April 2003 - For Sale Shape Up Before You Show Off - by Jessica Dailey When it’s time to sell your home, most likely, you will automatically think about cleaning it up before showing it off. But when you consider what it will take to get the house in tip-top shape, the task can seem overwhelming. To better estimate how much work your home needs, divide “sprucing up” into three categories: major surgery, facelift, and makeup and accessories.

If your home has an awkward traffic pattern that forces guests through the master bedroom to get to the living room, or if you have only one bathroom and two or three bedrooms, renovation may be necessary. If your home is the oldest or smallest on the street, you may want to look at an addition to put your house in line with the market. To increase your home’s value, consider updating those rooms in your house (like kitchens and baths) that first begin to show age. According to a National Association of Realtors poll, kitchen remodeling projects, on average, produce an 88 percent return on your investment, bathroom remodeling 82 percent. Adding a room nets you 84 percent back, and converting an attic into a bedroom has an average 75 percent return, according to the realtors poll. Generally, studies show that the higher the price of the real estate, the more remodeling dollars are recouped. With that in mind, you don’t want yours to be the most expensive house on your street. Any remodel that brings your home up to the level of your neighbors’ is likely to improve resale. Increasing the home’s value beyond that is a more risky venture. Adding a deck only gets an average of 50 percent return, and pools and hot tubs reap some of the lowest recoupment of cost – after all, not everyone wants a pool, and it really can’t be used for other things. So if you would enjoy a pool or hot tub, go ahead and add it at your new home where you’ll use it. Expect your return to come from your use of these amenities, not the resale value of your home. Most of all, when making changes with the sale in mind, think of things everyone would use. Improvements geared toward enthusiasts – a restaurant-quality range, a greenhouse or a high- tech woodworking shop – may be the best of the best, but only add value if the new owners share these interests. Other, smaller projects can get your home more attention, and may make it sell faster, even if you can’t recoup the entire cost. Add a bay window to lighten a dark living room or move an interior wall to give more space to the kitchen, eliminating an unused closet. Often changes that make a home seem more spacious make the buyers feel like they are getting a better value. Before you begin a remodeling project, check the local building codes to make sure the work is properly permitted. Some of the more complex projects will require a licensed contractor. Look to the Home Builders Association of Hilton Head Island for a contractor. For general advice, visit the National Association of the Remodeling Industry at www.nari.org or Remodeling online at www.remodeling.hw.net. If major renovations are out of the question, look for weekend projects that help make a home look newer. These projects require some sacrifice but won’t break your back or your budget. Painting interior rooms is almost a necessity. Paint is fairly inexpensive and easy to apply if you’re careful. Of course, if you’re too busy or simply not inclined to wield a paint brush, hiring a professional often pays off when browsers become buyers. Painting the exterior will also go a long way toward getting your house a second look rather than a drive-by. When purchasing paint, consider neutral colors – your home doesn’t have to look just like everyone else’s, but it shouldn’t turn away potential buyers. Removing your things, both accumulations of junk and those precious items you display on your mantle or counter, serves two purposes. It makes the house look larger, especially if storage spaces are half empty, and it allows the potential buyers to see themselves in the house. They can picture their own family portrait over the mantle if you hang a nice watercolor there and put the painting of your oldest child in storage. You’re anticipating a move after all, so why not go ahead and box up everything you don’t need and store it in a friend’s garage or in a storage facility? It might just make all the difference in the buyer’s eye. As much as you love your pets, you may want to board them with a friend or a kennel for a while, especially if you’re planning an open house. You may not notice or mind the signs they leave behind – whether it’s fur, toys or holes in the yard – but your pets are not likely to win over any potential buyer. Repair damaged woodwork, panes of glass, water leaks, damaged tiles and holes in the drywall. Replace leaky faucets and showers and repair any toilets that don’t function properly. Make sure the major systems are in good working order – air conditioning, plumbing, heating, and alarm systems. When you can get a better look at the house without all of your belongings, conduct a thorough cleaning. Dust everything, from baseboards to ceiling fans – this might be a good job for a professional service. Plants can make a dramatic first impression. In a Horticulture Research Institute study, “excellent” landscaping raised home values by as much as five percent, while“poor” landscaping in a well-landscaped neighborhood dropped a home’s value by up to ten percent. Even simple touches like lining the sidewalk with annuals or adding potted plants next to the front door can dress things up. While you’re adding color, remember the same principles that were used to create space inside the home. Trim hedges, especially near the front door; keep plants pruned and grass mowed to give the yard a more tailored look. If you go plant shopping, be sure to check the label for the colors of any plants that you purchase before they blend with the house and with one another. Adding mulch or pine straw under trees and in planting beds can help make plants and flowers stand out. A simple solution to an uneven or discolored driveway or sidewalk is a thin layer of cement. Keep a close eye on the transitions between the new surface and the garage, the front step, or the curb so that the added height doesn’t create new problems, but allow this topcoat to smooth the surface. To give the new drive or walkway some visual interest, use a red or gray concrete and a stamper or special tape to mimic the look of stone or brick pavers. While you’re in the driveway, the National Association of Realtors advises sellers to get a buyer’s eye view of their home by approaching it as a buyer would. What makes this home different from the others next door? What’s the first thing you notice when you drive up? What do you see when you look at the windows from the outside? Visit other homes during open houses to keep an