a guide to preparing your home for sale ......a guide to preparing your home for sale 3 home truths...

A Guide To Preparing Your Home For Sale 1

A GUIDE TO PREPARING YOUR HOME FOR SALE

Property Brokers Limited MREINZ Licensed under the REAA 2008

www.propertybrokers.co.nz


Home Truths 3

Targeting Buyers 4

Getting Started: Hot Ticket Items 5

Preparation and Positioning 7

Marketing 8

Smart Styling & Presentation Basics 9

Exterior & Entrances 10

Living Spaces 11

Out door Living 12

Kitchen/Bathrooms/Utility Rooms 13

Bedrooms 14

Garages, Carports, Sheds 14

Empty Homes 15

Open Homes 16

Checklist 17

Final Tips 18

A GUIDE TO PREPARING YOUR HOME FOR SALE


Home TruthsThis booklet is a guide to preparing your home for sale. It contains suggested areas you may need to address to maximise your chances of a quick sale at a good price.

The time has come to take your blinkers off and have a truthful look at your home. It is now a commodity for sale; it will be compared, critiqued, and complimented by strangers who will form their own opinions about its suitability and appeal. Buyers are always looking at reasons not to buy.

By following these guidelines will mean that your property has a good chance of standing out in the marketplace. In this booklet each area of a property is addressed and by looking at the different parts of your property you will be guided in how to present your home to appeal to a much wider range of potential buyers

Property Brokers Limited MREINZ Licensed under the REAA 2008 4

Targeting BuyersYou first need to put yourself in the shoes of the buyer. When the decision is made to buy, most make a commitment to looking at all that’s on offer.

They will consider what boxes the property ticks and what perhaps doesn’t meet their wish list. Real estate salespeople will tell you also that there is no typical buyer; everyone has their own special requirements. Some are more scientific in their buying methods and others are more emotional and will buy a house because they can imagine living there.Even buyers with a strict criterion have compromised on certain areas because a vendor has presented them with so many other surprise features. In some case buyers have even left home in the morning with no intention of buying only to wander into an open home and fall in love with an immaculately presented property.

It is human nature to want to upgrade to smarter and better new models, and homes are no different. On average people in New Zealand move house every five to seven years, and home ownership remains a key goal for most.

By presenting your home to the highest standard you can achieve together with talking with your salesperson about where your property sits in the marketplace and they can help you showcase your property’s unique features and benefits.

A great thing to tell your salesperson is what attracted you to your home.


Getting Started – Hot Ticket ItemsTelevision makeover programmes, and the abundant home and garden magazines flooding supermarket shelves have raised the average buyer’s expectations.

We redecorate more frequently than previous generations and we expect our homes to accommodate the changes in our busy lives.

Buyers value good investments in our houses such as appliances and devices that simplify our lives, insulation and heating that make for a more comfortable existence and thoughtful zones within homes to allow for rooms to be used for many different purposes to accommodate the changing needs of families.


Key items today’s buyers are seeking:

Finished Homes. Unless buying a do-up, people expect homes to be completed and in a liveable condition.

Good Outdoor Living. Specific areas for outdoor dining and lounging. Landscaped grounds accommodating both sun and shade. Planting to complement the house.

Multiple Living Rooms. We live a more relaxed lifestyle and many desire open plan living, but it’s also an advantage to have spaces that can be divided into adult’s and a children’s spaces. This can be achieved by grouping furnishings to create different zones for different family activities. Having a home that can accommodate media rooms and home theatres is fast becoming standard rather than a future trend.

Multiple Bathrooms. Master bedrooms with en-suites are really desirable. A second toilet is on many buyers checklists.

Home Office. Technology allows working from home, the internet is part of everyday life for both children and adults. A dedicated area can be easily created into a quiet corner in the living space, hallway, nook or guest bedroom.

Storage. Easy to achieve and inexpensive fittings are available at most DIY stores. From wardrobe shelving systems to flat-pack cupboards to put in garages and laundry’s for additional storage.

Bedrooms. The general rule is the more bedrooms on offer the higher the value.

Garaging & Parking. Minimum on-site parking for two cars.


Preparation and PositioningYour sales person will ensure the sale of your home becomes a team exercise, but in order to maximise the sales price, you will need to let go emotionally. It is important to take an objective approach towards your property and adopt a can-do attitude to correcting your property’s weaknesses and promoting its best attributes.

