HOW TO SELL YOUR HOUSE FOR MORE The Complete Guide on how to get thousands more for your home without breaking the bank stockdaleleggo.com.au
HOW TO MAKE MORE
STOCKDALE & LEGGO HOW TO MAKE MORE We understand how stressful, emotional and time consuming selling your home can be and the team at Stockdale & Leggo are here to serve you through the process. We are experts in our field and most importantly, we care. We care about you achieving your goal of selling your home for the best possible price without breaking the bank. As such we have put together this comprehensive guide to ensure you have all the information you need to increase your sale price by thousands. Helping you achieve your dream is our mission. Simply follow the straightforward guidelines and checklists outlined in this guide to achieve the best possible price for your home.
HOW TO MAKE MORE
FIRST IMPRESSIONS LAST It is said that you only have seven seconds to make a good first impression and it is critical to present your home in the best possible light as your home will likely be one of many the buyers will be viewing in their search. Our experience tells us that a relatively small investment of time and money into your home’s presentation can pay off many times over in the long run. Today’s buyers are savvy. They will look for the most attractive home in their price range. What are you going to do to set your home apart from every other property buyers will be seeing? WHAT IS MY PROPERTY WORTH? This is generally the first question asked by every property owner who is considering selling. Essentially the price you hope to achieve is largely tied to the overall aesthetics of your home so it’s crucial to invest in the presentation to ensure your home catches the eye of prospective buyers. One of the most important roles the agent will play is providing an “appraisal” of your home which is a free service. Appraisals are based on recent sales in the area, the agent’s experience, local market knowledge and how your property presents. This is a great way to gain an informal assessment of how much you might be expected to sell your property for and the steps you will need to get your home “sale ready”. It is an agent’s role to provide advice on how to strategically highlight your home’s strength while minimising any weaknesses. Use your agent to your benefit and listen to what they have to say. They will be looking at it through the eyes of a prospective buyer. Leverage their experience to help you achieve the best possible price for your property.
FIRST IMPRESSIONS L AST
HOW’S YOUR CURB APPEAL? It can be difficult to remedy a poor first impression so ensuring your home is an attractive proposition the moment potential buyers pull up to the driveway is essential. Their initial impression will be carried through to the rest of the home so paying particular attention to the extremities of your home is crucial in transitioning polite interest into a genuine offer. Help them fall in love with your home from the moment of their very first encounter.
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Fix the letterbox and ensure that your house number is visible from the street.
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Tidy the front garden, trim overgrown plants and trees and mow the lawn.
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Wash down and clean outside walls, gutters and any outdoor furniture, removing cobwebs from the entire exterior.
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Wash doors and security doors, screens, windows and sills (inside and out).
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Remove leaves and rubbish from gutter and drains.
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Repair or replace damaged or leaning fencing.
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Replace any cracked roof tiles, windows or torn screens.
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Bin any furniture which is broken and unusable.
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Ensure the doorbell, door knocker or chimes are attractive and working.
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Consider painting or replacing the front door if it’s tired and place a friendly “Welcome” mat at the front door.
H O W ’ S Y O U R C U R B A P P E A L?
DOES MY HOME LOOK GOOD IN THIS STREET?
Choosing the right neighbourhood can often be as important as the home itself so putting extra effort into the appeal of your street can assist in achieving your ultimate outcome. Look objectively at the presentation of your street in your immediate vicinity and ask yourself how a little extra effort on your behalf can impress potential buyers. • • • • • • • • •
When you mow your nature strip, think about mowing your next door neighbour’s as well. Pick up litter on your footpath and street to convey a tidy neighbourhood. Freshen all exterior paintwork including fencing if needed. Clean and repair or replace gates and garage doors; oil squeaky hinges. Clean and declutter the garage/carport shade, and remove oil stains. Sweep the patio/verandah and driveway. Wash garbage bins and place out of sight. Check exterior lighting, replace bulbs as necessary. Do whatever you can to create a warm, welcoming feeling of home.