eye on the competition and to help give you perspective. Anticipate that your home will be professionally inspected before the sale. Take a look at a sample inspection and check off as many repairs as possible before they become a mark on your home’s record. Once your home is in good condition, look at simple changes that can make a lasting impression. Home staging is a trend making its way across the country, where sellers buy or rent furniture or accessories to help set the stage and market their home. Some professional stagers are interior designers who have a collection of pieces that can help make a home memorable. Others are in the real estate business and can advise you on all aspects of the sale process. Some commonly staged areas are a tea service at a small table next to a window or an open book on a table next to a cozy upholstered chair. In many cases, using the same principles that dress up a Hollywood set, a stager can help buyers see the home of their dreams. If you can’t spring for new furniture or a staging professional, think of simple touches that you can do yourself. Put new knobs and pulls on cabinets and drawers. A towel holder or area rug can add some subtle, removable color in the bath without being too dramatic. Although you should steer clear of unusual or bright colors (or very dark colors, for that matter), you can’t expect anyone to fall in love with a completely beige house. Add character with accessories when you’re setting the scene. For great touches that you can take with you when you go, get new towels for the bathroom and linens for the bed. A beautiful lamp, an eye-catching vase filled with fresh flowers or a table set with fine china show that you pay attention to the details. Makeup and accessories For the last-minute touches that will help you put your best foot forward, here are a few tips for quick spruce ups: • The mailbox. Whether it needs a new paint job or new letters or numbers, a good first impression is important. • The lawn and garden. If selling your house and maintaining the yard is too much to handle, there are plenty of companies that will mow and water for you. Use an edger to keep the grass off the walkways and out of the beds. Edging materials, whether you use bricks, stones or pound-in plastic strips, can be inexpensive and will save you some trouble. • Pest control. As the weather warms up, don’t forget the other residents of your yard. Eliminate standing water to cut the mosquito population, and remove any bee and hornet nests. It might help to spray the yard for insects a few days before an open house, but give the smell some time to dissipate before having company. To further encourage guests to linger in your yard, consider putting out a garden bench or swing, if you have one in storage. • The front door. Clean, paint, clean the windows, and ensure that entry lighting is in good working order. Add a wreath with seasonal flowers or greenery. Shake out the doormat and sweep the sidewalk. If the light fixture is dated or doesn’t fit the home’s style, replace it. Polish the doorknob and knocker, if there is one. • Exterior details. Don’t forget to clean the gutters and, if necessary, get out a pressure washer for bricks, decks or concrete. Remember that if these little things are left undone, a sharp home buyer might question other maintenance issues and look closer for your home’s faults. • The entry hall. This area should be free of clutter and the markers of your hectic life. No matter how tidily they are arranged, a rack of key chains for cars and boats, the dog’s leash, the children’s backpacks and your briefcase should all be put out of sight while the home is being shown. Aromatherapy. Cinnamon or vanilla scented potpourri, or the fragrance of pie or cookies baking can make a house seem more homey and put a smile on a buyer’s face. But be careful not to overpower with chemical fragrances. First impressions are key, but the parting glance is a powerful tool as well. Consider producing a copy of the floor plan or a flier if you’re handy with a computer. If you offer people something to take home, maybe they’ll remember your home at the end of a long day of house hunting. Get in the know with tips from the pros If you still have questions about getting your home in shape for sale, here are some straight forward answers from local real estate professionals: Q: Is it safe to install a lock box, or should I schedule Realtors’ visits? A: Lock boxes are actually very safe. The Multiple Listing Service keeps a record of everyone who has been in your home. Realtors must have a current key, which is updated every day. Q: Is it better for my house to look “lived in” or not? A: Ideally, your home should look cozy and “homey,” not messy. The closer you can come to making it look like a model home, the better impression the buyer will have. Q: If my carpet is old or damaged, should I replace it? A: This is a judgment call each seller must make, based on the condition of the carpet. On the one hand, a buyer may want to replace it with his or her choice of flooring. On the other, you only have one chance to make a first impression. Q: How important is the yard? A: Look at the exterior of your home as if you are driving up to it for the first time. Remember, anything that looks uncared for will give the impression that everything has been neglected. Q: What is the best way to make a good first impression on a potential buyer? A: Make sure the front entrance looks good. Small touches make big impressions: a new doormat, a shiny new doorknob, a pot of flowers by the door... Q: What other small improvements might influence a buyer? A: It may seem obvious, but clean counts! Dust off lint from the washer and dryer. Wash walls and windows, re-caulk showers and tubs. Be aware of odors, too. If you are a smoker or pet owner, new carpet and/or paint might be worth the investment for the sake of a fresh smell. Q: What do buyers want to know? A: Buyers are looking for value and peace of mind. Be prepared to share the following information with your Realtor: • The present value of the land without the house. • The present value of any improvements you have made to the home. If you remodeled 20 years ago, the current value of those improvements is likely half of what it would have been then. • Total cost to own the home, including association fees, taxes, insurance, utilities and maintenance. • Your reason for selling the property. A buyer will wonder why this home that appears to be in tip-top condition is for sale. Think twice about stating a negative reason. • Inspection status. Buyers want to know that everything is in working order. Sellers are being encouraged to engage the services of professional inspectors in order to accurately complete the required disclosure form. (See The Silver Rule of Real Estate on page 135 for more information on the new disclosure laws). ™