1) The Gracious Welcome

Although the buyer is a guest in your home, you want the buyer to imagine owning the home. You don’t want to make the buyer feel like an intruder.

• Don’t expect the buyer to remove her shoes, unless you are selling to a buyer for whom religious or cultural reasons mandate it. Otherwise, the presumption is insulting. 
• Leave the house. The buyer won’t talk about the house in front of you or open doors with you standing there. 
• Don’t pressure or hurry the buyer. Tell the buyer to take all the time that is needed. 
• Leave a bowl of wrapped candy or other treats near the front door with a small note thanking the buyer for coming to see your home.

2) Check the Temperature

• Now is not the time to worry about your utility bill. If it’s cold enough to wear a sweater to stay warm, turn on the heat. 
• If it’s warm outside, turn on the air conditioning. It’s better to heat or cool the house a degree or two warmer / colder than usual and then set the temperature at normal. This prevents the heat or A/C from kicking on when the buyer is present, because some HVAC systems are loud. 
• You want the temperature inside to be comfortable and to give the buyer more of a reason to linger, especially on hot or cold days!

3) Create a Mood

• Light a fire in the fireplace. 
• Make it romantic by placing two champagne glasses on a nearby table. 
• Turn on soft music. I used to play Enya until one day I heard it piped in at a mortuary. 
• If you have water fountains, turn them on. They are especially useful for drowning out traffic noise.

4) Play Down the Scent

• Many people are allergic to certain scents and deodorizers, so don’t spray the air or plug-in air fresheners. 
• Don’t burn candles or spray perfume in the bedroom for the same reason. 
• If weather permits, open the windows — if there is too much noise outside, close them. 
• If you’re going to bake cookies or simmer spices such as cinnamon in water on the stove, put out munchies so buyers aren’t disappointed. More than one buyer has said, “Oh, darn, I thought there were cookies in here!”

5) Play Up the Visual

• If you have seasonal photographs showcasing flower gardens, leaves bursting in color or a snow-covered lawn twinkling from street lights, then display them in a prominent position. 
• Open all the window coverings to let in light. 
• Keep blinds partially closed that otherwise show undesirable outdoor scenery such as a dilapidated fence or a nearby structure that obstructs views.

6) Light up the House

• Turn on every light in the house, including appliance lights and closet lights. 
• Brighten dark rooms with few windows by placing spot lights on the floor behind furniture. 
• Turn off TV.

7) Encourage Touching

• Drape sensuous fabrics such as velvet or silk throws over chair arms. 
• Leave doors slightly ajar. 
• If you have carpeting, vacuum in one direction.

Provide Thoughtful Cards

Attach printed cards to items and in rooms that provide further information the buyer might miss or might not know. You have so little time to make an impression.

• If you have an antique chandelier in your dining room, put a card on it that discloses its age and other important details. 
• If you have removed the washer and dryer from the laundry room, attach a card to the wall describing the room. 
• If your basement stairs are steep, attach a card to the railing that cautions buyers to watch their step. 
• Take care when placing a card that says: “Not included in the sale.” That will make a buyer want it, but you can play that later to your advantage.

9) Top It Off With Food

The best way to entice buyers to linger and notice even more details about your home is to offer them food. You don’t need to cater a lunch, but finger sandwiches, cookies, soft drinks, water, desserts, all are welcome.

• Set out serving utensils, if needed. 
• Provide plates, cups and napkins. They can be paper products. 
• In plain sight, provide a waste receptacle.

10) Encourage Buyer Feedback

• Near the snacks, leave pens and a stack of preprinted questionnaire cards or a guest book to sign. 
• Buyers will feel obligated to respond to your request after being fed. 
• The showing feedback you receive will be invaluable. 
• Allow buyer anonymity.

Here’s How:

1. Disassociate Yourself With Your Home.
   • Say to yourself, “This is not my home; it is a house — a product to be sold much like a box of cereal on the grocery store shelf.
   • Make the mental decision to “let go” of your emotions and focus on the fact that soon this house will no longer be yours.
   • Picture yourself handing over the keys and envelopes containing appliance warranties to the new owners!
   • Say goodbye to every room.
   • Don’t look backwards — look toward the future.

