All too often, says Tony Clarke, MD of Rawson Properties, the person trying to sell a home fails to appreciate that his chances of success will be greatly increased if he 'teams up' with the agent '“ and plays his part in the whole process.
The most significant thing that the seller can do, says Clarke, is to prepare the home thoroughly, trying, wherever possible, to recall what he found appealing when he first saw the home and then doing all he can to enhance that feature.
'Agents have for decades said that the home which has been loved and cared for will sell far quicker than the neglected or untidy home,' said Clarke.
In his time as a Rawson agent and later as a franchisee, said Clarke, he tried to get his home sellers to work through an extensive list of 'prep' items.
First on this list, he said, was always enhancing the kerb appeal '“ because first impressions are crucial. Fences, gates, walls, garage doors and boundary hedges must all be in spick and span condition. They must have a clean manicured look '“ and this must be repeated on the entrance path and driveway.
If the family has a too-friendly or aggressive pet, he might have to be kept on a leash or sent away for the day and his droppings should very definitely not be visible anywhere. Certain visitors will have an aversion to cats: this has to be acknowledged and acted on.
Along with the entrance path, the visitor will take in the garden '“ and the pool, if there is one. It therefore goes without saying that the lawns should be cut and look as if just watered and, of course, a green or grey semi-stagnant pool is a disgrace '“ it must be 'cured' before the house is viewed.
The front door, said Clarke, is also a critical image creator, rehabilitate it if it has peeling varnish or paint or pet scratch marks. Similarly, broken windows should never be evident and all glazing should be shiny and clean, with the fasteners in good working order.
Wherever possible, said Clarke, interiors should be light filled. This may mean cutting back shrubs which have gradually encroached on the glazed areas. Interiors should also never be cluttered: there has to be space.
All equipment in the home should be in good working order, door knobs must not come off with a pull, cupboards and drawers should open and close easily '“ and should never be overfull. Taps must not leak and lights should spring to life when switched on. Woodwork, especially that of wood floors, must not look worn or neglected. A few thousand rand spent on floor sanding or window frame painting will usually add much to the final offer.
Carpets, said Clarke, can be a major deterrent if they are not in good shape, clean or even replace them if necessary. Odour filled past-their-sell-by-date carpets have sent many a keen buyer away.
For many women '“ and some men '“ the kitchen can be the big drawcard provided it is in good shape. Cracked, stained or unwiped countertops, smelly drains and any sign of last nights meal or this mornings breakfast can be a real turnoff.
It is always, said Clarke, a good idea to play soft music in the background, to have flowers in vases and to turn on lights if evening is approaching.
On the way out, the potential buyer will get his second look from the road, so it is worth repeating, says Clarke, that it pays to enhance kerb appeal.
'I cant emphasise too strongly the importance of having your show house looking well cared for. Sellers who are negligent in this matter pay a high price because the buyers bids will be lower than they ought to be'
For further information contact Tony Clarke on 021 658 7100 or email tony@rawsonproperties.com.
