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Let me be blunt – My house stinks. I have two kids, 2 cats & I like to cook with garlic. And I can’t really smell it. But honestly, everyone’s house has a distinctive odor. Living in the midst of it, we become so accustomed to our surroundings that we become desensitized. Until we place ourselves in another’s shoes, it is difficult to consider what we live with daily to be a problem.
When I preview or show houses, I am asked for feedback that is provided to the Sellers. This is the process we use to give Home Sellers that perspective, to understand how their home is perceived by potential Buyers. It’s not always good news. Sometimes, I have to tell them the house stinks. But, I believe it’s as important as if I told them that they had a plumbing leak. They need to know.
And when I work with Sellers themselves, we will talk about the odors of the house and strategies to neutralize them, along with other issues that can turn Buyers off.
When you live in a space, it is a different experience than trying to sell it. You may be willing to live out of the laundry basket, enjoy jumping over the couch to be able to sit in it or want the shades drawn to create that theater effect in your TV room, but these things rarely impress a Buyer that they will be comfortable living in your home.
Setting the stage for the Buyers to imagine themselves in a home is not second nature to most people. It involves appealing to all of the senses, to create ease and demonstrate that the house is just what they are looking for.
Sight is what most people focus on when they prepare a home for sale. They put in high wattage light bulbs, install what the carpet installers and painters call “REALTOR Beige” everything and cut the grass. But more importantly, we need to define the space. For example, a bedroom with a sitting area speaks to relaxation. A bedroom that includes a home office says: “this home is too small”. Simple furnishings, open curtains and accessories that tell the room’s story can go a long way in keeping the Buyer focused on how they will use the space.
Still, Smell is the most powerful memory stimulus of the senses. Having a memorable house may not be in your best interest if it is a BAD memory. Sometimes it means making hard choices like having pets take a vacation during the time the house is on the market. It will mean not smoking in the house; cleaning, maybe even deep treating problematic areas. It should not mean an “air freshener” in every room. These rarely actually cover the true odor and raise questions about what is being covered up. Some other strategies that are often overlooked: Changing bed linens, Showering at night (instead of in the morning) and Emptying trash cans daily.
Likewise underappreciated is the issue of Sound. This is a huge component of having the Sellers home or away during a showing. I have been in houses with loud televisions, airport noise, Talk Radio & water running. The soundtrack is important. In the Spring time, little is so inviting as an open window with birdsongs wafting in. Safer, though, is soft music as a background element, not a dramatic one.
Feel is everything from clean light switches & doorknobs to how one moves through the rooms. Seamless traffic patterns, easy access to important features like windows & thermostats. The perception that there is enough space (especially in closets), sometimes even inspiration for underutilized nooks (a little computer desk or display area). This is really the end goal for all other staging. Regardless of the project prior to marketing the house, how it feels is what I am shooting for. This is sometimes referred to as “feng shui”. Some people make a science of it. In practical application, it is all about logical, comfortable space.
So, this leads us to price. What improvements will you get paid for? Is it worth the work?
Just like the smell of a house, Sellers often misinterpret the value of the house. I provide a market analysis that details what Buyers are willing to pay in today’s marketplace. Buyers may be penny pinching, but they are the true determiners of value; If they don’t buy, it is because they don’t see the value.
My guarantee – If you don’t pay attention to these factors, you will get less, if you ever even get an offer. Historically, 1 in four listings sells.
There are annual studies with payback for certain improvements that consistently tell us that Kitchen & Bath updates pay for themselves within about a 12 month window. Other things are cost of sale, just like the cost of living to enjoy occupying the house. My suggestion is to make improvements that you will enjoy, but once a home is on the market, pretend you are in someone else’s house. Because, hopefully, you are.
Jessica Edwards-Smith, REALTOR with Coldwell Banker Burnet. Licensed in Minnesota
