John M. Lee: Preparing a Home for Sale is Important

Have you ever wondered why some homes sell and some just sit on the market?

Even in today's slower market, some homes are receiving multiple offers and sell for more than the asking price while others do not receive any offers.

The answer lies in pricing and emotional appeal. This column will discuss how to prepare your home to obtain the highest possible price.

Purchasing a home is a very emotional process and is usually a very stressful time in the life of the home purchaser. Many times, they are making the largest financial commitment of their life and are unsure of whether or not they are getting the right deal. Thus, when other people make offers on the same property, it reassures the buyers that they are doing the right thing because others feel the same way about the property as the owners do.

As a seller then, how do you create these feelings so that the property will sell quickly for the most money in today's market? Preparing a property for sale is especially important because people today are busier than ever and are looking for properties in move-in condition.

There are many inexpensive things a property owner can do that will bring returns many times over. First of all, unclutter the house. It is amazing how much stuff accumulates over the years. Removing large items of furniture and putting away items make a home seem larger than it actually is, giving the impression that the home is spacious and well cared for.

Painting and freshening up the backyard can be inexpensive, and yet gives the impression that a home is well maintained. Refinishing hardwood floors will do wonders for showing off the home.

If you want to go further, staging companies are available that will bring in complete sets of furniture to complement the age and decor of the house. We have found that this adds tremendous value, makes your home show like a model and separates your home from others on the market.

Buying is an emotional experience. In order to obtain the highest possible price, buyers need to feel comfortable and know that the home has been well taken care of.

From a buyer's standpoint, they must look beyond staging and furnishings and determine what the property would look like with their furnishings in the home. Buyers are sometimes disappointed when they move into a new home, with its barren walls and floors, and notice that the property does not look as good as they envisioned.

I always recommend to buyers that they stand back and picture the room empty. Then imagine the home with the buyer's furnishings in place to see how it feels. That way they can focus more on the home as it might look versus how it looks with staging or someone else's furnishings.

Buying and selling a home is a stressful and emotional time in one's life. It pays to have good advise from a professional before making these important decisions.

John M. Lee is a top-selling broker at Pacific Union. Call him with questions at (415) 447-6231 or e-mail isellsf@aol.com.