8 Super Strategies for Selling Vacant Property...
by Sandy Dixon, InteriorArrangements.com 2008
Think of a house as a theatrical stage. When it is not being used and is
void of props and scenery, it lacks interest and rarely warrants a
second glance. However, after the set designers have worked their magic,
the space comes alive and sets a ‘scene’ for the onlookers. Whether
enticing, energizing or relaxing, the ultimate goal is to elicit an
emotional reaction and connection to that particular space.
The same applies to homes that are on the market. Without furnishings,
many houses lack interest and buyers have difficulty imagining how the
space would look furnished, not to mention picturing themselves living
there. Look at home builders who have known for years how buyers
emotionally connect to model homes that have been beautifully furnished
and accessorized.
Due to job transfers, divorce, tenants vacating or a distant move, it’s
not always feasible (or economical) to keep a home furnished when it
goes on the market. Here are some simple ways to improve the
marketability of a vacant property and increase the chances of a swift
sale:
1. Curb Appeal: Buyers like to drive by prospective properties
and many won’t make an appointment to see the inside if curb appeal is
lacking. Sellers need to have a plan for keeping the lawn mowed,
shrubbery trimmed, flower beds weeded, and gutters and windows cleaned.
Also, eliminate any items left behind in the yard that are not included
with the house or that make the property appear unkempt.
2. Odors: Potential buyers are often greeted with a blast of
stale or mildew-ladened air when they enter a vacant house. Deal with
the mildew before the house is listed. Leaving the heat or air
conditioning running while the house is on the market helps to reduce
odors. It also makes the house more inviting and comfortable to be shown
when the temperatures are extreme.
3. Cleanliness: Some sellers don’t bother to clean a house before
they list it or if they do, the results don’t last if the house remains
vacant and unsold for any length of time. Dust, cobwebs and bugs tend to
take over if routine cleaning isn’t maintained. Some buyers get the
impression that a house will require repairs if it looks dirty,
cluttered or abandoned---which can dramatically impact whether they make
an offer and how much they offer.
4. Lighting: Bright, well lit rooms look bigger and create a more
inviting atmosphere. Make certain all light bulbs are working and that
light fixtures are clean. Any dated or outlandish light fixtures should
be replaced with more modern and simple fixtures. If sellers take light
fixtures with them, make sure a replacement is hung before house goes on
the market. Note: For closets, attics or crawl spaces where there is no
lighting, install battery operated light disks sold at all home
improvement stores.
5. Window Treatments: Eliminate heavy, outdated and worn
draperies and window coverings (this includes valances). Blinds and
sheers can be left if they are in good condition.
6. Confusing Rooms: Some buyer’s can’t make sense of the floor
plan in an unfurnished house. If a room’s function cannot easily be
identified, if it looks out of place or negatively impacts the flow of
the house, have a game plan ready. If the situation cannot be corrected
or minimized, consider either furnishing the space to eliminate the
confusion or write a short ‘action plan’ with remedies that buyers might
use to modify the space.
7. Dual Functioning or Multi Purpose Rooms: Many homes are being
built these days with rooms that serve dual or multi purposes. For
instance living/dining rooms; kitchen/office areas; family room/play
room/homework area. Because many buyers have difficulty envisioning a
room any other way than the way they see it, it’s important to either
show or tell them the potential uses for the room. Use area rugs to
better define the individual functions of a room---place one where the
dining room furniture would be and another where the living room
furniture would be. Print cards and display them in a prominent place
that say: “Don’t forget or did you know…this room could also be used for
a play room, computer room, library/reading room, sewing/craft room,
etc.” It is a written way to help buyers envision the possibilities of
the room(s).
8. Vignettes or PPP’s (Places to Ponder the Potential): It’s
often hard for buyers to get a feel for the size of a room when it is
vacant. Furniture provides a gauge. If completely furnishing a room is
out of the question, consider either adding a few essential pieces for
instance, a queen or king size bed in a master bedroom that might appear
too small to accommodate. Better yet (and more economical), create
a‘vignette'…a mini scene…a cozy seating and conversation grouping. The
ingredients could be as simple as one or two chairs, a small table,
lamp, a touch of silk greenery. Pull it all together to create a scene
or snapshot of what the room might look like. Buyers often like to sit
down in a home they are considering buying to get a sense of how’d
they’d feel living there. Creating a simple vignette facing a dynamic
view, in front of a fireplace or in a room that oozes charm and comfort,
could be the deciding factor.
A well planned strategy for selling vacant properties is imperative in
all markets---sluggish or hot. Creating an inviting environment may not
require adding furniture or accessories, but it does require a keen
assessment of the house as to the best way to get prospective buyers to
emotionally connect and picture themselves living there.
Don’t let your vacant listings leave buyers
feeling empty. Set the stage and you’ll get them sold!
Sandy Dixon, owner of Interior Arrangements, Inc. is a Professional Real
Estate Stager and former Realtor. In addition to her redesign services,
she offers training workshops, business coaching and speaking
engagements nationwide. WB2 Television recently did a 2-part series on
one of Sandy’s Staging projects and she is frequently featured in
industry and real estate publications. Sandy can be reached at toll free
1.877.674.8667 or visit her website at
www.interiorarrangements.com.
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