Maximizing Your Home’s Appeal

Some homes are slow to sell even in the hottest markets. Here are a few reasons why:
1. Mispricing. Even in a frenzied market, buyers will ignore properties that in their opinion do not offer fair value.
2. Aspects that do not match the average buyer expectations: i.e., floorplan configuration, style, lack of anticipated amenities (like a shortage of bathrooms).
3. Excessive showing restrictions, leading to difficulty for agents to preview and then schedule their buyer showings.
4. Condition. As prices rise, so do buyer expectations. Properties that are clean, properties that are in updated condition will bring the highest buyer attention.
Full-fledged seller’s markets are underway in dozens of metropolitan areas around the country, yet new research shows that even in cities where listings get multiple offers within days (like Westside Los Angeles), a significant number of homes are sitting on the market for six months or more, with no takers. These houses are generally being ignored for one of the reasons described above.
So how to maximize buyer appeal?
• Clean, clean, clean. Even your favorite pets can leave smells that might be off-putting to those with allergies. Sparkling windows are especially appreciated.
• Decluttering, as well as either partial or full staging should be seriously considered. Furnishing a property closely to the way potential buyers expect to live in it can dramatically increase market appeal, while also overcoming some floorplan weaknesses.
• Flexibility! Be as graceful as you can about showing requests. You want the reputation of being welcoming to any buyer interest.
• Continuous evaluation of your price position. With your agent, analyze you property’s activity and gauge the reactions of buyers and their agents. Even a slight re-positioning can sometimes bring results.
Your home, much as you have appreciated and loved it, is a product that you are selling. Be prepared to work as a team with your agent to evaluate results and make any adjustments needed for your ultimate success.

Joan Sather, an agent with Sotheby’s International Realty on Sunset, can be reached at (310) 740-0302.