It will help to be realistic about current competition, inspecting neighbouring properties will help you answer questions such as “Who or how many could live here?” “What are the things that would appeal to their lifestyle?”

In reality the perfect house is different for each person but by using comparisons you can identify the target market that your property will most appeal to.

This process will give you a strong starting point on what you need to address in your home to ensure it appeals to your particular buying audience.

Receiving a great price and speedy sale is much more likely to come from planning and preparation, rather than luck.


MarketingThe ‘marketing mix’ is used to sell a product or service. This formula applies to your home as well. Your sales person will guide you through the three key parts of this strategy, known as the three ‘P’s.

Product, Price, Promotion

Your house is the product, so you need to price appropriately to target the right buyers who could be convinced to make the decision to purchase your property would.

You can find where your property sits in comparison to others in the market place by going to local open homes, and scanning the property papers and driving around your area paying attention to how quickly SOLD stickers appear on properties on the market. This is what we call collective analysis.

When discussing the promotion of your home with your sales, person focus on key audiences for your property but remember appealing to a wider group offers more opportunities for sale.

Keeping the target market in mind, clearly promote characteristics of your property that would appeal to them and prepare to address the drawbacks your property may have.

Professional photography ensures that photos are taken in correct lighting and from flattering angles. Getting professional photos enhances viewing of your property in print and online media, which is another marketing avenue to attract buyers.

Be confident with your choice of salesperson, and the investment you are making in this process and you should be rewarded with a successful sale.


Smart Styling & Presentation BasicsHouses have long since passed beyond being mere bricks and mortar and a roof to keep the rain out, they have become a place of expression and when selling they need to impress prospective buyers. Your property could be the next owner’s dream house.

To get started begin a checklist of the areas you believe need work. Begin at the street front and be critical of any flaws. Potential buyers will be forming opinions the minute they drive up, the road!

First impressions really do count and buyers will be assessing your home’s suitability in seconds. When it comes to house hunting, it’s all those tiny details that add up to the vibe buyers get of your property. Gut instincts will often be a major contributor in the sale of your home, and a house will tend to click or not click with a buyer very quickly.

Prioritise your to-do list on what will deliver you the best return on your time and money invested.

Grooming Basics

• Maintenance

• De-cluttering

• Cleaning

• Garden Maintenance

• Building pre-Inspection Reports

Consider a professional home staging business or agent to assist with preparation and presentation. Their expertise in creating the wow factor and an emotional buy-in factor is often overlooked and most likely represents good value.

In summary, consider what feelings your buyers will come away with. What story will they read in your property that sets it apart from all the others they’ve seen. Can they write themselves into the story of your home?


Exterior & EntrancesStreet AppealWhy is making an entrance so important? It’s that special sense of arrival that everyone loves to feel and the anticipation of something more wonderful to be revealed. It’s also very simple – first impressions are lasting.

Mow LawnsWeed GardensTrim overhanging foliage along pathsSweep driveways and paths free of leaves, weeds and debrisClear rubbish from roadside and gutters and ensure rubbish bins are tucked neatly away.

Rear SectionKeep fencing maintainedEnsure pools/ponds/water features, outdoor furniture, play equipment is scrubbed and looking fresh.Remove left over building materials, broken toys and sports equipment and any decaying structures.Advise your sales person if your fencing is gated to permit a boat/trailer/caravan etc through as this is a unique selling point of your property.

Exterior Structures/Roof & EavesWash down and remove any cobwebsPaint should be fresh and well maintainedWindows cleaned, inside and outGutters free of debris Mail box is in good condition, with clear and readable numbersPaths need to be free of moss and void of hazards

Entrance & DoorwaysSwept and cobweb free.Smart door mat (if it is tatty, replace it!).An immaculate finish to your front door and door step.Working doorbell, security and outdoor lights.If suitable, consider installing a large pot of garden colour planting and some seating.

Lobby/Entrance HallIt is desirable to have a spacious and easy to navigate entry point to your home. Whether the space or design permits or not, it’s essential to create a space where people will pause when they come into the house.

Use furnishings to direct people to rooms and views you wish them to see first. It’s important to make an impact, but it is wise to be as clutter free as you can.


Living SpacesLounges & Family Rooms

With a diverse variety of living habits these rooms are best presented to show off an easy, comfortable, family and social lifestyle.

