Make yourself at home

Selling a home can be challenging as potential buyers are not easy to please. If you are looking to sell and open up your house for scrutiny by eagle-eyed customers, it pays to be prepared.

Property agents have shared some tricks of the trade with The Edge Property on how to make the buyer’s visit more comfortable and raise your chances of closing the deal.

One easy thing to do, property agents say, is to open all the doors and windows to allow more ventilation and sunlight into the home, which helps the home look brighter and homely (see also, complete list of tips below).
 
However, on a hot and humid day, turn on all the air conditioners, fans and lights to show they are in good working condition.

Then put on some music. Cornerstone Realty senior team leader Wong Yau Long says that a home could be more attractive to buyers with some music because it sets them at ease — with the right kind of music, of course.

“If you want to make the house more homely and soothing, you can turn on some soft [piano] music,” he tells The Edge Property.

There are some things that should be taken care of way before the house is open for viewing, for instance, when the property needs a new paint job. “When repainting, use a light neutral colour such as beige to make the home look brighter,” says Wong. However, minor retouching works over small stains on walls can be done by using paint of a similar colour.

He emphasises that it is important for the seller to fix roof and pipe leakages, broken lights, plumbing and others. Otherwise, these will deter potential homebuyers.





“If they come in and see the house dirty, holes everywhere, leaking taps, light bulbs not working and untidy, then the chance that they would buy is very low.

“We want to make sure that when they come in, the house feels very comfortable, like a home,” he says.

It also helps to replace table cloths and curtains with fresh ones, or even place fresh flowers and nice paintings on the wall for decoration on viewing day.

Universal Properties team leader A Ganesan tells The Edge Property that cleanliness is important to potential buyers.

“Ensure the house is clean and presentable. Switch on the lights, air the house by opening doors and windows. Light up a fragrant scent and turn on some light music. If the house comes with a water feature, turn it on too,” Ganesan says.

He adds that potential homebuyers tend to buy a house based on their emotions.

“Buyers usually pay attention to the good features and the condition of the house. Sometimes, they may express concern over a remodelling or renovation done on the house while some people will look at the feng shui or vastu aspects of the house. In conclusion, buyers are more receptive to the emotions evoked or the good feeling they get from the house and its surroundings.”

Real Estate Finders (MY) Sdn Bhd business development director Patrick Low says cleaning or fixing less-seen items such as kitchen cabinets is necessary as well.

“We make sure that if we have kitchen cabinets, we [open] them all to let the owners have a look. For most old houses, the kitchen cabinets are dirty. If possible, we would ask the owner to [clean and] repair them,” he says, adding that customers won’t mind paying a little more for property they feel comfortable in.

He notes that on a windy day, slamming doors could startle potential buyers. He suggests installing or placing rubber stoppers to prevent this from happening.

If you’re an agent, Low says meeting the homeowner at the house may increase the chance of selling it. He says it will help the potential buyer feel at ease and understand why the owner has decided to sell the home.

“Everyone is looking for a good shelter; the feeling of being at home is important. Let the buyer sit back and view the home and don’t hard sell the property. Just treat your client as [your] friend and as an intelligent prospect, [and they will] come back to you,” says Low.

Do these to help seal the deal

1. Open all doors and windows to allow more ventilation and sunlight
2. Turn on all air conditioners, fans and lights to show they are in working condition
3. Turn on soft music to set a comfortable mood
4. Turn on water features, if any
5. Replace old table cloths and curtains if necessary
6. Repaint walls with neutral colours  
7. Touch-up stains with paint of the same colour
8. Place flowers and hang paintings as decoration
9. Fix roof and pipe leakages
10. Fix broken doors, cabinets and cracks
11. Clean and tidy the house, including cabinets and wardrobes
12. Use fragrant incense, perfume or air purifiers
13. Install rubber door stoppers where necessary
14. Meet the homeowner to understand why the owner wants to sell the home
15. Never, ever hard sell the property

This article first appeared in The Edge Property pullout, on July 24, 2015.