10 Steps to Make a House Sell

1. Dress the Home Up - The homes curb appeal will create an instant and irreversible first impression with every buyer. Use this checklist to make sure your listing is dressed for success.

• Paint the Trim / and Front Door
• Plant Flowers / Pull Weeds
• Clean the Downspouts and Gutters
• Clean the Screens and Windows
• Pressure Wash the Sidewalk / Driveway
• Mow Grass / Apply New Bark Mulch
• Replace Outside Light Bulbs
• Wash the House Exterior or Paint if Needed
• Clean or Replace House Numbers
• Remove all Cob Webs / Spray for Pests

2. Create a Warm Environment - Every home should offer the potential buyer a warm, friendly experience especially during the first showing. What greets the buyer on the other side of the seller's front door? Things to consider:

• Consider the Smell of the Home / Candles & Vanilla Can Help
• Replace Lights Bulbs, Clean Drapes, Blinds, & Windows
• Professionally Clean Carpets / Replace if Needed
• Paint Walls or Wash Walls
• Clean Doors / Cabinets / Closets
• Dust the Home / Remove Cobwebs
• Clean Appliances
• Paint or Clean Baseboards
• Re-Caulk Bathtubs / Showers
• Replace Cracked or Damaged Outlet Covers

3. Remove Barriers from the Relationship - Buyers need to build an emotional bond with a home before they can make a decision to purchase the home. Help them by removing potential barriers.

• Pack and Store Seasonal Clothing
• Remove Unused Furniture
• Remove Personal Photo Clutter and Pack
• Secure Pets Before Each Showing
• Remove and Replace Fixtures Not Included with Sale
• Encourage Sellers to Leave the Home During Showings

4. Tell a Story and Be Interesting - Buyers want a home that stands out from the competition. Does each room in your listing tell a story? What can you visualize happening in each room as you walk through the home? This is often referred to as staging the home. Here are top producer suggestions:

• Set the Kitchen Table
• Turn Down the Master Bed / Place a Book on Nightstand
• Display an Open Game in the Kids Room
• Turn on Fireplace in Living Room
• Turn on Soft Music
• Display a Family DVD near the Entertainment Center

5. Use Accessories - The smallest items can often turn the buyer on to your listing. For instance many agents use a Home Book as a tool to organize a mix of critical information the buyer may need to move forward with a purchase in addition to some warm and fuzzy items. Examples Superstars include:

• Copies of the Public MLS information
• Disclosure Statements (if required)
• Flyers of the Home
• Plot Maps and Tax Information
• Financing Sheets / Payment
• Average Utility Costs
• Local Service Provider List
• Warranty Information
• Why We Love this Home - A Letter From the Seller
• Photos of the Home From Different Seasons
• An Offer Form

6. Open Up the Dark Areas - Buyers want to know everything about a home before they decide to move forward. In most cases this means they want to view every area of the home. By making this easier you may be able to position your listing as the most appealing match to the buyer needs. For example:

• Unlock and Open All Areas of the Home
• Clean the Garage / Sweep / and Pressure Wash
• Unlock Outside Buildings Including Shops
• Clean Out Closets / Pantry
• Provide Access to the Crawl Space / Cellar
• Provide Access to Attic

7. Offer Protection - Buyers want to feel secure in the purchase of their new home. One way to help them feel more secure is by removing the fear of added repair costs after closing. You can accomplish this by simply offering the buyer a home warranty. A home warranty will protect the buyer in most cases for up to year after closing for any mechanical system failures in the home up to certain limits. The cost of the warranty can be generally paid at closing. For more information on home warranties go to www.ahs.com.

8. Offer Incentives - According to the 2003 National Association of Realtors Home Buyers and Sellers Report the average buyer will look at 10 homes before making a purchase. How can your listing stand out from the crowd? One-way is to offer the buyer an incentive to purchase your listing. Examples of incentives that could be offered:

• Buy Down the Interest Rate / Pay Points
• Pay for Limited Closing Costs
• Pay for Inspections or Compliance Work
• Provide an Allowance for Upgrades
• Provide a Home Warranty
• Provide a Selling Agent Bonus - Broker Approval Required.

9. Prepare For the Sale - What would happen if a buyer decided he wanted to purchase your home and close within a short period of time? Prepare for success by taking care of the sale details in advance. Some examples:

• Pre-Sale Inspections - Pest & Dry Rot / Whole House
• Pre-Preliminary Title Reports - Remove Clouds
• Net Sheet Preparation Based on Estimated Sales Price
• Moving & Storage Companies Researched
• Utility Company List for Switch Over
• Packing Boxes Ordered
• All Keys / Garage Door Openers Located
• Loan Numbers and Estimated Balances Obtained
• Relocation Research Started
• Alternative Short Term Housing Researched

10. Follow Up - It's not always love at first sight for buyers. In many cases buyers need added information or an extra push to help them make that big decision. Smart sellers and great agents team up to ensure that no buyers are left without all the information they need to make an informed decision.

• Establish a Communication Plan - Seller / Agent
• Follow Up with potential Buyers and Showing Agents after Price Adjustments or Condition Changes
• Follow Up with all Showing Agents / Survey
• Follow Up with all Open House Attendees / Survey
• Follow Up with MLS/ Tour Attendees / Survey