BRENDA KIELBRATOWSKI, REALTOR® - Selling with Confidence: Your Halifax Home Selling Guide to Top Dollar

Selling with Confidence: Your Halifax Home Selling Guide to Top Dollar

Selling with Confidence: Your Halifax Home Selling ax Home Selling Guide to Top Dollar op Dollar

BRENDA KIELBRATOWSKI, WSKI, REALTOR®

Table Of Contents

Introduction

Deciding to Sell

Emotions in Real Estate

Creating Curb Appeal

Ready, set, sell! Prepping your Home for the Market

Upgrading with ROI in Mind

From cluttered to coveted: Transform your home for the market 40

Marketing your Home for Sale & Pricing it Right 52

Common Seller Mistakes

10. Finding a Buyer

11. Handling Showings

12. Be a Power Negotiator

13. Dos and Don'ts of Negotiations

102

14. Bargaining Chips

108

15. Choosing the Right Agent

116

About Brenda K

Brenda Kielbratowski is a top-producing Realtor ® in the vibrant city of Halifax, Nova Scotia . Brenda is proud to lead a dynamic group of agents at Brenda K’s Halifax Home Selling Group. Brenda prides herself on her commitment to customer service and excels in buying and/or selling real estate on your behalf. We work with you to truly understand your needs and the unique challenges that come with buying or selling a home. Brenda K's Halifax Home Selling Group brings almost forty-five years of combined real estate experience and consistently strives to empower and support each other. We continually strive to be at the forefront of real estate buying and selling services in any market. Her marketing, negotiating and customer service skills were honed while she was a key player in a family business for over twenty years. Her role as corporate sales, marketing and branding of their well known meat products (Chris Brothers) was instrumental in building her real estate business. Over the past twelve years she has worked her skills diligently and the ‘Brenda K’ brand has become synonymous with real estate in the Halifax area. It’s very important to her to consistently offer real estate information through various media outlets and she's proud to be a strong voice in our industry. After seven years hosting Real Estate with Brenda K on Eastlink TV, Brenda has moved to the digital and social media world. Halifax Real Estate with Brenda K, her channel on YouTube, consistently offers information on anything and everything real estate related with her Frenchie, Miss Frankie. Brenda invites experts in the real estate and related industries and adds her own spin of experiences, challenges and triumphs for entertaining informative videos. Our team is also very present

on everything from Facebook, Instagram, LinkedIn TikTok, Twitter, Google Business and everything in between! She prides herself on her services being 100% committed to what is best for her clients, working in a relaxed, well informed atmosphere. Real estate buying and selling can be very intimidating; Brenda and her team, using their market knowledge, educating her clients, and her patience/ understanding makes her client’s buying or selling journey as pleasant and uncomplicated as possible. “REAL ESTATE IS A J TE IS A JOURNEY AND WE ARE HERE T Y AND WE ARE HERE TO NAVIGATE THE J TE THE JOURNEY WITH YOU”

CHAPTER 1 Introduction

Your home is likely your single largest asset, and deciding to sell it is a big decision - perhaps the biggest financial one of your life. If you are thinking about selling your home, read this guide and save yourself tons of time, aggravation and keep a lot more money in your pocket. I’ve endeavoured to keep this guide as short as possible, while still conveying a full and detailed breadth of knowledge. Most homeowners decide to sell about once every six to nine years. For over fifteen years I have had the privilege of assisting many families with listing and selling their home. In this guide we will take a detailed look at the following: 1. In the first chapters we will examine the emotional process involved in selling and how to prepare yourself. 2. In the following chapters we will look at the crucial factors to getting your home SOLD! 3. In the later chapters we will look at how to hire the right agent, handle showings, work with offers and get your home successfully closed and SOLD! If you have any real estate related questions or wish to set up a free, no obligation consultation, I am available! Please do not hesitate to contact me!

Cheers to Your Success,

Brenda Kielbratowski, Realtor® Brenda K's Halifax Home Selling Group

Direct: 902-471-8497 Email: brendak@brendak.ca Website: www.brendak.ca

CHAPTER 2 Deciding to Sell Real Estate is more than just “doing a deal!”

