How to Tastefully tell Home Sellers Their Home “Needs Improvement”
I know that we have all heard this many times but it is always good to hear it done so our clients will understand that we are working for them trying to get the most we can for their property.
How to Tastefully tell Home Sellers Their Home “Needs Improvement”
Their intentions are not to offend anyone. However, first impressions are everything in real estate. Beginning with the listing presentation all the way throughout the closing process. The implication is not saying your house is dirty, but that it does need to be prepared as a showcase product so that you can receive the best possible price for it. Some call it Home Prepping and others call it Home Staging. It involves cleaning, de-cluttering and doing minor maintenance on things that need superficial repairs. It does take effort and will cost you but the payoff will be there.
Dialogue should be:
“I would love to assist you in selling your home; however the home does need to be prepared before officially being advertised. I will compile a checklist for you to go through to ensure that we have all bases covered and your home can be professionally showcased as picture perfect.”
Or
“After researching and reviewing the Comparable Market Analysis, I have come to the assumption that the best way to aggressively seek a fair price is to thoroughly prep the home. The competition is stiff, if we work together and implement a checklist of things to address throughout the home, I am sure we will have a greater chance at getting a fair contract on this property.”
A good real estate sales agent will advise on specific ways to showcase a home. Keep in mind that the recommendations aren't to be meant as criticisms. Just know that the suggestions are not meant to be offensive or degrading but to assist in getting a decent price for the home. Please realize that the seller’s home is competing against dozens of new and existing houses. So enhancing the home's market value may involve the home’s ability to have adequate curb appeal (a great first impression.) The things to determine is whether or not the home needs to be painted, if the driveway can be repaired or pressure washed, if the landscaping needs to updated or refurbished, check to see if all the windows are cleaned and free of cracks. Often times you will find that the exterior of a home can directly tell a story of what the interior of a home will be like. Other things that should be considered are; Whether or not the carpet needs to be cleaned, and this leads to the home’s possibility of having an odor. Sometimes it’s the carpet, and other times it might be dust, mold, pet odors, smoke orders or mildew. So in preparing the home, priority should be placed with cleaning the home thoroughly from the floor to the ceiling. In considering those things, also place priority with the kitchens and bathrooms. Kitchens and baths sell houses and a thorough cleaning of those rooms is critical.
You should compare selling a house to looking at a used car. The car dealership keeps it in spotless condition, with no reminders of the previous owner. People shopping can actually picture the home as theirs. That's just the reaction you want when purchasing a home as well. Remember to inform your clients that they should keep the home clutter free and clean for the appraisal appointment, home inspection and also for all showing appointments.
-Darren James Real Estate Experts, LLC www.agent225.com (225) 304-6363
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