Q: What feedback, if any, have you received from your clients about their experiences with home stagers or home staging services?  

A: My clients have been pleased with how their homes have photographed and "shown" as a result of implementing staging recommendations.

 

Q: Do you, or would you, recommend home staging services to your fellow realtors?   

A: Yes, I would recommend them but also remind them that staging is only one part of the equation.  The home also needs to be competitively priced for today's market conditions.  This can be a challenge, as many sellers are in denial and don't want to accept the fact that prices have declined over the past 12-18 months. 

 

Choosing the right combination of colors throughout your resale homes can make a huge difference in how people react to them.  Have you ever noticed how color can change the way you feel in a particular room?  Color choices often influence a person's mental and psychological state. What do you see when you think of sand, water, and seashells by the seashore? These colors often relate to feelings of calmness and relaxation. That is probably why many people find themselves drawn to live or vacation in beach communities. 

 

On the flip side of calming and relaxing, you'll find a color that stimulates the appetite and enhances our senses. We see it used a lot in kitchens, and that of course is the mighty RED.  But know that all reds are not created equal. Put two reds side by side and you will find they clash. Reds can be cool, like a Red Delicious apple; or warm, like a tomato.  All colors have cool and warm shades that aren't necessarily going to match or work well together. 

 

Before choosing paint colors to sell by, why not ask a professional stager to help you determine the "complexion" of the home?  Complexion can be seen even in the fixed elements of a house, which are those features that either can't be changed or are very expensive to change. Some of these exterior elements include the roof, stone, brick, and siding of the home. Interior elements include the flooring, countertops, cabinetry, woodwork, built-ins, mantels, fireplaces, etc.  Even though most of these features may appear to be neutral, they may still be warm or cool in tone.
 

Professional Home Stagers use color to create flow from one room to another. The neutral-colored background that stagers recommend to sellers gives the eye a place to rest.  Then, to add interest to a room, stagers often bring in accessories that contain elements of texture, pattern and color.
 

Understanding the complexion of a listed home helps create a great flow throughout and will help you tap into the emotional power of color. The balance of these elements will help your listed home stand above its competition...and sell!