I look at real estate as more than just buying or selling a house. It most often signifies a major milestone in our lives. We are looking for our first home as a young couple, children come along and more space is needed, a divorce or death of a partner, empty nesters not needing 3000 sq. ft. anymore, and lastly when our age and health necessitates a move.

Sellers choose to invite us into their lives for the duration of the selling process. The time frame can range from several weeks to several months, to even up to a year. During this time a relationship of trust, guidance, and at times emotional support, is part of the realtor/client relationship.

Real estate is a journey and as your real estate professional we are here to navigate that journey with you, and at times, on your behalf.

MAKING THE DECISION

Let’s take a look at some of the reasons in more detail: 1) family-related, 2) work-related, and 3) housing related. If a homeowner receives a job transfer, gets a new job or simply 4

finds the daily commute unbearable, he/she will often make the decision to sell and purchase a property closer to his or her workplace. Other common reasons for relocating include 1) being closer to family, 2) the desire to live in a different neighbourhood, 3) better home amenities, 4) a growing (or shrinking) family, 5) personal hardship, death or divorce, 6) getting the kids into a better school system, or 7) simply the desire to upsize or downsize.

For those facing a hardship; the most common hardships include:

1. Loss of income 2. Increased expenses 3. Medical problems 4. Divorce/Dissolved relationship 5. Death in the family

CHAPTER 3 Emotions in Real Estate

EMOTIONAL CHALLENGES

In my real estate practice I have observed that most homeowners greatly underestimate the emotional challenges involved in the selling process (especially if you are selling out of need versus desire). In fact, compared to buying a home, selling can be a downright emotionally draining process. For those selling out of necessity or hardship the emotional toll can be even greater.

The emotional challenges to selling are many. First you have to get your home ready to sell. Doing small fixes that you never got around to and spending money on a home you will no longer own can be daunting. Then you have to deal with the whole selling process - working with an agent, setting the price, having your

home ‘show-ready’ at all times, negotiating the sale, etc. And to top it all off, you still have to pack up your entire house and relocate your family. Whew! Having second thoughts? I firmly believe that in order for you to avoid disappointment during the selling process we must set the right expectations. Just like an athlete preparing for a marathon, you must be mentally prepared for the challenges that lie ahead. Remember this is a journey we must get ready for. Trust me; by preparing yourself mentally, you will arrive on the other side with as little 6

stress as possible.

My real estate services are built on using the right systems while partnering with the right people. Therefore, my job is to make my client’s journey through the selling process as painless and stress-free as possible. Our systems are designed to get you the highest price for your home in the shortest amount of time. Over the years I have come to realize that most folks are sane and rational. Thus, if I can provide them with the right information, they can make the right decisions for their family. I don’t spend time trying to convince my clients to sell. Armed with the right information my clients know whether it is in their best interest to sell now, wait, or in some cases, I advise them that it is not a good time to sell and we make a plan for the future.

For me, it is always most helpful to understand my client’s motivation for selling, and to educate them on the selling process (what we offer to successfully sell your home), and let them make an informed decision with no pressure.

Five Tips to Mentally Prepare for Selling Your Home

As the old proverb goes, “Hope for the best and prepare for the worst” . Here are five tips that I share with my clients. These are strategies that I have personally found helpful to me when I am mentally preparing for a challenge.

1. Take it one step at a time - Yep, this can be tough to do if you are selling out of necessity; the whole selling ordeal in any market can be overwhelming with staging, social media, videos. How will I ever get the house ready for this! Take it one step at a time setting realistic time lines that don’t cause undue stress. Ask friends and family for help, and share memories and stories while decluttering to make it more enjoyable. 2. Let your realtor guide you – Friends and family love to give out real estate advice, the good, the bad and the ugly. I’ve seen this cause tremendous mental stress. Thank them, appreciate their advice and let your real estate professional guide you.