DOES MY HOME LOOK GOOD IN THIS STREET?
HOW TO ADD THAT SPECIAL TOUCH Given that the purchase of homes can largely be an emotional decision, making potential buyers feel at home as soon as they walk through the door is key. Engaging all their senses as they wander through the house should be front of mind when preparing your home for their arrival. •
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Present your home with as much light as possible, either natural or with high-wattage globes, especially if the home is small or if selling in winter. Use carefully-placed mirrors to create a sense of space, especially at the entrance for an immediate impression of spaciousness. Enhance your home with flowing air, ambient music, vibrant plants and flowers, and your best tableware, bedding, cushions, linens and towels.
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Freshly brewed coffee or vanilla essence in a warm oven are simple ways to make your home smell inviting. Or bake a plate of freshly made cookies and allow the smell to waft through the house. Make a trip to the market for a couple of bunches of freshly cut flowers or add a bowl of fruit on the kitchen bench for that hint of colour.
All of these homespun touches will add a lovely freshness to the air as well as offer a cozy welcoming vibe.
HO W T O A DD T H AT S P ECI A L T O U CH
HOW DOES YOUR GARDEN GROW?
Much can be told from the state of the garden and it will also be one of the first aspects that potential buyers will see upon arriving at your property so due attention must be paid to ensure it’s ship shape. Minimal maintenance is an increasingly desirable lifestyle trend so if your garden is unkempt, this could suggest it is time consuming to maintain thus detracting from the appeal of your home. With this in mind and your ultimate goal being to achieve the highest price possible, we’d recommend implementing the below suggestions to increase the attractiveness of your home. • • •
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Attend to overgrown lawns, garden beds, trees, shrubs and hedges which, if covering windows, also block natural light. Mow lawns regularly throughout the selling period. It helps also to trim all the edges and sweep paths. A wise tip is to plant established annual plants. They have colour and look nice all year round. Ask your nursery for suitable, relatively inexpensive varieties. If gardening isn’t your forte, consider engaging a landscape gardener to do the heavy lifting for you.
Remember, every little detail counts so speak to your agent for some expert advice and get ready to roll your sleeves up!
HOW DOES YOUR GARDEN GROW?
OUTDOOR ENTERTAINING IS IN An entertainment area is often high on the list of “essentials” for prospective buyers so providing a welcoming and functional area where friends and family can gather is key when increasing the value of your home. The first step is to create an environment that has buyers imagining their first social gathering in their new home. This can be achieved by: • • •
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Keeping areas clean and free of leaves, toys, tools and clutter. Removing any dead plants and replace with bright, new ones. If you have a pool, pond or fountain, ensure everything is in working order, squeaky clean, and meets safety regulations. Cleaning timber decking and re-coating with oil. Replacing any damaged paving if necessary.
Styling is also key. Invest in a “backdrop” which is attractive yet functional. This could be a BBQ, a new outdoor setting, some styling elements such as pillows and throw rugs, candles and flowers. Google interior design tips and visit Pinterest for inspiration. Thousands of dollars doesn’t need to be spent, so set a budget and remain within it. A revamp of the entertainment area is a wise investment given that families spend much of their time in this space.
O U T D O OR E N T E R TA INING I S IN
MAINTENANCE
Buyers are drawn to homes which seemingly require little to no maintenance. Buyers are unlikely to undertake a cursory inspection when making such a large investment and will no doubt want to open all cupboard doors, look behind paintings, take note of any cracks and any doors which creak when opened. Our advice is to go through your property from top to bottom and make a list of everything which is not in 100% working order or well presented. Once your list is made, start to tick items off by fixing and repairing all elements which could potentially detract from securing the maximum amount for your home. • • •
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Fix and repair any cracks or holes in the walls and ceiling. Check for dripping taps, creaking doors (oil them) and sticking windows. Ensure curtain and sliding door tracks are gliding smoothly (use silicone spray, soap or candle wax if necessary). Ensure all tiling and grouting is clean and in good condition. Re-coat timber floors if necessary. Check all lights and replace bulbs where necessary. Hide scuffs or wear marks with a fresh coat of paint. If time and budget permits, modernise the flooring to update a dated look.
