*Article updated 28 March 2023
With market conditions potentially cooling off, sellers will need to take care to ensure that their home is as appealing as possible when potential buyers come to view the property in person.
“Sellers did not need to work too hard to attract buyers while interest rates were at record-lows. But, now that interest rates have returned to around pre-COVID levels, sellers might have to work a little harder if they want to conclude a timeous sale at full value,” according to Adrian Goslett, Regional Director and CEO of RE/MAX of Southern Africa.
READ: Are show days still relevant and effective?
David Jacobs, Gauteng Regional Manager for the Rawson Property Group, shares his tips on how to boost the chances of bagging a buyer the very first time your property goes on show.
"Putting your home on show can be stressful, but it’s also one of the best ways to achieve a fast and favourable sale. If you get it right the first time, you may only need a single show day to get the offers rolling in," according to Jacobs.
Nail the listing
The majority of today’s buyers start their property searches online. That makes online listings a vital tool for catching buyer attention and convincing them to attend your show day.
“High quality, professional images and detailed descriptions are essential,” says Jacobs, “but it’s equally – if not more – important that your pricing is on point. Setting your sights too high or too low can both be detrimental to attracting buyers. There’s a surprising amount of strategy involved in property pricing. It’s not as simple as most people think.”
For this reason, Jacobs urges sellers not to rush into listing and choosing their agent based on fees alone.
“Before you sign a mandate, make sure that you are comfortable with the agent, prioritising qualities like experience, strategic thinking and good word-of-mouth referrals when choosing an agent is important. Commission can be negotiated. Competence can’t,” he says. Jacobs also recommends to check out the agent’s other listings and examine the quality for yourself,” he says. “If they don’t catch your eye, chances are, your listing won’t catch buyers’ eyes, either.”
READ: How to get your home ready for a 3D virtual tour
Tick off the maintenance to-do list
You know that list at the back of your mind with all those household fixes you never quite get to? The peeling paintwork on the windows, that one overgrown flowerbed, or the kitchen cupboard that hangs just a little bit skew? According to Jacobs, the more you can cross off that maintenance list before opening your home to buyers, the better your chances of a quick and profitable sale.
“Buyers love nothing more than a home that is move-in-ready,” he says. “That said, talk to your agent before doing a full overhaul right before a show house. Some repairs and upgrades add more value than others. You don’t want to end up overcapitalising right before a sale.”
Prep your paperwork
It may sound premature, but Jacobs says having documentation like approved plans and compliance certificates in hand before a show house can be really beneficial to making a sale.
“Buyers appreciate knowing that all is in order with the property, and there will be no unexpected delays if they do make an offer,” he says. “It’s also reassuring for them to work with a seller who clearly understands their legal responsibilities and takes them seriously. It bodes well for an open, honest and ethical sale."
Primp and polish
A little bit of polish is always a good idea before a show house. acobs suggests a deep-clean, garden tidy-up and a good declutter.
“The neater and more neutral a picture you present, the better,” he says. “Buyers want to be able to imagine themselves living in your property, and that can be hard to do when they’re dodging kids’ toys and family photos in every room.”
While you don’t need to completely denude your property of personality, Jacobs says it is important to remove objects that might be seen as supporting political, religious or social issues.
“Prospective buyers may not share your beliefs, and those differences could colour their opinions of your home,” he says.
READ: Buying a home? 5 questions you must ask an estate agent when viewing a property
Take a break!
Jacob’s final tip for holding a successful show day is to leave it to the experts. Pack up the kids and the pets and take them off for a day of fun.
“It can feel like an imposition having to vacate your property so that strangers can explore it,” says Jacobs, “so why not turn the tables and make those few hours something to look forward to, instead? Plan a pamper session, an adventure, or simply some quality family time. Who knows, by the time you get home, you may be halfway to a sale!”
READ: The 4 best ways to find serious buyers for your home
Goslett adds that the home preparations should actually start before the home is even listed. “The buying process starts when a buyer looks at the listing photos online, which means that the home needs to be picture perfect before a photographer comes around to take the listing photos,” he advises.
This means that all maintenance, redecorating and / or home staging should be addressed long before the first viewing appointment. Before the listing photos are taken, at a minimum, sellers should ensure that the following is addressed:
- Retouch any chipped paint and repaint rooms if needed
- Repaint ceilings if needed
- Update outdated fittings
- Fix any loose door or cupboard hinges
- Clean the roof and gutters
- Address any damages inside and outside the property
- Depersonalize the space by storing clutter and personal belongings out of sight
On the day that the photographer arrives as well as on the mornings before any potential buyers come to view the home, RE/MAX of Southern Africa recommends that sellers make sure the following is in order:
- Sweep driveways, remove pet waste, leaves & weeds
- Empty the post box
- Sweep, vacuum & mop floors
- Remove garbage
- Spray room freshener or have something baking in the oven
- Turn on all lights and open all curtains
- Clean bathrooms, wash any grubby towels
- Clean kitchen surfaces, wash and pack away all dishes
- Pack away any laundry
- Ensure that all beds are made
- Conceal all valuables
The more a seller can do to make the home as appealing as possible, the better. “A good real estate professional will arrive early to make sure the home is in a good condition before the buyers arrive. Sellers who follow the advice of their trusted real estate partner should enjoy a much smoother process when selling their home,” says Goslett.
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