3. Visualize the final outcome - If you are moving by choice, spend some time seeing yourself and your family in your next home (after the dust has settled). If you are moving out of necessity, realize that there is light at the end of the tunnel and see yourself in that better light

4. Be Realistic – Rome wasn’t built in a day. Taking the time to prepare your home and yourself for selling takes time. Today’s buyers shop online with their eyes first so don’t be hard on yourself if it takes a little longer to get ‘show ready’. 5. Work on Mindset – To you, your home is ‘your home’; everything you’ve done has an emotional and financial tag to it. During the selling process your home becomes ‘a house’ in a market with many houses for sale. Buyers will not see your home with the same set of eyes you do. Their comments and feedback are not personal. Often times buyers are looking for a deal and low offers are not a personal slight, it’s just “Joe Blow” buyer looking for a deal. Easier said than done, I know and we’ll

help with that.

Ready to begin your home selling journey? Let’s get started!

After selling numerous homes, I have observed that the three most important factors to selling your home are:

1. Marketing 2. Price 3. Condition

I will work with you to ensure that we have all of these key elements going for us in order to get your home SOLD for the highest price in the shortest amount of time Let’s take a closer look at these elements in the following chapters.

CHAPTER 4 Creating Curb Appeal b Appeal

Someone once said, “a stunning first impression is not the same thing as love at first sight. But surely it is an invitation to consider the matter.” This could not be truer than in selling a home! First impressions matter. Sometimes they are everything!

Nothing sets the tone of a relationship or encourages a transaction more than first impressions. So, always consider what a potential home buyer may think as he or she drives up to your property for the very first time. Think of “curb appeal” as the home seller’s shop window. Like picking a lunch place on a busy avenue in a tourist spot, it’s either the outside presentation, or a particular feature that brings in the customers. You do not have a lot of time to establish a curb appeal relationship with a prospective home buyer. Whether cruising the web to view online photos from across the country, or cruising by your home in the family SUV on a Sunday afternoon outing, home shoppers will make up their mind in six seconds if they want to continue to view the home! “We buy ugly houses” is a sign we often see nailed to electric poles. Rehabbers look for ugly houses so that they can pay the 12

least amount possible; home buyers looking for a deal — not a “basement bargain” — do not want an unattractive home. Creating curb appeal is essential to attracting interest in your home. How your home looks from the road is so persuasive that a well-prepared house may catch the attention of buyers who did not find the written description particularly compelling. Likewise, a neglected house can cause a buyer previously excited by the description to cruise right on by. Try this. Go out into your street and look — I mean really look — at your home, and see if you can spot any imperfections. Is it appealing, pristine, and well-kept, or are their necessary repairs that you have been putting off? After you’ve lived in a home for a long while, you’re not likely to examine it objectively. Listen to suggestions from real estate experts, your friends and/ or potential home buyers about how you can make your house show better. Then, take a drive around your neighbourhood and surrounding area and see which homes for sale appeal to you and note why. Well- tended houses with trimmed bushes, groomed lawns, attractive landscaping, and a “grand entrance” (discussed shortly) will be more impressive than homes with an unkempt walkway, uncut grass, and a paint-peeling front door.

The outside appearance of a property needs to be an invitation to come inside. Potential home buyers are drawn to welcoming entries and uncluttered yards. They are unlikely to be attracted to a home with dead shrubbery and a weather-worn exterior. It is no stretch to think a buyer will believe the home is neglected on the inside as well.

Look at your home as a prospective buyer would. Drive up to the curb and take inventory of everything that needs attention. Low- cost investments like power washing the house and concrete, repainting trim, and adding landscaping give your house more curb appeal. Simple improvements like weeding, trimming, and window washing can improve the appearance of a home with little to no expense. Repair and repainting are costlier, but often reflect positively in time-to-sell or sale price. The goal here is to get more money for your home. Home buyers generally aren’t interested in a home that needs work, unless you want to sell below market value. Look around your yard, and make a written list of everything that could be improved: • Shrubs trimmed, flower gardens tended, walkways tidy, and beds weeded • No trash, trash cans, lawn clippings, branches, or general mess in the yard • All outside fixtures and components (door and yard lights, garage door, porch rails); functioning properly and looking their best • Outdoor features, such as patio furniture or the deck, updated with staining or painting Make all major and minor improvements to update the exterior of your property. There might be a long list of things to do. It takes hard work to get a home ready to sell. Anyone can put a house on the market, but not everyone sells quickly or with great profits. Then, await the prospective buyers who will be drawn to the inside of your home when they see how beautiful it is from your curb! 14

