You Must Sell What You Have. Don’t Try to Sell Your Vision

When meeting with homeowners getting ready to put their home on the market, it goes without saying that we are going to discuss the condition of the home as it relates to salability and market value. Unfortunately, too many homeowners are still putting homes on the market before they are “market ready”.  Other homeowners have simply run out of time or money, and are unable to build the deck or re-finish the hardwood.  Understood. Sometimes cash is tight. But what else needs to be understood is this: Unfinished projects will affect the marketability and the bottom line sales price of your home.

I was recently in a home where the homeowners had a door from the breakfast nook to, well, nowhere! That first step outside is a potential leg breaker! This 5 year old home never had a deck attached as was intended when the home was built, yet there was no apparent pricing adjustment to the list price. Then there is the story of the owners of a 1 year old Fischer Homes resale in the Polo Fields who had accepted a corporate transfer.  I will never forget listening to the homeowner justify the price he wanted, based on the fact that his unfinished basement with 10’ ceilings and 3 nice sized windows let in quite a bit of daylight. Now, the home wasn’t built with a walkout basement.  He reasoned with a few adjustments, like cutting through concrete, it could have a walk-up stairwell basement, be properly finished, and add about another 2500 sq. foot of living space….What?!  Are you serious?? By the way, the home did not sell anywhere near this guy’s price.
 “No kidding?” you say.

I am currently representing a buyer purchasing a home in West Chester. The out of town owner purchased the foreclosed home as a “fix and flip”.  The problem is, he put it on the market before completing in full the re-hab project.  What my buyers saw was unfinished hardwood, a master bedroom in need of carpet, no appliances, and a yard full of weeds needing attention. Costing his checkbook a great deal of cash, the seller priced the home not as you see it, but as though it were complete. It is not.  My buyers are getting one great purchase, and the seller is completing the unfinished projects, including re-finishing the hardwood floors. Why? Because he needs to sell!  Putting this home on the market before it was ready probably cost him $20,000 – $25,000. Great for my buyers! I’m just glad I don’t represent this seller!

I walked away from an opportunity to list a 4 –unit apartment complex, deeply in need of updates. Why would I potentially “leave money on the table”? Because the seller of the apartment was, and still is, trying to compete in price with newer, more up to date 8 – 12 unit apartments that from an investment position, make sense vs. his very run down “could be” building.

One truth seems to ring true whenever I find myself sitting at the kitchen table with a potential seller, who is sharing his or her vision about what they were “going to do” with their home or investment.  These people had a vision for the home, and life’s circumstances prevented them from being able to complete that vision. Often, I can see it pains that person, or couple, to sell. They love their home, or this investment is supposed to take care of their retirement. We understand.  But as I’ve mentioned before, you need someone who will be objective. You need someone who will tell you the truth. That’s where we come in.

Trust me, it gives me no pleasure to tell someone they need to downwardly adjust their expectations of their home’s value when major, buyer favored items, are missing.  Decks that didn’t get built, appliances that didn’t get installed, fences that didn’t get repaired, gardens that didn’t get planted, and a fresh coat of paint that didn’t get applied. It all adds up.  Potential buyers just have too many options to get wrapped up in your vision. Buyers have their own lives to think about, including their own vision, and it will not help your sale to assume they will share yours.

Your best bet is to put your home in as clean, staged, inspected and corrected condition as your circumstances will allow.  Edit the personal items. Take down the magnets and baby pictures off the ‘fridge. Clean….deep clean. Have the home fresh and in showing shape each and every day. 

Take advantage of our Serious Sellers Marketing Program to make sure you are staged, inspected, and priced accordingly. It’s only $650! If you spent $650 and it brought you several thousand more, doesn’t that make sense? Follow through with this program and your home will sell!

More Cincinnati real estate information can be found at RealCincy.com

Are you ready to Get Serious and get your home SOLD in 2009?   

Great! ….Here’s How!

Gone are the days of “let’s just see” and “we’ll test the market”.  Today’s sellers must be serious about selling…..or the market will make that decision for you!  Today’s seller must take a pro-active approach to marketing to protect their equity.  Today’s seller needs to encourage what precious few buyers are available to choose their home, by eliminating as many obstacles as possible! 

Maybe your home failed to sell previously and you are ready to try something new. You waited for showings that were never scheduled, or had showings but no offers.  Perhaps you are ready to sell, but don’t want to experience the “never-ending time on the market” that your neighbors did. The stress of never knowing how much longer that “For Sale” sign would be in their yards. Then let’s Get Serious!

The $650 “Serious Sellers” Satisfaction Package

* Here’s What’s Included *

• Home Warranty – Coverage is Provided to YOU While the Listing Agreement is in Effect. Transferable to Buyer at Closing.
• Pre-Listing Home Inspection – INCLUDING Termite & Wood-Boring Insect Inspection!! This WILL Save You Time & Money!!
• Professional Photographs – Experience the Difference!
• Staging Consultation with Home Staging and Decorating Professional – Your Home is Lovely, But Today’s Buyers Demand More than “Clean & Tidy”.  The Way You Market & Stage a Home is Much Different from the Way You LIVE in Your Home.

Learn From a Professional & Reduce Your Marketing Time!

Also Included………

• Pre-Marketing Appraisal – Your Agent Has Provided You with a Statistical Right Price Analysis.  The Appraiser Will Provide True Market Value, or TMV.  Price at or Near TMV. You WILL Reduce Your Marketing Time & Saves it WILL Save You Money!
• Online Promotion – Your Home Has its Own Web Page!  Showings Happen Around the Clock, Every Day of the Week. Online Promotion in the MLS, Local Broker Websites, RE/MAX.com, Craigslist …..and 10 Other Sites Used by Home Buyers Across the Globe!
• VoicePad…a 24/7 Information Line!  and In-Home Brochures
• “Front and Center Promotion” to our Google Based Online Home Buyers – Literally Thousands of Online Shoppers Reach Our Site Monthly. Your Home is Featured in our “Market Monitor”.  We Are Keeping Home Buyers Up to Date AND Promoting Your Home When it’s a “Match” to Their Search Criteria!
• Vacant Home Cleaning – An Added Value to Your Potential Buyer & A Time Saving, Stress Reducing, Money in Your Pocket Bonus!