If some of the work is outside your scope, engage a handyman to assist. This small investment now could pay off down the track when it comes time for buyers to make their offer.
MAINTENANCE
INSIDE THE HOME. DOES IT SAY WELCOME?
When potential buyers step inside your home for the first time, you want to ensure they are greeted with an overwhelming sense of “home”. Ensure they feel welcomed by presenting an interior which is clean, spacious and clutter free. It’s essential that buyers are able to imagine their own belongings in the space and the potential of this property becoming their new home. Clean the home from floor to ceiling, including: • Carpets, curtains, blinds and drapes • Mirrors, windows, exhaust fans and range-hoods • Flyscreens and fireplaces • Bathrooms and toilets (regularly) • Rearrange furniture and consider storage • Remove everything from kitchen bench tops, the top of the fridge and fridge door • Clean out and re-organise all the cupboards and storage areas • Remove all posters from walls, which makes rooms look smaller • Have your garage sale before you sell, not after
Save time by sifting through your belongings and throwing out or donating any items you don’t regularly use, bin items which are broken or damaged, shred paperwork which is no longer relevant and consider short term storage for any items which won’t enhance the look and feel of your home. When you begin the cleaning process, pay attention to small details. Consider investing in a professional house cleaner as they will be aware of the nooks and crannies you won’t even think of! Whatever elements of your home you choose to update, ensure the overall spend doesn’t come to more than what you’re likely to recoup from the upgrades come sale time. For expert advice on what the improvements are likely to net, speak to your real estate agent so you can make an informed decision on where to best spend your time and resources for maximum impact come sale time.
INSIDE T HE HOME. DOE S I T S AY W ELCOME?
HOME STYLING Properties can sometimes take months to sell however if you’re willing to invest in a home stylist to spruce up your home, it can take turnover from as long as five months to as short as two weeks! Professional home stylists ‘re-style’ your home (from hand towels to pillows and sofas) to showcase your home in its best light. Stylists are trained in how to maximise space and light and can repurpose furniture to create a stylish, spacious and modern environment. For example, a large living room might be cleverly redesigned to create both a living and dining room, or a single bed might be replaced with a double bed to give the impression of a larger room. Both examples would add value to your home thus driving up the asking price. The investment for a home stylist varies and can range from simply adding soft home furnishings to existing furniture, through to a complete home makeover. Do your research and read reviews of home styling businesses and work with someone who understands your needs and can work within your budget.
HOME ST YLING
HOME ST YLING
OPEN HOMES & INSPECTIONS
Your open house is the opportunity to impress potential buyers. Prospective buyers will want to physically see a property they are interested in, so it is recommended that any changes to be made should occur before the professional photoshoot as buyers will have formed an impression based on the images they’ve seen previously and they aren’t likely to make an offer if the photos don’t match the property they’re viewing. Make sure to give yourself plenty of time to get the house ‘sale ready’ by completing our checklists thereby creating a winning first impression on all buyers who attend your open house and inspections.
OPEN HOMES & INSPECTIONS
A WORD ON PRICING An experienced agent understands two very important factors; how to maximise the appeal of your property and how and where to position it in the current market to its best advantage. Once that has been established, setting the right price is paramount. It should be high enough to ensure the best possible result, yet not so high that it scares off potential buyers. Over-pricing can result in the property remaining on the market for a long time, thereby appearing stale or flawed in some way.
A WORD ON PRICING
MARKET MARKET MARKET! Given marketing is one of the more expensive investments in selling your home, it’s important to get it right from the outset. With the rise of the digital world, there are now more avenues than ever to utilise in marketing your home and it’s wise to take all into consideration when forming your marketing strategy. Ultimately, an individually-tailored advertising campaign specifically targeted to your target market ensures plenty of early and genuine interest!