CREATING A GRAND ENTR AND ENTRANCE

As I mentioned earlier, an important part of curb appeal is the home’s “grand entrance” — the portal to even the most modest house. You want to create a sense of a great place to come home to. Impressing the home shopper at the front door is a vital part of the home sale. This means more than putting out a welcome mat and potted plants. You want prospective buyers to feel welcome, safe, and secure when they open the door. The doorknob is the first point-of-touch on a home. Security is important to home buyers. A flimsy lock or handle on the front door will make potential home buyers uncomfortable, and they may not even know why. Replace a worn or loose entry handle. Consider replacing the door handle with a heavy-duty deadbolt and knob combination. This investment of less than $100 will make your home more visibly and practically secure, and everyone wants to be secure in their home. The front door is a focal point; make it impressive. Freshen it up and add a dash of colour. Choose a paint that complements the colour of your home. Replacing a wooden door with a steel entry door is worth the cost with a 91% ROI.

SOME OTHER CONSIDERATIONS IN CREATING GREAT CURB AP T CURB APPEAL:

• Symmetry appeals to the eye and is easy to accomplish. Lopsided landscaping or unevenly trimmed bushes will detract from the curb appeal; the overall appearance of the home needs balance. • Use outdoor lighting to add to landscaping appeal as well

as a perceived safety feature. • Use flower boxes and raised flower beds to add instant colour. This is an easy, inexpensive way to enhance curb appeal. • Spruce up the landscaping. Eliminating weeds and adding fresh mulch can really make a difference and shows homeowner care and maintenance. • Consider enhancing architectural appeal by adding molding to the tops and sides of the doorway or around windows. • Keep shutters and trim in excellent shape. Repainting them adds to the attractiveness. Fence gates, arbors, and fencing panels should be fresh and clean. • Clean downspouts and gutters. Repaint or touch up to eliminate rust spots. • Ensure the walkway to the front door is clear and approachable. Stacked hoses and unruly landscaping interfere with home shoppers walking up and diminish the inviting look. • Try a fresh coat of exterior paint; faded or chipping paint, siding, or trim will always detract from curb appeal. If exterior paint is good, ensure door and window trim are, too. This simple upgrade is well worth the cost. • Power washing the house, walkways, and driveway can be almost as effective as repainting, at a much lower cost. Power washers are easily rented from hardware stores. • Adding some stone or stone veneer to the face of the home is an inexpensive way to instantly update your home, if it complements the design. • Add a “smart” doorbell. Most home doorbells are outdated or not working, so if you invest around $150 to

$250 in a doorbell equipped with a camera and speaker, you will gain the approval of home shoppers who are looking for security measures. Curb appeal is one of the most essential elements in selling your home quickly and successfully. You can create interest in your home before buyers even step out of the car, even if they didn’t think they were looking for a home like yours. If you put money into cleaning up the outside of your home, buyers will be far more likely to want to see the inside. Your home’s curb appeal draws buyers in, maintains their interest, and sets your home apart from the competition. Remember that unless you are willing to lower your home’s price well below market value, prospective home buyers typically won’t want to take on a major renovation project.

CHAPTER 5 Ready, set, sell! Prepping your Home for the Market

While cleaning, painting and minor repairs will prepare your home for sale, staging is the process of showcasing your home for sale. Staging and preparation for selling is turning your “home” into a market commodity. I like to think of it as a beauty contest. All the pretty ladies (or guys) are up on stage for the judging. We want to be the prettiest, best value and most enticing so we catch the buyer’s eye in those first three seconds. Buyers will actually disqualify themselves based on the pictures they see online.

We want to create the vision that the Avatar we have built for your home is drawn to it from the first glimpse online. We will discuss your homes' avatar later in the book.

