By Susan Brown

Susan Brown

Helping a seller get their home market-ready can be stressful.  Appearance needs to be addressed.  Collectibles are lovely, but don’t have the same meaning to a prospective buyer.  As the listing REALTOR®, you want to ask the home owner to declutter in a diplomatic way.

1. Use a Home-Stager.  We offer this service as part of our listing presentation to the sellers that are eager for suggestions.

2. The Plastic Bin Solution.  When a seller has small children at home, it is frustrating having to keep everything picked up.  Our solution is to use plastic bins for last-minute storage.  Most buyers understand that the sellers are moving, so packing containers are not that out of the ordinary.  Toss all the loose things into the bin and slide it under a bed or in a closet.

3. Creative Wording.  Sometimes the seller has photographs displayed on every available surface, as well as artwork everywhere.  You know this client enjoys their array experiences and wants to show it off.  However, it really is overdone.  To say something direct will either not be heard or will hurt feelings.  So, we use the following phraseology, “Your home is lovely but could be a little intimidating for prospective buyers.  They may not have the decorating skills or the accessories that you have, so that may make them feel they cannot buy the house because it will never look the same.”  You’re complimenting them yet stating the need for an adjustment at the same time.

Each listing is different.  What works for some won’t work for others.  REALTORS® need to fine-tune their services to create a win-win for all parties.

Susan Brown is the team lead REALTOR® at Your Texas Connection with Keller Williams Realty in Kingwood, Texas.  Visit her Web site: www.yourtexasconnection.com.