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1. The Estate Agent
• When choosing an estate agent, talk to friends who have sold recently and count the For Sale and Sold boards in your area to find out which agents have the highest success rate.
• Get valuations from two or three estate agents. But, don’t choose an agent simply because he has given you the highest valuation, unless you are sure the price is realistic.
2. The Price
• Do some research into the prices being asked - and paid - for similar properties in your area. Check with estate agents and look in the local paper. If you want a quick sale, ask for less.
• Like all prices, house prices are determined by the law of supply and demand - the greater the demand, the higher the price. The worst times for demand tend to be November and December with Christmas looming, and August when holidays are at their most popular.
3. Providing Details
• Ensure that the photographs of the property are colour and picture it in sunlight - ideally in summer. Provide interior as well as exterior shots.
• Make sure that the estate agent’s description is correct. They are now legally obliged to give the right details but you had better check - particularly the dimensions given for rooms. Make sure that special features such as French windows, walk-in wardrobes and wall cavity insulation are given proper mention.
• Provide a list of answers to the questions viewers are likely to ask, such what shops and supermarkets are nearby, the standard of local schools, what public transport is available.
4. Making the Most of your Home
• Restrain from the temptation to totally redecorate, it could arouse suspicion. Moreover, you are unlikely to recoup the cost of installing a brand new bathroom suite or fitted kitchen when you sell.
• Tidy the garden, particularly at the front of your home as this will have a huge bearing on the viewers’ first impression as they draw up to the property. Window boxes can break up bare lines, add colour, and are fairly inexpensive
• Pay attention to detail. Fix faulty door latches and squeaky hinges. Make sure that windows do not stick. Mend guttering and fix loose roof tiles.
• While a fully-furnished home with a lived-in feel is more appealing than an empty one, avoid letting the place appear cramped or cluttered. Identify and remove a few unnecessary pieces of furniture and rooms can appear considerably more spacious.
• Traditionally viewers pay most attention to the bathroom and kitchen, so pay special attention to making these appear bright and clean
• Treat any serious problem such as damp or dry rot before you put the house on the market. If, for any reason, you are unable to do so, do not try to hide their existence from viewers, as they will simply be uncovered at a later date when the property is surveyed.
5. Showing the Property
• Create a pleasant atmosphere. Vases of newly-cut flowers can give a fresh feel, while gentle music on the stereo can put buyers at their ease
• We all know about introducing homely smells such as freshly baked bread or newly brewed coffee when showing off your home - but be careful that they do not become overpowering. Avoid using strong, synthetic air conditioners; viewers may suspect you are trying to mask other odours such as damp or drains
• In the summer, open windows, and in the winter turn up the heating to make the place cosy
• Have bills to hand to show buyers what they can expect to pay for gas and electricity. Have other facts to hand, such as whether the property carries a National House Building Council ten-year guarantee, or if there are any damp-proofing or timber treatment guarantees.
• Make clear what carpets, curtains and/or electrical appliances are to be left.
• Do not hover behind viewers while they look around, but let them inspect things on their own at their own pace.
• Answer questions openly and honestly. If the buyer believes you will be a friendly and co-operative person to do business with, the more likely they are to put in an offer.
6. Arrange a HIP
All sellers must provide potential buyers with a Home Information Pack (HIP) in order to help them make their mind up about the property. The HIP comprises a set of documents providing key information about the property on the market, such as planning permission, boundary ownership and energy efficiency. Some documents are compulsory and others optional. For instance, while the searches and the Energy Performance Certificate are compulsory, a Home Condition Report giving details on the condition of the property can be included but is optional.
You can arrange the HIP through your estate agent, conveyancer or mortgage adviser so shop around for the best price. It must be in place before you put your property on the market.
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