Staging is the act of sprucing up and

setting up a home's interior to make it as visually appealing as possible to a prospective buyer. Creating an appealing home — one that potential buyers can envision themselves living in — is the best investment in the sales effort. Sellers often fail to take full advantage in this regard, as it takes considerable time and work. However, the payoff is proven. Staging is considered one of the most effective marketing strategies to increase the value of your home. This strategy is effective in any market, in any type of home property being listed. It applies equally to single-family houses, apartments, townhouses, and condos. This approach works! Agents and sellers using this tactic have a greater chance of selling the property for more money.

Staging the home will:

• Distinguish it from the competition • Attract top dollar from homebuyers • Provide a visual edge over the competition

The First Impression Counts... Make it a Positive One!

The most important single reason that a home sells is its Emotional Appeal. Over 90% of buyers in today’s market buy on emotion. Looking at your house through “buyer’s eyes” can help you prepare your home to sell for the best price in the least amount of time. When you begin preparing your home, begin outside and work your way in. Make up a “to do” list as you go along keeping in mind the importance of first impressions.

PRESENTATION

-Complimentary staging – more than decluttering, it is furniture arrangements, paint colours, the space of the room being

presented in the best way for a buyer to envision themselves living there. -Professional Photography including drones – Do you realize that some agents still take their own pictures!? We work exclusively with professional photographers and videographers that specialize in real estate photos and video only - www.BrendaK.ca Prospects can go to brendak.ca 24 hours a day and get information on all MLS listings instantly. One of my team members will call back right away and schedule a showing or answer any questions you may have. If you are just browsing real estate as many people love to do, enjoy the site. -Customized Home Booklets – We will provide a professionally designed custom home brochure with high quality photos, tailored property write-up as well as collect all the information a buyer will need to make a decision on your home when they are in your home (Utility bills, Property Taxes, Survey, Floor Plans, etc).

STAGED VS. NON-STAGED CASE STUDY & REPORT

Dear Reader,

I wanted to give you the most convincing proof possible. Many people find it hard to believe that the simple act of staging helps one home sell for more than another similar home. In my research, I looked for examples of similar houses being sold for differing amounts of money, where only one of the two houses was staged.

The clearest example I could find was in the case of these two

listings.

This development has 200 equivalent townhouses.

Every single townhouse in the neighbourhood is three storeys, with three bedrooms and three bathrooms. Every unit has the same floor plan.

I looked for two sales there, and found these:

• Townhome A sold on June 21. • Townhome B, a few doors down, sold a month earlier for $25,000 less. I visited this neighbourhood, and I am familiar with these properties. You could not find a better example of two identical properties that sold for different prices. The lots the units sit on are identical, as far as the desirableness of the location. Both units had the same kitchen plan, with the same cabinets and a tile floor. Both units had nice hardwood floors in the living room and carpeted bedrooms. Every important detail of these townhouses was identical. I studied every aspect of these sales to find what made the difference. There are two reasons one home sold for $25,000 more than the other:

• Townhome A was professionally staged, giving it a more appealing appearance. • The agent selling this home took higher-quality, more attractive photos of the home. Those two seemingly small actions made the $25,000 difference! The buyers of Townhome A made a higher offer because the agent presented the home in a more appealing, attractive way.

THE POWER OF STAGING WHEN S G WHEN SELLING A HOME

Consider these potential case studies and reports, based on real stories, regarding the power of staging (vs. not staging) your home when selling it: In general, you will find that staged homes sell for more money and more quickly than non-staged homes. According to the International Association of Home Staging Professionals (IAHSP) — which serves and educates home stagers and Realtors in North America and beyond — staged homes sell for an average of 17% higher than the asking price. For higher-priced homes in cities like Vancouver (B.C.), Toronto (Ontario), Calgary (Alberta), and Montreal (Quebec), this could amount to a significant chunk of change. The IAHSP also reports that staged homes sell within an average of 11 days, spending almost 75% less time on the market than their non-staged counterparts.

WHAT DO BUYERS WANT TO SEE?

