Imogen Brown: Five steps for selling success

1. Get clear on your most likely buyer.

Before you do anything, think carefully about the most likely buyer of your property (and they might not be the same as your most likely tenants). Size of block, size and layout of house, suburb, schools, transport will all help you build a picture of your audience. It’s great to appeal to everyone but even better to attract ‘the one’ buyer who will fall in love with your property. Keep this buyer in mind as you go through the following steps.

2. Repair and re-model

When a property is vacant everything that needs repairing becomes horribly clear. Buyers want to buy their next property not your ‘to do’ list. They will over-estimate the price of every repair to the power of 3 and be keen to negotiate a lower offer for their perceived cost and trouble. Think about what re-modelling jobs will appeal to your most likely buyer. This will give you a good return on your investment and a faster sale. Actions like new carpets, kitchen worktops, changing draw handles and resurfacing a dated bathroom will all deliver return on investment when selling. Think facelift not major surgery.

3. Neutralise the colour scheme

When selling, the fixed elements of a property such as floors, walls, window treatments and the exterior should all be neutral in colour. This does not mean painting everything builder’s white. Buyers respond to a warmer neutral such as Dulux Ecru.

4. Clean, clean, clean

Your tenants will have cleaned before they left but double check that the whole property is sparkling inside and out. Kitchens and bathrooms are particularly important. Clean sends the message of well maintained and that’s what buyers are looking for.

5. Sell the lifestyle through furniture and accessories

Empty homes are sad homes and sad homes don’t attract buyers. Staging your property by hiring furniture, rugs, lighting, bedlinen, artwork and accessories helps your most likely buyer emotionally connect with your property and feel that they can make it their next home. The cost of the furniture is an investment in a quicker sale and a better price and is always more cost effective than your first price reduction.

About Imogen Brown
Imogen is a home stager based in Brisbane. She helps sellers prepare and decorate their properties for sale so that they sell quickly, for the best price and with the least stress. She frequently writes about staging principles and ‘how to’ information. She has a background in advertising, business coaching and administration, and has personally had a property that sold within just one day.