Give The Real Cincy Group a call! We will prepare your Right Price Analysis and get serious about selling!

More Cincinnati real estate information can be found at RealCincy.com

Because of Teresa’s expertise, she has been a featured contributor to WCPO Channel 9 News, The Cincinnati Enquirer, and Home Improvement Magazine.

Teresa and Stage a Star has developed for you a complete and total staging package, always keeping in mind the individual homeowners’ needs and budget. You will receive a 50+ page guide, jammed with tips, checklists, and a “Seller Survival” guide. I’ve seen it! You’re going to love it! 

You just never know when a buyer will decide she is ready to see your home. You may get a 1 or 2 day notice.  Sometimes you get about 15 minutes notice. Rule #1 – Never, Never turn down a showing. Talking with Teresa the other day, she shared one of the tips she gives to sellers.  She suggests homeowners get a basket for the bathroom. Every day, before leaving the house, toss all the hair brushes, mouse, styling products, toothpaste, floss, tweezers, all the items we need to make ourselves pleasant for the public, into the basket, and stuff it under the sink.  Sounds simple, but when you want to sell, need to sell, every little tip that makes life easier for you is a blessing. And, you won’t panic when you get the call from the appointment center letting you know someone just drove by your home and would like to see it….in 15 minutes.

Her consultation package includes a CD Rom with success stories. There are 1 or 2 visit packages to choose from.  She will stage using your furnishings, concentrating of the areas of the home most important to buyers: kitchen, living room, dining room, master bedroom and baths.   Vacant home staging is offered too. Staging a vacant home is critical to getting a home sold! I know from touring with buyers every blemish just jumps out and gives the eagle-eyed buyer too many opportunities to dismiss the home over cosmetic and very minor flaws. Every cobweb stands out, every carpet stain, no matter how small, is magnified.  If you’ve already moved out, I can not overstate the importance of vacant home staging.  Prices will vary of course, depending on what the two of you agree to do.

Now your home is staged, and we need to show it off. I know for a fact many homebuyers will immediately dismiss a home when searching the net for homes to visit, if the online photos are not available from Day one. Teresa has wisely partnered with Jenny Walters Photography. You can view Jenny’s work on the Stage a Star site. You can’t help but be impressed by Jenny’s eye for even the smallest detail. Your home will leap off the computer screen and onto the buyer’s “Must See List”.

Be sure to visit the Stage a Star site and enjoy the before and after gallery. It’s fun to see the transformations. Teresa, Jenny and the rest of The RealCincy Group  look forward to helping you sell.

Give us a Call.      36 Days. Wow!

More Cincinnati real estate information can be found at RealCincy.com

Enter the Concept of Staging.

The principles of staging are much different than having a nicely decorated home, that reflects your family’s mix of personalities. I’ve found that many people have a difficult time staging their own home. Admittedly, it is a challenge to put away the school photos, remove the children’s artwork from the refrigerator, pack the treasures brought home from family vacations, take down the wedding photos, etc. I know it feels as if you are packing away your life and personal living space.

Here’s the thing: staging works. If you are serious about selling your home, you must look into staging your home. Staging will help get your home sold more quickly than the competition that just cleaned and packed away a few things. Staging will help your home show more attractively online, where about 90% of homebuyers start their search, thus increasing showings. Staging will not cost you an arm and a leg. One of my favorite home stagers said it best: “The cost of staging will always be less than your first price reduction.” Oh So True! So just do it right the first time!

To better understand why staging is critical, it’s best to understand exactly what staging is. Again, staging is not the same as living in a nice, clean home with personal mementoes, family pictures, and personal items like combs, makeup and tooth brushes exposed. Staging clears the floor space, to open up a room. You may not see end tables if it clutters the room. Oversized furniture may be removed. Staging incorporates highlighting the best parts of a room, such as the fireplace, or the wall of windows. Staging uses the high, medium and low aspect of decorating, incorporating “groupings” with 3 or 5 items. Staging creates warmth and balance.

Successful staging taps into the homebuyer’s emotions, pulling her into the space of the home. You want this buyer focused on the house and imaging herself living here with her family, not looking over your valuables.

Tables are set for dinner. Fresh flowers are on the mantle. Clean, white towels and fresh soap are in the bathroom, and personal grooming items are put away. We know you brush your teeth. We just don’t want to see evidence of it! Fluffy pillows are on the perfectly made bed, and even the laundry room has been cleared of laundry.

I have several stories that I would be glad to share with you about homes that I have listed without staging. Give me a call or send me an email and I’ll share with you the specifics. One thing is the same though about each home: after unsuccessfully trying to sell, the homeowners FINALLY took my advice and contracted with Nancy Buck, owner of It Pays to Stage. After the staging was complete, the homes quickly sold! Nancy and I did a story together on WKRC “Money Alert” on the benefits of staging. The home she was staging went under contract in less than 2 weeks!! Before she could even complete the work! What a testimonial!

Be careful though: Staging will not compensate for a home that is simply overpriced.

Sellers should be cautious to not try to “test the market” once the home has been staged.

Staging does make an amazing difference and should be incorporated into the marketing plan of any Serious Seller. Look at the before and after stories. Read the testimonials, then  – Hire a professional!

More Cincinnati real estate information can be found at RealCincy.com