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'Seller Speak'…what sellers need to know, but may not want to hear.

Sandy Dixon, Interior Arrangements, Inc.

Selling a home and moving are among the most stressful events that people face in their lives. Leaving a home where they have lived for many years and have special memories invested can be emotionally traumatic for many. This is especially true when the sellers have not found or are not enthused about their next home.

As a Realtor, it is crucial to prepare both the home and the homeowner for the selling process. How you communicate will dramatically affect the seller's level of commitment and cooperation. The following words and phrases will help your client's transition from being homeowners to homesellers and to objectively look at their homes as a commodity for sale.

Words that work wonders…

"Living in a home and selling a house are two very, different things."
This helps the seller to understand the importance of seeing their property through the eyes of prospective buyers, who need to picture the house with their things in it, not the sellers.

"Edit"

De-clutter and eliminate distractions (collections, memorabilia, ornate accessories, etc.). Rooms with an overabundance of furnishings and decorative items will appear smaller. You want prospective buyers to see the home and not what's in it... 'clutter devours equity'!!

"Pre-pack"

In order to get a head start on packing, as well as remove excess 'stuff' from rooms, clear away what isn't used on a regular basis or that impacts the flow of the room.

"Optimize and Showcase"

Highlight the special features of the property---both inside and out. Eliminate confusing rooms by staying true to the intended function of the space.

"Neutralize"

Think of preparing a home for sale as you would prepare a car for sale…you detail it! In order for buyers to view the property as their potential home, it's necessary to remove the seller's 'imprint' by removing personal photos, trophies, souvenirs.

"Compromise and Incentives"

When faced with children or renters who may not be eager to move and can make showing the property difficult, consider 'incenting' their cooperation. For renters, you might waive half or all of their last month's rent or offer to buy them a microwave when the property sells, if they accommodate showings. When it comes to children, offer to buy a videogame, piece of sports equipment or event tickets once the property has sold, if they will keep their room tidy.

Buying a home is oftentimes as emotional decision, however when selling emotions need to be removed from the situation. If the sellers have not emotionally disconnected from their property, it can mean a longer time on the market, more difficult negotiating or even worse, no sale at all. Clearly and sensitively explaining what needs to be done to effectively market their property will help build trust and rapport with your clients, as well as positioning the property to outshine the competition.

Sandy Dixon, owner of Interior Arrangements, Inc. is a professional re-designer and real estate stager, former Realtor and trainer. Visit her website at www.interiorarrangements.com for information on upcoming seminars and workshops.

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