Interior designers are welcoming that technology is becoming more discreet and recommend living areas not be dominated by large televisions and express the need to hide cables and cords. Many appliances now come in wireless versions and low television cabinets tidy up rooms by grouping electronic devices.

Cleanliness and de-cluttering allows buyers to have a clear view of the potential for their own furniture and possessions. As a general rule, the less you have in a room the bigger it looks.

Arrange furnishings to take advantage of the features your home has to offer. This can be seasonal e.g. a cosy fireplace as the feature in the cooler months, a view of your spring garden framed by a lounge suite and glass doors. Equally make your own focal point by adding a statement piece of art and co-ordinating floor rug.

Most rooms are dictated by traffic flow however be sure to group furniture in conversation areas in preference to lining it up along the walls like a waiting room. Creating these zones can give the impression that many people could enjoy using the space.

Dated living rooms can easily and inexpensively be transformed by the use of current colours in cushions, rugs and accessories. A fresh coat of paint gives you the maximum impact for your dollar input.


Outdoor LivingWhatever the size or nature of the property, there is an expectation of outdoor living. We have been conditioned that indoor, outdoor flow is a desirable way of living and we all want to imagine ourselves relaxing with a drink, sharing a meal with friends or beginning the day with a peaceful coffee, in this space.

As with inside the house, take the time to de-clutter and arrange pots and containers in groups to provide optimum impact. Repair any uneven surfaces, loose deck balustrades, steps and consider water blasting and treating any decks.

Clear away lawn mowers, wheel barrows, hoses and garden tools into sheds and garages and group children’s play equipment in a zone at the rear of the property.

If possible, site firewood storage away from outdoor living views or screen with fencing.

Consider renting quality outdoor furniture and a big market umbrella if yours has seen better days. Add an outdoor bench to a focal point of your garden and enhance any pool area with loungers, cushions and towels. Buyers need reminding of this luxury even in winter!


Kitchen/Bathrooms/Utility RoomsKitchens are usually a key selling point in most properties as they are the heart of the home. Food preparation and eating has been upgraded from a chore and necessity into a pleasure and enjoyable social pastime.

Buyers will come in and admire your ample bench space and they will also closely scrutinise every cupboard and drawer space, keen to establish how much room there really is. This means getting rid of surplus pieces we use on a less frequent basis to ensure the illusion of space. As with the bathroom, cleanliness is at the forefront so get those cleaners and scourers out and put them to good use, floors included.

Balance accessories to create a warm inviting atmosphere in preference to a stark room with a toaster and a kettle, or an over cluttered look of yesteryear.

Dining these days tends to be more casual. If room permits dedicate a formal (usually bigger) and a relaxed (smaller) zone to these purposes. A café or small table in a kitchen or family room adds value to a home.

Bathrooms after kitchens are targeted by buyers as they are the most expensive rooms to renovate. Maintain and repair all visible damage and ensure fans, taps, and switches are in good working order. The appeal of this room is about pampering, as well as function, so add some glamour by refreshing with new towels and rid any clutter into smart lidded baskets.

Laundries and utility spaces can become dumping grounds. Free these spaces of rubbish and items that are no longer of use. Consider investing in storage cupboards that you can tidy detergents and other pieces away in, and that are easily transportable to garage or to your next property.


BedroomsOne of the most important rooms in the house is the master bedroom. Today we regard it as a retreat, and we often model them on luxury hotels.

Do your best to accommodate adequate storage and plenty of wardrobe space. A corner can usually provide space for at least one chair and a small side table for a quiet read. This can add a tranquil theme to your bedroom.

Clear the room of furnishings surplus to average requirements and take this opportunity to rid yourselves of clothes and belongings that are not required. Dress your beds with clean and fresh linen. Duvet covers and quilts are an inexpensive way to instantly update bedrooms.

Keep bedrooms looking lived in and vital with flowers and a few on-trend accessories. Remember to be critical with your lighting. Ugly, dusty and old fashion light fittings date a property quickly.

Garages, Carports, ShedsOften overlooked by the seller when introducing your home to the market, is the garaging. Buyers will appreciate a well swept and organised garage, in fact it can add a considerable amount to the price to the value of your home.

Most households have a minimum of two cars, so the relief of garaging to protect their vehicles is all important. Sheds, garaging and outbuildings also have the potential of accommodating business working from home, hobby spaces and rumpus/teen zones.

