Make your home appealing to holiday buyers

If you’ve decided to sell your home, the most important thing you can do is make your home look welcoming by creating a series of impressions that not only set your home apart from other homes on the market, but will build an emotional connection that appeals to the psychological needs of the buyers. And there’s no better time to dress up your home than the holiday months (November and December) when savvy buyers typically face less house-hunting competition during the time of the year when retail sales peak.

According to research done by Proctor & Gamble, 69 percent of buyers surveyed listed location as the most important characteristic they are looking for. No surprise there. Curb appeal (12 percent), a “homey” interior (10 percent) and size (9 percent) ranked two through four in buyer preference. In other words, 78 percent of what buyers are looking for (location and home size) are predetermined and pretty much out of your control.

That leaves a very important 22 percent of things buyers are looking for, exterior and interior appearance and livability, solely in your hands. Both can be accomplished at minimal cost and more often than not will be the key to taking your home from “for sale” to “sold.”

Since you don’t get a second chance to make a good first impression, curb appeal is key to getting buyers out of their cars and inviting them inside. A fresh coat of paint, a well-manicured lawn and vibrant garden, a well-lit entry, and an uncluttered yard will create a very positive visual appeal. So will some colorful, festive holiday decor. Also, take care of any needed repairs so your home looks ready to move into. Buyers will often shy away from a home that needs work.

To create an appealing, “homey” interior and make your home look well cared for, clean, de-clutter and eliminate any odors. To make rooms feel larger and help buyers visualize what spaces will look like with their belongings, add a fresh coat of paint, preferably in neutral colors, open curtains and blinds for maximum natural light, and remove and store clutter such as extra furniture, knick-knacks and other personal items. Also consider replacing worn carpet, refinishing worn hardwood floors, and replacing cracked tile if it is in your budget. All can be a great return on your investment.

Since the kitchen is considered by many to be the heart of the home, create an added wow factor and visual memory point by updating appliances and remodeling with subtle touches like new cabinet hardware and stylish light fixtures to create a warm and inviting environment. You don’t have to break the bank to make these changes, but they will enhance your home’s market value. And by adding some decorative touches for the holidays you will make your home even more inviting.

By following these guidelines, prospective buyers will not only imagine living in your home, they will want to.

Scott Hillman is president of Fannie Hillman + Associates, a 32-year-old Winter Park-based real estate company specializing in residential real estate sales. He can be reached at 407-644-1234 or [email protected]