San Diego Home Info by Gretchen Pagnotta

5 Steps to Get Top Dollar for Your Home Step 3

Creating The Sizzle to Sell Your Home

I have reviewed Pricing Your Home in Step 1, click here to read. In Step 2 I reviewed Preparing Your Home for Sale. click here to review those points.  Now in Step 3 I want to help you create the sizzle to sell.  There is always an emotional component in buying and selling.  Retailers spend millions creating an environment that puts buyers “in the mood” to purchase.  When you are shopping have you ever noticed the music playing in the background, admired the mannequins and the way tables are arranged with various products.  There is a science to merchandising.  When buyers are comparing homes a home will sand out that is marketed properly.  Let’s start with the basics:

Taking Professional Photographs of the Home

  The majority of home buyers look at areas and homes on the Internet.  Therefore it is critical that the pictures reflect the very best way a home can look.  The key is to use a professional photographer who is experienced in photographing properties.  The equipment of the photographer plays a major role as well as the selection of room angles and areas to highlight.  I am always present when a home is photographed.  I walk the home and mention the areas I want to be featured.  If Step 2 has been followed the home should be prepared for sale with all clutter removed and furniture and accessories arranged attractively so the photographer can showcase the home.  A virtual tour is a must and now there are so many options that are available with the tour.  Fireplaces and water features can be “moving” and voice over or captions added as well as other options.

Adding the Maximum Number of Photographs to the Internet

The maximum number of photographs need to be added to the MLS and all major websites. In addition each photograph should be labeled to create an action, such as “Al fresco dining will be enjoyed on this lovely patio.”  The potential buyer needs to put themselves into an activity.  Another example would be; ” Summer parties will be fun with this pool and BBQ Island.” If yhe yard is small with low care this can be a selling feature for someone who wants to go to the beach instead of doing weekend yard work.  As a seller it is always helpful to tell your agent what you enjoyed most about the home. I recently sold a home and the sellers told me the feature they enjoyed the most was their location. They could walk the resturants, shops and library.  Taking pictures of the community is part of the process as people are buying a home are also buying a neighborhood.  If there is a community center or club it should be photographed and amenities and features noted. 

Writing “Remarks” in the MLS and other Websites

  A concise but informative remarks section is key to creating motivation for the buyer to see the home.  I always ask my sellers to edit my remarks section which I find helpful.  Again, who knows the home better than the owner!  The basic facts need to be outlined and there is a supplemental section that can be used to add additional information. I  stick to the key features and upgrades,” the sizzle sells.” If it is a distress sale the condition should be stated in easy to understand terms. There should be some action requested,”Be first to see, only Plan 3 on the market, nicest 3 bedroom available…”

Preparing a Professional Brochure

  It is essential that a flyer be created and available in the home for all showings.  It is very helpful to have a floor plan attached.  Buyers are seeing multiple homes and it can be very confusing to remember all the features and layout. A brochure will allow them to do a review and is especially effective if a few pictures are added.

There are many distressed properties on the market and so it is even more important that a “normal” sale be priced, prepared and marketed proerly so it stands out and buyers recognize the value and appeal of owning such a home.

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This entry was posted on Saturday, January 1st, 2011 at 10:21 pm and is filed under Buyer Info, Seller Info. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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