Sellers’ boot camp: Be market ready in four weeks

Spring begins today and home owners looking to sell during this traditionally busy season need to ensure their property is market ready.

One of the best-known names in real estate, Greville Pabst – the executive chairman of WBP Property Group, with 30 years’ experience as a valuer and agent – is the perfect drill sergeant for a four-week sellers’ boot camp.

Does your home look at its best in Spring? Here are a few tips to help improve your home inside and out.

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Lesson 1: Timing is everything

Before forging ahead with a spring sale, Pabst recommends taking a step back, to consider timing. “Many people know they want to sell in spring, but don’t think about the actual timing. It’s vital,” he says.

“For any campaign, and especially in spring, you ideally want four or five clear weekends without interruptions. The AFL grand final weekend (October 1) is one that you want to avoid having in your campaign, then there’s Derby Day later in the year (October 29),” Pabst says.

Sellers should also consider their property chain when setting a timeframe. “Many vendors don’t think about after they’ve sold. If you leave it too late in spring to sell, you might end up with settlement in December,” Pabst says.

With little on the market to buy in December and January, a suitable property might not come up until mid-February, when auctions kick off. Ensuring settlement coincides with a “period of supply” is key.

Lesson 2: Choose an agent carefully

The right agent can make or break a sale. “Selecting an agent is another thing many don’t think carefully enough about. Most people see an auction board of an agency and pick a brand, rather than a specific agent – that’s often dangerous,” Pabst says.

An agency might have dozens of agents, with different specialties and track records.

“You need to find the best agent for your property. If you have a $700,000 home, hiring someone who specialises in $10m+ homes doesn’t make much sense.”

Pabst recommends interviewing at least three local agents, in person, researching individuals on the Agent Search page of realestate.com.au, and checking references.

Four weeks before going on the market

Vendors should take a long, hard look at their home, Pabst says.

“Stand out the front and really look at the house. Often winter exposes flaws; whether it’s water penetrating window frames or moss taking over. It’s vital the front of the home looks its best before it goes on the market,” he says.

Make a list of what needs to be done and start tackling jobs. Work outside could include:

– High-pressure washing;
– Painting;
– Cleaning and tidying driveways and paths;
– General garden tidy-up;
– New plants to freshen up garden beds;
– Trimming trees;
– Fixing fencing;
– General maintenance;
– Installing LEDs to show off the home at night.

Painting is a job to tackle four weeks out from an auction. Picture: Getty Images

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Three weeks out

Inside, Pabst recommends modern staging techniques to highlight the home’s best assets and appeal to the target demographic.

“Vendors need to consider the specific demographics of the area and try to present and market the property to them. Some agents try to market to everybody; that doesn’t work,” he says.

Work inside could include:

– Presenting spaces specifically for the demographic, such as a study nook set up with a laptop;
– Steam cleaning carpets;
– General tidy-up, including inside wardrobes;
– Hiring furniture and artwork;
– Decluttering mess, like taking magnets off the fridge;
– Painting in neutral tones;
– Removing personal items, like photos.

Two weeks out

Campaign strategy – down to the times of open for inspections – and photography should be considered as the campaign gets closer.

Good agents think carefully about open for inspections time, Pabst says.

“How does the house look at certain times of days? Some homes look better or worse at different times; think about that when you’re setting times,” he says.

Pabst also recommends investing in quality photography. “It can make all the difference.”

On open for inspection days …

“During an open for inspection, you want to capture all of the senses of a potential buyer,” Pabst said.

Vendors should focus on little details – as well as big-picture items like painting and presentation.

Pabst recommends vendors:

– Burn candles;
– Open windows if it’s a nice day, to let air in;
– Put out vases of fresh flowers;
– Open curtains to show space;
– Play classical music.