Also not to be discounted are any outbuildings that may provide accommodation rental that may perhaps subsidise the purchase of the property.

To continue the previous theme, keep benches and machinery tidy and clean


Empty HomesEmpty homes often present a challenge to sellers, agents, and buyers alike.

For most it is difficult to imagine living in a blank canvas and potential buyers can find it hard to imagine the scale of furniture that will fit in rooms, its optimum layout and how they will function in the home. These houses will often expose weaknesses to buyers that are perhaps over-exaggerated. Often all that is needed is a token to represent to buyers the potential this property has to offer. Rather than spreading out a few scraps of furnishings it is our advice to decorate a few key rooms well.

Leasing from furniture hire company’s, home staging businesses and/or friends/family can be an affordable solution in preference to buying new pieces. Costs for hireage are normally about 10-20% of the furnishings value per month, and you can get pieces specifically targeting your home for its market.


Open HomesChoose an optimal time of the day to show off your home.

Consideration needs to be made in respect to:

Sun and light. Bright, light, and warmth shining into living areas is an asset. Home buyers need to be reminded about north facing living and the advantage and comfort it provides

Odours and Smell. Often forgotten! Ensure there are no pet and cooking smells by airing the house for a few hours or using an air freshener beforehand.

Traffic Noise. There usually is an optimum time of the day that will best fit your marketing plan, don’t pick rush hour.

Time. Is there a time where you are likely to reach the majority of your target audience? Is there a predicted time where there is an amazing energy about your home that is a unique selling point?

The day before your open home air out your home, display fresh flowers and check that unused rooms are looking presentable. Clear away recycling, unwanted papers, and ensure the home is vacuumed and dusted.The day of the open home attend to making beds and clearing away of washing and clothing accordingly and doing all dishes. Wipe over your kitchen and bathroom surfaces and put away personal toiletries. Depending on the season, either open windows and doors or turn on heating in plenty of time prior to your sales person arriving.

Finally check the front porch and entry to the property is sparkling.


Before you list – Preparation & Positioning, Marketing

Emotions in check. Your old home is now a commodity.

Identify your market and your completion* □

Maintenance task list set and prioritised□

Sales person identified and consulted

At time of listing – Smart Styling & Presentation

Maintenance tasks completed

Home de-cluttered

Outdoor living sorted □

Gardens maintenance completed

Rubbish removed from property

Surplus boxes, tools and furnishings in storage

Street appeal - street frontage immaculate

Rear section – Tidy, fresh, clear

Exteriors – clean, paint fresh, paths clean □

Entrance and doorways □

Lobby/entrance hall □

Lounge(s) & family Rooms □

Furnishings arranged □

Targeted accessories □

Kitchen, bathrooms, utility rooms □

Bedrooms □

Garages, carports & sheds □

Building report complete *

Photos & marketing plan complete*

During the sales process

Property kept clean

Garden maintained and rubbish cleared regularly

Open home days

Odours and smells banished

Fresh flowers

Beds made, surfaces clean and clear

Dishes and laundry done

Pets away

Property Presentation Checklist

*If you’re not sure, your salesperson can help!


Final TipsYou now have done all you can to make your home appealing and saleable. Keep up the good work keeping things constantly tidy and entrust the sales process with your agent.

Information traded with them optimises your home’s selling potential. Discuss topics additional to the obvious observations like views, liveliness and types of households in the street.

• Access to arterial routes, bus/train stops, peak/non peak times• Access to supermarkets, local café’s and retail shopping• Parks, beaches, leisure facilities nearby• Schooling, playgrounds, entertainment within walking/cycling distance• Neighbourhood security• Pet enclosure

Updating a home does not always have to cost a fortune. Adding some new modern touches in furnishings can be all that is needed to transform a property. These new pieces may be the key ingredients that give the purchaser the confidence to continue with the sale. Best of all you get to take these pieces with you when you move on from the property.

A well maintained and presented home represents good value for money along with ease of sale and happiness. It reduces the risk in a buyer’s minds of any future problems.

Best wishes with your sale □


Thank you for choosing Property Brokers as your preferred Realtor.


© Property Brokers Limited MREINZ Licensed under the REAA 2008

www.propertybrokers.co.nz

Over 350 salespeople and support staff in 32 locations throughout New Zealand

a guide to preparing your home for sale ......a guide to preparing your home for sale 3 home truths...

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