Seller’s Job Jar Revisited

Dear Pat,
Friends have pointed out about a million things we should do to our house before going on the market, but we really don’t have the time or money to do everything. What’s most important?
---Keeping it Simple

Dear Simple,
Welcome to my Most Frequently Asked Question club. While my sympathies go out to those readers who have seen much of this information in previous columns, it is true that home preparation is probably the most important aspect of the job I do for sellers. So let’s look at it from three sellers’ perspectives:

“I just want to get out.” If this is you, Simple, then I suggest you (1) mow the lawn, (2) move half your possessions to the garage or storage locker, and (3) clean the house until it squeaks. Call a good Realtor to get a market opinion for a sale on an “as-is” basis—and be prepared to spend some money anyway, if certain hazardous or unlivable conditions exist.

“I want a good price, but I can’t do everything.” This is the average seller position, and while as a listing agent I push to get the house in the best possible shape, I realize that most people really don’t have the time, money or skills required to obtain the highest price for their home. But, in addition to items 1, 2 and 3 above, this seller should make sure that (4) the mechanicals are in good working order, including roof, water heater, plumbing and electrical systems; furnace should be cleaned and tested; make sure windows operate properly. (5) All exterior wood surfaces should be free of peeling paint, stucco patched and fences put in good shape. Remember, any undone “work” that a buyer sees can become an item mentally subtracted when that buyer is trying to decide if the house is worth your asking price. Finally, and most important: (6) pull the carpeting to expose the hardwood floors; have them sanded, if necessary, even if you have to borrow the money for the job (around $3.00 sq. ft).

“I want top dollar, and I’ll do whatever it takes.” Of course, the seller who has this vision, and the time and money, will always get the best and fastest return under any market conditions. In addition to items 1 through 6 above, this seller should make sure the walls and ceilings are crack-free, woodwork gaps are filled, and walls are painted with well-chosen, designer colors. Make sure every room, even the basement, and particularly the kitchen, sparkles with an eye-popping appeal. This doesn’t require an expensive remodel so much as a fashionable “look” (say, shiny pans hanging from a sturdy ceiling rack, or a fern in a sunny corner. An older gravity furnace that works OK should still be replaced with a new energy-efficient unit. Drain tile the basement if there’s any moisture. The seller who provides real “turn-key” appeal leaves the buyer nothing significant to mentally subtract from the asking price, and creates motivation even in the toughest market.