Most home shoppers are envisioning a fresh start. If they can picture themselves living in the home, the home will be easier to

sell. This is known as “interior curb appeal,” where the eyes are drawn to inviting spaces and light, as well as to unique features. Each room needs a purpose or suggested use. The home must feel new to reflect ease of upkeep. The goal is to create a clean, simple, and contemporary feel. Painting, updating fixtures, and eliminating stained carpets and popcorn ceilings can affect the saleability of the home by 75%!

NEUTRALIZE FOR VISUAL APPEAL

The idea is to neutralize the home regarding personal taste or decoration, so buyers can easily envision the home as it would be outfitted in their taste or with their possessions, without the distractions of the seller’s taste and possessions. In staging, distractions are removed so the home shopper can imagine living in each space of the house. An effective way to achieve this is to paint all rooms in a neutral colour. A wide range of neutrals is available, from soft grays to warm beiges. Painting the interior gives newness and freshness and can make the home appear more spacious. Using the same colour in visibly adjacent rooms gives the house a seamless look and uninterrupted flow. Changing your window coverings to match the walls can also create an illusion of more space. Dark or bold wall colours can dampen interest in a home if used in large spaces; however, they can occasionally be used effectively as accent colours.

FOCUS ON FURNITURE: LESS IS MORE

In staging, a visibly inviting space is created so that the home shopper can envision or imagine life in that space. Minimization is the key. If the seller’s personal taste and style are showcased while the home is on the market, it may be a sale distraction. Preparing for moving is part and parcel of selling a home; it

might as well be done at this stage of the process, to enhance the property’s saleability. Shortly, we will examine depersonalizing the home, a key step. First, however, we must examine the concept of creating space by minimizing furniture. Buyers are attracted to homes flooded with light and roominess. They are equally put off by cramped homes filled with unnavigable spaces. Home shoppers want to walk through a house without obstacles in the way. Space and storage are high on the list of buyers’ desires, so every area of the home should feel spacious. Remove all unnecessary furniture from living spaces. Store it while the home is marketed. Closets, pantries, and storage rooms must be free of clutter and look organized. Pruning back unnecessary items can create interest by showcasing space and storage in areas such as closets, attics or basements. Furniture placement is an easy way to highlight unique house features. A grouping of chairs in front of a fireplace will draw attention to it. Avoid pushing furniture close to the walls. Reposition easy chairs into floating group spaces. Every room must be staged to show function. An empty room used for overflow of boxes, possessions, or unwanted items should be transformed into a usable, desirable space. Clean it out and create an office space with a desk and chair, or a reading room with a lamp and recliner. Exercise equipment might be arranged to feature it as a workout room. Every room should have a purpose and be user-friendly. Make your home’s traffic flow smoothly, so buyers can browse each room without effort.

EMOTIONAL CUES AL CUES

Once every room has a purpose, creating atmosphere is crucial to make the home desirable. Decorative touches of greenery, flowers, and coffee table books give life to a room. Wall art creatively hung frames rooms. A bedroom that has one bed with one pillow and blanket may make the room seem bare and lonely. By adding a table with a lamp and a rocking chair draped with a lap robe, you heighten its appeal. Be sure to add elements of the same colour, shape, or texture to unify the room. Any splashes of colour should appear in wall art or any place you want to draw attention. Learn to strike a balance between staging and living in your home. You can even seasonally decorate your home without dashing its appeal. The main goal is to keep your home clean and free of clutter that distracts would-be buyers. Even simple things can make a big impact on the final sale price of a home. You have two options for staging a home: do it yourself, or hire a professional home stager. If you are considering hiring someone, I can provide recommendations.

TO STAY OR NOT TO STAY? THAT IS THE QUESTION!

Home sellers often ask whether they should stay in their home while it is on the market, or move out. There are pros and cons to both and factors that can tip the scale to one side.

