Making the Connection that Makes the Sale

by Iyna Bort Caruso

Call it the X factor - that certain something that makes a distinctive home stand out in a neighborhood full of distinctive homes. It can be as discernible as a luxury amenity or as subtle as a muted design element, yet it has the power to elevate a real estate transaction from a business opportunity to an emotional attachment.

In today's market, the component that says "choose me" can make all the difference, says David Boehmig of Atlanta Fine Homes Sotheby's International Realty in Georgia. "In past years, there were just a handful of homes matching a buyer's specifications. Today there can be dozens. Anything sellers can do to differentiate themselves helps their home create a lasting memory in the mind of the potential buyer."

In some cases, that differentiator can be a frill a homebuyer wouldn't think to put on his or her wish list. "A gas lantern outside the front door, for instance, is a little touch that makes the home feel inviting," Boehmig says.

Selling "A Dream"

Stephanie Brown, a self-described "serial remodeler" who lectures and teaches on design and preservation, had been house hunting in Portland, Ore., for months in search of a vintage bungalow-style home. A five-bedroom residence came on the market that fit the bill, but Brown says her "heart sank" when she and her husband, Julio, went for a look. "As I stepped out of the car, I counted 20 steps from the sidewalk to the front door and wondered how I'd ever manage to carry my one-year-old and an armload of groceries up all of those stairs," she recalls. Practicality ruled the moment. "I told my husband we should just forget about the house and go home. With all those steps, the house simply wasn't a good fit for us." But when Brown turned to open her car door she spotted stained box-beam ceilings through the living room window. "I gasped and said to my husband, 'We're going to buy this house.'" The very next day, they did.

"We took the plunge based solely on the amazing woodwork. Nothing needed to be undone. The woodwork was intact and not painted over. That's rare for Portland bungalows," she says. For the Browns' part, they figured they could always renovate the kitchen and bathrooms, but "you can't get that original woodwork, hardware, glass and built-ins. New just doesn't have the patina of time," she says. Despite the Browns' new home needing major work, it just took those box-beam ceilings for them to imagine living in that home.

From the perspective of an individual readying a home for the market, it's not always easy to recognize what features to showcase, especially if the owner has lived at the address for a long period of time. Interior designer Robin Siegerman, of Sieguzi Interior Designs in Toronto, Canada, is often asked by sellers to give an impartial opinion. "It's hard to look at your own house and see it with objective eyes," she says. Siegerman will typically go through a home in detail and determine what needs to be redone or undone and what features need to be accentuated. "The act of trying to sell a house is about selling a dream, the dream of the person walking in and seeing how their life can be if they lived in that house."

Standing Out

For certain buyers, it's about high impact. Siegerman recalls a client who told her, "I want people to be impressed when they walk in the door." An indoor waterfall or a tropical fish tank embedded in a wall can be the kind of signature statement that tells visitors the homeowner "has arrived at a certain place," she says. But Siegerman advises homeowners to make changes only to improve their own quality of life.

The rarity of a certain feature can be a distinguishing factor in today's market. In new home construction, for instance, open concepts are popular - and common. However, it's unusual to find open floor plans in older gems. And remodeled floorplans done well are rarer still. That's why Anne Spry of Waterfield Sotheby's International Realty in Winchester, Mass., says, "The wow factor here is a good transition" - using columns, half walls, step downs to family rooms or full walls with artful openings - "from the kitchen to where life happens." Her territory, a suburb of Boston, is a quintessential New England neighborhood of colonials, Victorians and mansards. The homes that sell are a "tasteful integration of old world and new world."

Then there are the regional variances. In warm weather climates, Versailles-caliber gardens and gorgeous pools with cabanas are the gotcha amenities. Venture north and something as utilitarian as a mudroom can seal the deal - but, of course, not just any mudroom. "I've really seen mudrooms the full size of a room with beautiful new cabinetry designed to look old and fit in with the home," Spry says. "That's one of the things people love to have."

There is one factor, however, no seller can plan, anticipate or recreate, and that's a home that triggers a sense of nostalgia in the house-hunter. It may remind the buyer of the place he or she grew up or grandma's house - "any home the person absolutely loved," Spry says. And when that connection happens, it's serendipity.

Where did this year go? It seems the older I get, the faster the clock runs. As I reflect on this, I realize that there is no time like the present to get things done. Before we know it, the crocus will be popping up and the spring market will be upon us.

If you are contemplating selling your home in the spring then this is a wonderful time to catch up on that "Honey-do" list that has been on the fridge since last spring. The old saying "you don't get a second chance to make a good first impression" is so very true when it comes to showing homes. People will notice the chipped paint, the tattered carpet and clutter the in the basement. If we are lucky they will mention it and we can respond. If they don't say anything they just eliminate the home and move on. Staging and first impressions are extremely important in this market and we want to make sure we put our best foot forward from day one.

There are several professional stagers available in our area and they can be worth their weight in gold. Not all homes need them or warrant them, but for those that do, it will make a dramatic difference in how the home is presented and perceived by potential buyers. I would recommend you talk to your broker as to the sensibility of hiring a stager

.

It is hard not to reflect on the past year without acknowledging that it has been a tough one for many of us. But as I discussed in my Thanksgiving letter, we have much to be thankful for and I am confident we are headed for better times.

Please have a wonderful holiday, be safe and enjoy the things that are most precious to us all, our family and friends.

By Bob Stevens

Designated Broker/Partner

Legacy Properties Sotheby's International Realty

The Nonantum Resort in Kennebunkport has been welcoming guests since 1883. This small resort hotel has the highest quality of service and Victorian charm mingled with contemporary amenities.

Website: www.nonantumresort.com or call directly: 1.800.552.5651.

C A P E   E L I Z A B E T H

Inn by the Sea is truly what the name suggests. The Inns 57 rooms and cottages overlook a mile of unspoiled beach. Just minutes from Portland, the Inn also contains the beautiful "Sea Glass" ocean view restaurant and lounge.

Website: www.innbythesea.com

F R E E P O R T

The Brewster House B&B is just minutes north of Portland. Small, intimate and hospitable, is the hallmark of Innkeepers Scott and Ruth Thomas cozy Inn. Freeport is also home to one of the worlds best-known retail stores, LL Bean.

Website: www.brewsterhouse.com or call 1.800.865.0822.

M I D - C O A S T

The Newcastle Inn is conveniently located in the Mid-Coast region. The Inn overlooks the Damariscotta River and offers water views from many of the guest rooms, breakfast dining room, small pub and deck. Owner/Innkeeper Julie Bolthuis will happily provide you with directions to the many sites the area affords.

Website: www.newcastleinn.com or call directly: 207.563.5685.