Although there may seem to be a million details and at least that many forms, there are really only 4 big points that you need to pay attention to if you’ve decided to sell your home. These are the critical areas for success:

• Pricing It
• Exposing It (marketing)
• Preparing It
• Showing It

Pricing It

The most important point is price. No matter how much you love your home, you need to leave your personal feelings out of this decision. The definition of market value is what a willing seller and buyer agree upon without undue influence or duress, but the bottom line is: it’s what someone else is willing to pay for your house. Remember that if you overprice your home, it will not sell.

Today’s buyers are more knowledgeable than ever before. Buying a home is a major decision, and they are taking the time to comparison shop. This includes looking at web sites on the Internet, consulting real estate agents who specialize in representing buyers, and getting the same kind of Comparative Market Analysis (CMA) that your agent will be giving you. All of this leads to better-educated buyers and more bargaining.

Exposure

If a property is well-priced but not properly exposed to the buyers in the marketplace, it most likely will not sell. A yard sign that stands out is really important to capture the interest of buyers who are driving through neighborhoods, but it’s equally important to offer your home through the Internet. Marketing through the area Multiple Listing Service (MLS) means that every agent member of the MLS is also providing information to prospective buyers.

Properly exposing your house doesn’t mean just using newspaper ads and yard signs. Statistics vary, but these sources could account for less than less than 35 percent of all buyers.

Preparing your Home for Sale

• Clean everything! Pay particular attention to the kitchen and bathrooms. This is a deal-maker for most home buyers. If the kitchen and bathrooms are clean and in good repair, the buyer usually feels confident the rest of the house has been maintained.
• Clear out ALL clutter! Get things off the countertops and into cabinets (or storage). Remove out of season clothing from closets, and don’t forget the coat closet near the front door! Uncluttered rooms show better and larger, and closets will appear larger. Anything that you will be not using in the immediate future should be boxed up and put into storage. This might be a good time to consider a garage or yard sale. Otherwise, send it off to charity—which could be a double bonus (a potential tax write-off).
• Use brighter light bulbs! This may seem odd, but by switching everything to 100 watt bulbs or larger (check fixture for maximum wattage before using a higher wattage bulb). Brighter lights make rooms look brighter, larger, & warmer. Some rooms may benefit by warmer color light bulbs.
• Lights! In addition to brighter light bulbs, open all curtains, shades and blinds. Leave all lights turned on before and during the potential buyer is at your home. The additional light makes the rooms look larger, more open and generally more appealing and welcoming.
• Touch up paint! If a potential buyer sees that you have neglected simple things like chipped and peeling paint, they may assume that you have not taken care of the heating system or appliances either. If you don’t have any leftover paint, most paint stores can match it for you with a piece as small as a quarter. A suggestion: The smell of fresh paint is offensive to some people, may lead a potential buyer to suspect that you are covering up a problem by painting over it, and—most importantly—appraisers are taught to be suspicious and investigate if they smell fresh paint. One tip is to use water-based latex paint and mix in 3 drops of REAL vanilla extract with each gallon. With most paint brands, this will neutralize almost all of the paint smell. Check with the paint manufacture for best results.
• Scenting Secrets! Everybody has heard that vanilla is a pleasing aroma when viewing a home. Many products are available, or you could merely place one drop of vanilla extract on a light bulb before your agent shows the house. When the light is turned on, the heat from the bulb warms the vanilla and sends fragrance throughout the room. HOWEVER—do not use a lot of air fresheners or perfumes as some people find them offensive, others are allergic, and most will suspect you’re trying to cover up something unpleasant.
• Curb Appeal! Studies have shown that 50% of buyers make their decisions during the first few minutes of looking at a home. Many won’t even come in the door if the outside doesn’t appeal to them. Make sure that the exterior is in good shape. This includes paint, siding, windows, shutters, fixtures, and the front landscaping, of course, but it’s especially important to fix up the front door and stoop. Paint the front door and trim, if necessary. At the very least, wash dust and fingerprints off the door; and sweep the steps. If the weather allows, place pots of flowers or shrubs on the porch. You’ll feel better about coming home yourself, so you know the buyers will appreciate it. (In winter, make sure the walkway from street or driveway to house, the steps and the entry porch are cleared of snow and ice.)
• Ceilings! Before you start showing your home, clean the ceilings, fix any cracks or imperfections, and repaint if necessary. It is a common saying that most people never look up, but when looking at a home, people are more likely to look in places that they normally do not. If a buyer sees a water stain, they will assume there is a problem with the roof, even if you tell them it was repaired.
• Personal Property vs. Real Property Dilemma! Not everyone knows the difference between personal property and real property, and this can result in big problems in a real estate deal. Normally, an offer to purchase is written to include all real property; that is, everything attached to, fastened down or an integral part of the structure. This usually includes light fixtures, drapery and curtain rods, attached mirrors, trees and shrubs in the ground. It doesn’t include potted plants, free standing refrigerators, clothes washers and dryers, countertop microwaves, bookcases, swag lamps, etc. If there’s something you don’t want to leave behind or any uncertainty about whether an item is included in the sale or not, be sure that the particular item is mentioned in the purchase agreement as being included or excluded. You can make a small sign that say “THIS ITEM NOT INCLUDED,” or simply have it removed before showing the home.
• Last Run Through! Each time someone is coming to look at your home, make a quick run through and think about anything that you might have neglected. Just use common sense, and be sure to put away jewelry and cash.

Showing Your Home

• Be Invisible! When the agent is showing your home, let him or her do the job you hired them to do. It’s best if you are not there at all when buyers are looking at your home—most will feel as if they are invading your “space” and their discomfort may very well mean they won’t spend enough time there to fall in love with the home. If you must stay, greet the agent and client at the door, and let them into your home. Let them know that they are welcome to look around, and that you will be in another room or outside if they have any questions. Stay out of the way. This cannot be stressed enough; do not follow them around.
• Be Quiet! You may think you shouldn’t let strangers wander around your home without you to show them around, or that nobody knows your home the way you do. Consider these points:
• If you wander around with the agent and buyers, you are only going to hurt yourself. Buyers may ask questions that undermine your ability to get the highest and best possible price, questions that have no bearing on the home’s value (for example, “Why are you selling?”). You don’t want to appear anxious and set yourself up for a low offer or make the buyer suspicious of your motivations for selling.
• Square footage is money. Each additional person in a room makes the room look smaller.
• Buyers will not discuss concerns about the house while the owner is present. By not being there, you allow the agent to overcome any buyer objections.
• Only answer specific questions asked and don’t offer any information other than what is necessary or required by law. Most of us don’t know when to quit, and offering more information than what’s asked means you might just be pointing out something the buyer didn't notice (like “We thought about adding a bathroom down here because it’s inconvenient to have to go upstairs, but we decided not to spend the money.”).