As we evaluate each room, think about how buyers are going to feel about what they see. Potential buyers and their agents do not have the warm memories and familiarity with your home. They will look at your home with a critical eye.

• Buyers respond emotionally - and we want their gut response to be positive and excited.
• Our job is to package your home so that everyone who looks at it will like it.
• A few small clues, such as smudges on the walls, will bring an attitude that your house is not well cared for.
• Once they have spotted a few defects, they are on the lookout for more.
• When a house needs obvious repairs, buyers always assume there are more problems here than meet the eye.
• It is in your best interest to get minor repairs fixed.
• Consider the builder's model - simply and beautifully decorated, and smells nice, too.
• You may look at the leaky faucet and think of a $10 item at Home Depot. The buyer thinks of a $100 plumbing bill.
• Of course there are handy buyers out there who are not afraid of repairs, but they expect to be compensated for this in the price.
• Some clients choose to market their house as a "fixer upper." These houses sell too, but at a lower range.
• Consider having a professional inspection done. The inspector will help find repairs that are not apparent to us. Later, when the buyer gets an inspection, there are fewer surprises.
• Make a complete list of small repairs and have them all done at once.

I am often asked if sellers should remodel their house for sale. The answer is - no - major improvements do not make sense when selling a home.

Studies show that remodeling projects do not return 100% of their cost in the sales price. For the average home, it does not pay to move walls, tear out cabinets, re-do bathrooms, etc. A new pool will not return its cost in the sales price.

This does not mean that carpet should not be replaced if it is dated and worn, or that walls should not be painted, or that repairs should not be made.

Repairs include plumbing leaks, missing switch plates, sheetrock holes, broken trim, torn vinyl, broken windows, rotten wood, etc.

Neutralize Your Home

Simplify Colors

• We want to appeal to the widest possible audience. Neutral colors are key.
• Freshly painted walls and new carpet can simply transform a house.
• Don't use a strong colored or a white carpet.
• If buyers see pink and purple walls, they see WORK. Remember, buyers are in the process of moving, and are already overwhelmed with things to do.
• If you have dated wallpaper, consider painting the walls instead of replacing paper.
• Light colors can be very appealing, but stay fairly neutral.
• Grayed yellows, sage greens, creams, light browns, and tans are muted colors that contribute a "designer" look.
• One of the problems we often see in kitchens is worn out cabinet finish. Enamel paint and new cabinet pulls work wonders.
• Often dark worn paneling can be painted with enamel paint for a fresh new look.
• Benjamin Moore Paints has a product called "Howard's Restore-a-finish" that works wonders on scratched cabinets

Neutral Background

• Strong political or artistic statements are not helpful. We do not want buyers to focus on these matters while viewing your house.
• Large groups of family photos are distracting. It is hard for buyers to look past these and visualize themselves in your house.
• Create a clean, simplified background. Within this background, use nice pieces of furniture, books, art and other objects to add color and beauty.
• Flowers in the entry and kitchen are very nice touches.
• We will work with you to prepare your home for sale. Finding the best visual presentation must be done at your house with your furniture and possessions.
• The goal is to reach the buyer emotionally, and sell your house quickly and profitably

Sometimes sellers ask if they should offer an allowance for the buyer to replace the carpet. Their carpet is dated and worn out, and the seller is reluctant to choose a new carpet for the buyer.

I do not think that offering an allowance is a good idea, for this reason: If you are going to pay for new carpet, then get it done and enjoy the improvement in overall appeal of your home. New carpet can simply transform a house. It makes everything else look better and many buyers can't envision what the home would look like with new carpet so the credit does you no good. Don't worry about choosing the carpet. Just choose a neutral beige shade. That will be fine for most buyers.

Declutter Your Home

You only have one chance to make a first impression! That first impression starts with the front yard and exterior of your home, especially the front entrance. This will set a positive tone when buyers begin their tour.

Entry

• Doors are often dusty or darkened by mildew. Wash with chlorine bleach or paint the front door.
• Add pots of flowers on the porch if weather permits.
• Dried wreaths can be used in winter.
• Buy a new welcome mat if yours is worn.
• Make sure the yard is mowed and edged, and remove any clutter from the yard.
• Mulch is inexpensive, and does wonders for garden areas, especially in winter when plants are thin.
• Trim shrubs. Never allow shrubs to cover windows. This looks overgrown and blocks light.
• Coil hoses and place any tools inside the garage.
• Find a place to store extra cars or boats - other than the front of your house!
• Too many flowerpots look cluttered - use a few large clay pots with good plants.
• Never have empty pots sitting around.