PHOTOGRAPHY
Quality photos will be the most important tool in catching the attention of potential buyers so it’s crucial to engage a professional property photographer to shoot an extensive selection of high quality digital photographs, which will be used for all colour advertising and prints to support editorial coverage across digital platforms and in newspapers. It is the photos which will attract the would be buyer as they are scrolling through numerous images either online or in the paper so this is a critical step which must be paid due attention.
Print includes a variety of channels including newspapers, real estate brochures, property magazines, home specific flyers and other forms of promotional collateral. Quality colour printed materials with a floor plan and site plan will help buyers remember your home. All print media offer “free” editorials within their publications. Ask your agent to submit your property for consideration.
PROFESSIONAL COPYWRITING A professional copywriter can give your ad some ‘punch’ which sets your property apart from others thereby increasing the number of enquiries. BOARDS The signboard is designed for maximum exposure with key information, an outline of the property’s main selling benefits and an interior colour photograph allowing the prospective buyer to get a “glimpse” into their future home. Ensure that passers by have a clear view of the signboard and that their vision isn’t marred by trees, parked cars or power poles.
MARKET MARKET MARKET!
DIGITAL MEDIA Utilising as many property websites as possible, and upgrading to the highest quality features available, enhances the number of views of your property and the quality of the buyers. Leveraging the online world also means that your property can be accessed 24/7 by an unlimited number of potential buyers. Social media can also be utilised to market your property, sharing through various mediums such as Facebook, Instagram, Pinterest and Twitter. Engaging an agent who understands the digital space is key in this instance. LOCAL NEWSPAPER When your property enters the market, your competition is other seller’s properties. Your ad size must stand out, showcasing your property with two or more photos.
MARKET MARKET MARKET!
CHOOSING THE RIGHT AGENT
CHOOSING THE RIGHT AGENT
One of the most common and costly, mistakes sellers make is not doing their homework. Choosing the wrong agent can result in a long, difficult sales process, having to re-list with another agent, or a poor selling price. A skilled and professional agent acts on your behalf and becomes your partner, with both parties invested in achieving the highest price in the shortest time. Here are our tips to choosing the right agent to help you sell your home: •
REFERRALS - Ask for referrals of friends who have been happy with agents who have sold their home. Delve into why they were happy and what the agent did for them which set them apart.
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RESEARCH - Identify agents in your area who can demonstrate a proven track record of success with comparable properties and have achieved similar results to what you are hoping to attain. Locality is important as it’s more likely these agents are familiar with your neighbourhood and can speak with authority when showing your property to buyers. It’s also likely local agents will have a database of potential buyers who have already demonstrated interest in buying in your area which may assist with a faster sale.
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ACTION - Go and see your potential agents in action. Attend some of their open homes to see how they operate. Pose as an interested party and ask questions about the community, the neighbours and why the sellers are motivated to move on. Use this opportunity to get a feel for the agent’s style and if it’s a fit for you.
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SHORTLIST - Make a shortlist of your top 3 agents and formulate a robust interview process. Prepare questions in advance so you are following a consistent process with each and identify the key traits you’re seeking in your agent and set up a rating scale so you can assess how they match up.
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ORGANISE AN INTERVIEW - invite your shortlisted agents in for an interview. Show them your property and take them through your recruitment process. The agent has likely a process they will also follow which will involve demonstrating their recent success which is good for you to know but make sure you don’t get distracted and take the time to ask your questions as well.
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ASSESS THEIR NETWORK - ensure the agent is part of a large network giving you access to additional selling resources.
Ultimately you need to be able to trust and feel comfortable with the agent you are working with so due diligence is key to gathering enough information for you to feel fully prepared to make your final decision.
CHOOSING THE RIGHT AGENT
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