Your home has a definite personality, and if your home is for sale, or if you are considering putting your home up for sale, it is important that you get to know your home in a new way. And, YES, homes are still selling in San Diego County! But it is more important than ever to understand what makes a buyer buy!
First Impressions Count
If you had a dinner invitation for the first time to the home of your prospective in-laws my bet is that you would want to make a good first impression. Although you might like to wear jeans with holes in them around the house with a comfortable T-shirt, chances are you wouldn’t dream of showing up in that attire to a first-time meeting! It makes no difference that your fiancé loves you just the way you are. You have a good impression to make and now is the time to put your best foot forward.
Your home is no different. When a prospective buyer drives up to your home for the first time, they will subconsciously notice your home’s “personality,” and this personality will greatly affect their first and most important impression – and the decision whether or not to buy your home. The questions is- If your home is for sale, which personality do you want to put forward?
The Neglected Home – You’ve seen it. Bank-owned/foreclosed homes have this appearance. This home could also be a divorce situation where no one could decide who would do what. Weeds, browning grass, and unswept walks give zero curb appeal. Inside, it is obvious that maintenance and care has been little to nil. Curtains are tightly closed; there is no electricity or heat. This home has a sad personality. No one is going to “fall in love” with this home. It has one hope for getting sold- PRICE. It must be lower than the comps in the area. These homes WILL sell and will sell fast when they are priced to sell.
The Old-Fashioned Home – This home has usually been owned by the same family for its lifetime. Curb appeal may be fair, but the front door and windows would be original. The carpet, flooring, window coverings, fixtures and appliances are unappealing. The color scheme hasn’t been updated since the 1980’s when mauve and baby blue were all the rage! There is really nothing wrong with this home except the fact that you get the feeling you are Back to the Future! Some buyers will see past the home’s dominant personality and imagine updates, but only if the price is right. By right, it must be, once again, lower than the comps in the area. If not, the buyer will buy the home two blocks over that has new windows and appliances, or even The Neglected Home, that has a better price.
The “Different” Home – Some homes have a floor plan that is just plain, well … different! It starts with the curb appeal when you’re not quite sure where the front door is located. Inside, the entry faces a wall or coat closet, or some other part of the house that is unusual. Perhaps the home has been added onto and walls have been removed (or not) and in order to get to the family room or kitchen you need to walk down a hallway past the bedrooms. Room sizes may not appear to make sense, with a huge dining room and tiny kitchen, or vice versa. As a homeowner, you are used to your home being different; however, the majority of the buying population will not find this “different” personality practical or appealing. Unfortunately, the only hope for selling this one is, once again, a price that is lower than the comps in the area. Otherwise, the buyer will purchase a Neglected or Old-Fashioned Home that has the layout that appeals to them.
The Grandma Home – Hey, we’re all going to get there, and the truth of the matter is that when our homes grow old along with us, buyers know it when they see it. This home is similar to the Old-Fashioned Home. Pictures of the grandkids and ancestors are in every room. There is a towel across the back of the chair for the cat and doggie stairs next to the bed. The house has lots of lace and doilies. Though the grandkids love to visit, a buyer may have a hard time imagining living in The Grandma Home. Once again, this home must be priced below the comps in the area or it will languish on the market alongside The Old-Fashioned Home and the “Different” Home.
The Friendly Home – Buyers’ eyes light up when they drive up to this home. There are flowers in the flowerbeds and on the porch. The yard and front door are well maintained and say “welcome.” The home is spotless and clutter free. The walls are freshly painted; woodwork and carpets clean or new. Appliances and countertops are not grossly out of date. Window coverings are current. Buyers will typically fall in love with this home regardless of the age of the home. If priced comparatively to what has recently SOLD nearby, this is the home that brings multiple offers.
So what if your home is not The Friendly Home? Is it possible to get a better price? Yes. The key is DRESS TO IMPRESS! I am a firm believer in staging your home to bring out the best personality possible. Water your lawn. Trim shrubbery. Do those honey-do tasks around the house. Take a couple of weeks and declutter. You are going to be moving, so begin packing, leaving only select decorative items in view. PAINT! Paint your walls and either paint or clean your front door. Buy a new welcome mat. Change the hardware on the door if it is outdated. That, alone, gives a great first impression. Wash all windows and screens inside and out. Remove old, broken blinds and old broken anythings and take them to the dump. You are better off with no window coverings than outdated or broken ones. Update your bathrooms and kitchen if at all possible. Hang new towels and a new shower curtain. Buy new bath and kitchen rugs.
YES, homes are selling; buyers are buying! But in order for your house to sell it is imperative that you make a The Friendly House first impression, and price your home in line with homes that have recently SOLD. Long gone are the days when sellers can ask a price they have in their heads “just to see if anyone will buy it for that.” Location, price and condition (personality)! That is what will sell your home!
Debbie and I would be happy to give you a free Home Personality Analysis with tips on what you can do to Friendly-ize your home for market. Call us or email us anytime!
(Thanks to real estate agent Kristi DeFazio of Colorado for the use of her ideas for this column!)