Living areas

• Lots of personal collections and photographs are wonderful to have, but are distracting for buyers. We don't want them to get hung up looking at your collections.
• A few decorator items or framed photographs on tables are fine, but reduce these to just a few nice items.
• If you have lots of hunting trophies, these should be removed. They can be overwhelming in a small room, and may bother some buyers.
• Large potted plants often take up too much space. Only allow a few healthy plants inside the house.
• You don't need to keep every piece of furniture in the house during marketing. If you have outgrown your living space, put large items in storage.
• Store some in the garage. Rooms should be sparsely furnished to appear larger and lighter.
• Generally, large pieces of equipment - drums, telescopes, exercise equipment, etc. - should be stored in the garage.
• Make sure that furniture does not block windows or doorways.
• As you look at each room allow one or two elements to be the focal point: wood floors, a lovely bed, a view, a table with flowers, etc.
• Bookshelves sometimes need work. Make sure they are not overloaded.
• Place books so that the backs are even. Lay some books horizontally, and leave open space for art objects.

Kitchen

• The kitchen is the heart of the home and plays an important part in attracting the heart of a buyer. This is an active area that usually needs special attention.
• The cabinets must look good. They may need re-painting or varnishing.
• Benjamin Moore Paints has a product called "Howard's Restore-a-finish" that works wonders on scratched cabinets.
• New cabinet pulls can "update" the room.
• Remove purely functional items - such as baking pans, small appliances, vitamins, phone books, etc.
• Do not have notes or photos on the refrigerator.
• Clear the counter completely and then add back some special things.
• Choose things that contribute to a warm, elegant, organized look that makes the buyer feel good.
• Some examples are: Flowers, cookbooks, wine, nice dishes, designer cookware, new dishtowels, etc.
• Often the area under the sink needs organizing and emptying out.
• Never leave trash containers out in the kitchen.

Bathrooms

• Bathrooms contain many personal items with should not be displayed. You will give up some privacy during the marketing period.
• Start by removing everything from the counters.
• Remove any toilet brushes or cleaners.
• Place items, which you use daily - toothbrush, soap, razors - in a plastic container, and put inside in a cabinet.
• Put out fresh soaps, flowers and designer bath things.
• Invest in new towels and fold them carefully.
• Never leave medicines, money, x rated magazines, jewelry, guns, photos or other personal things lying around.

Bedrooms

• Bedrooms should appear restful and simplified.
• Beds should be made up with your best covers.
• Consider investing in new bedspreads if yours are worn.
• A few books on bedside tables are attractive.
• Bedside lamps should be turned on for showing.
• In most cases, old curtains do more harm than good. Taken them down and clean the windows for a fresh look.
• Children's bedrooms usually need to be simplified by taking down posters and removing some stuff.

Closets

• My priority is to focus on the main rooms of the house. After these are done, take a look at your closets.
• Organize your pantry with everything facing forward.
• Relieve some closets if they are stuffed. Get rid of stuff or start packing items that are not needed.
• The laundry room often functions as a spill over room with junk on the shelves. Simplify this, and have just a few soap boxes visible.
• The garage can be used to store boxes or furniture

Deep Clean Your Home Before Marketing

Baths

• Bath tile should be cleaned with mildew cleaner.
• If the tub caulk is darkened, replace it. This comes in rolls, which can be easily installed.
• Wash or replace shower curtains.
• Make sure all soap residue is removed.

Kitchen

• Kitchen appliances must sparkle.
• Stove burner pans are easily replaced at Home Depot. Never wrap them in foil.
• Make sure the oven is clean.
• Touch up or repaint any scuffed door trim, baseboards and cabinets.
• Use a scratch cover, oil or wax to heighten the color of wood trim.
• "Howard's Restore-a-finish" works wonders on scratched cabinets. (Benjamin-Moore Paints)
• Do not leave trash containers on display.

Windows

• Have the windows cleaned. Clean windows add a sparkle to the room.
• During showings we want you to open blinds and expose as much glass as possible.
• Nothing sells a house better than natural light.
• If your lights are dim, increase the size of the bulbs.
• Combine indoor lamp lighting with natural light for warm, cheerful rooms.

Smells

• Nice smells are subtle but very important. Buyers are sensitive to bad smells, and will be suspicious of a house with an odor.
• Use potpourri, candles or cinnamon sticks in hot water.
• Do no use air fresheners to cover up bad smells - this just compounds the problem. Remove the source of the smell first.
• Often, people cannot recognize a smell in their own home. We are prepared to give you frank feedback on smells if you have pets, smoke, or cook with strong spices.
• Unfortunately, if pets have used your carpet as a bathroom, the only choice is to replace the carpet. Cleaning does not work. The smell is in the pad and sub floor.
• In the garage, chemicals that have a strong odor should be sealed in plastic bags or removed.

Floors

• Floors must be immaculate.
• If the flooring is worn out, consider replacing it.
• Do no offer an allowance for carpet. If you are going to pay for new carpet, do it prior to marketing and benefit from the improvement in presentation.
• New carpet will transform a house. Don't worry about whether the buyers will like it. Just choose a neutral shade.

Walls

• Walls usually need touch up, especially if there are children or pets in the house. This makes a big difference in your presentation.
• Leave some labeled paint cans for your buyers - they will appreciate it.
• Surfaces that cannot be cleaned can be painted.

Exterior

• You may need to wash the exterior of your house with mildew cleaner, like chlorine bleach.
• Often the shady areas have dark stains that will disappear with washing.
• Deck wood may need to be washed and sealed.
• Clean flower beds and add fresh mulch.