    

2. De-Personalize.
   Pack up those personal photographs and family heirlooms. Buyers can’t see past personal artifacts, and you don’t want them to be distracted. You want buyers to imagine their own photos on the walls, and they can’t do that if yours are there! You don’t want to make any buyer ask, “I wonder what kind of people live in this home?” You want buyers to say, “I can see myself living here.” 
3. De-Clutter!
   People collect an amazing quantity of junk. Consider this: if you haven’t used it in over a year, you probably don’t need it.
   • If you don’t need it, why not donate it or throw it away?
   • Remove all books from bookcases.
   • Pack up those knickknacks.
   • Clean off everything on kitchen counters.
   • Put essential items used daily in a small box that can be stored in a closet when not in use.
   • Think of this process as a head-start on the packing you will eventually need to do anyway.

    

4. Rearrange Bedroom Closets and Kitchen Cabinets.
   Buyers love to snoop and will open closet and cabinet doors. Think of the message it sends if items fall out! Now imagine what a buyer believes about you if she sees everything organized. It says you probably take good care of the rest of the house as well. This means:
   • Alphabetize spice jars.
   • Neatly stack dishes.
   • Turn coffee cup handles facing the same way.
   • Hang shirts together, buttoned and facing the same direction.
   • Line up shoes.

    

5. Rent a Storage Unit.
   Almost every home shows better with less furniture. Remove pieces of furniture that block or hamper paths and walkways and put them in storage. Since your bookcases are now empty, store them. Remove extra leaves from your dining room table to make the room appear larger. Leave just enough furniture in each room to showcase the room’s purpose and plenty of room to move around. You don’t want buyers scratching their heads and saying, “What is this room used for?” 
6. Remove/Replace Favorite Items.
   If you want to take window coverings, built-in appliances or fixtures with you, remove them now. If the chandelier in the dining room once belonged to your great grandmother, take it down. If a buyer never sees it, she won’t want it. Once you tell a buyer she can’t have an item, she will covet it, and it could blow your deal. Pack those items and replace them, if necessary. 
7. Make Minor Repairs.
   • Replace cracked floor or counter tiles.
   • Patch holes in walls.
   • Fix leaky faucets.
   • Fix doors that don’t close properly and kitchen drawers that jam.
   • Consider painting your walls neutral colors, especially if you have grown accustomed to purple or pink walls.
     (Don’t give buyers any reason to remember your home as “the house with the orange bathroom.”)
   • Replace burned-out light bulbs.
   • If you’ve considered replacing a worn bedspread, do so now!

    

8. Make the House Sparkle!
   • Wash windows inside and out.
   • Rent a pressure washer and spray down sidewalks and exterior.
   • Clean out cobwebs.
   • Re-caulk tubs, showers and sinks.
   • Polish chrome faucets and mirrors.
   • Clean out the refrigerator.
   • Vacuum daily.
   • Wax floors.
   • Dust furniture, ceiling fan blades and light fixtures.
   • Bleach dingy grout.
   • Replace worn rugs.
   • Hang up fresh towels.
   • Bathroom towels look great fastened with ribbon and bows.
   • Clean and air out any musty smelling areas. Odors are a no-no.

    

9. Scrutinize.
   • Go outside and open your front door. Stand there. Do you want to go inside? Does the house welcome you?
   • Linger in the doorway of every single room and imagine how your house will look to a buyer.
   • Examine carefully how furniture is arranged and move pieces around until it makes sense.
   • Make sure window coverings hang level.
   • Tune in to the room’s statement and its emotional pull. Does it have impact and pizzazz?
   • Does it look like nobody lives in this house? You’re almost finished.

    

10. Check Curb Appeal.
    If a buyer won’t get out of her agent’s car because she doesn’t like the exterior of your home, you’ll never get her inside.
    • Keep the sidewalks cleared.
    • Mow the lawn.
    • Paint faded window trim.
    • Plant yellow flowers or group flower pots together. Yellow evokes a buying emotion. Marigolds are inexpensive.
    • Trim your bushes.
    • Make sure visitors can clearly read your house number.

     

    Watch Weintraub’s video about Preparing a Home For Sale.