Pros of Moving Out

If the seller has engaged a real estate agent, the burden of showing a vacant home is virtually eliminated. The agent will field all calls, set appointments, and show the home. Buyers’ real estate agents are also more likely to want to show vacant homes. If agents have 20 home options and 15 are

occupied, they may well show the vacant homes out of convenience. They don’t have to call and make an appointment and can simply go over and use the lockbox. Further, the continual pressure to keep daily life from affecting the home’s pristine staging presentation is eliminated. The seller is not under constant pressure to keep the home in immaculate showing condition. If you’re someone who might struggle to keep your home in turnkey condition for showing purposes — for example, if you have young children — consider vacating before putting the home on the market.

Cons of Moving Out

A vacant home can signal that the homeowner is a “motivated seller” who needs to sell quickly. Consider this example found on an online real estate forum. A buyer saw that a home was vacant and offered $30,000 less than the asking price. The buyer was sold on the home anyway and would have paid more, but “haggling” began well below asking price because the buyer assumed the owner was desperate to sell

CHAPTER 6 Upgrading with ROI in Mind OI in Mind

Making upgrades can be as easy as replacing the handset on your front door and freshening up the paint job, or as daunting as remodeling an entire kitchen or master bath. The question always is, what home improvements give the best return on the remodelling dollar?

Return on Investment (ROI) is generally less than 100% in real estate, so the rule of thumb is “less is more.” It is frequently advised in this area that it’s better to update/remodel your home while living in it and not solely at the time it comes to sell. That way, there is more enjoyment in the improvement and less cost and time in preparing for sale. Some desirable upgrades or home improvements will not return their cost in the sale price, so it’s better for the owners to enjoy them all along. If your home is worth $375,000, and you spend $25,000 to revamp the kitchen, don’t make the mistake of assuming that the investment will increase the value, dollar for dollar. The remodel may add value to the home, but the return in dollars spent will be around 50%. Smaller upgrades, like replacing outdated fixtures in the kitchen and bath, are certainly worthwhile, but major remodelling of those rooms isn’t wise, just to sell your home. That’s not to say you can ignore necessary repairs that a home inspector would red-flag or bank would demand before issuing a loan to a buyer. If major problems, like a leaking roof or outdated 28

electrical wiring, exist, you may want to repair those before putting your home on the market, or expect to give certain concessions to the buyer.

STARTING WITH THE B G WITH THE BASICS

Every listed home should meet the basic expectations of any buyer. It should have a sound roof, functioning gutters and downspouts, foundation without cracks, functioning heating and/or air- conditioning system, solid subflooring, and safe and secure electrical wiring. With finance-mandated home inspections, any shortcomings may be required to be remedied to get buyer financing approval. It is important to understand that the market value of a home is determined by the prices of comparable homes recently sold in the area. Extensive remodelling to sell the home or to increase the value may not pay off. The property needs to be up to the standards of neighbouring homes, so while the kitchen has to be comparable to others, spending $25,000 to remodel a kitchen in an area where comparable homes recently sold for $375,000 will not increase the house’s value to $400,000. While it may be a helpful selling feature, it won’t return dollar-for-dollar value.

MECHANICAL MAINTEN CAL MAINTENANCE IS A MUS CE IS A MUST

It is easy to get wrapped up in the more eye-pleasing aspects of preparing a home to sell. However, the upkeep of all the more mundane aspects of the home cannot be overlooked.

These mechanical features require consideration:

• Electrical boxes and wiring • Natural gas lines • Plumbing

• Central heating and air-conditioning

If these components are old, outdated, or not working correctly, the home’s appeal is lowered, as is the eventual sale price. For example, most home shoppers look for—and often even expect—a fully functional HVAC system in a home. This is considered one of the most important mechanical features of a home for buyers. People want to purchase a home that reflects their aesthetic tastes and lifestyles, but also one that is safe and sound. Faulty electrical systems do not provide a feeling of safety. Leaky plumbing arouses concerns of mold infestation and sewage problems. These areas can require extensive work and they are extremely important. Overlook them in the preparation stage, and you run the risk of trouble later with inspections and appraisals. It aids the sale if professionals certify or remediate any deficiencies in the mechanical systems. Having a professional inspection for buyers to review is a big plus in marketing. • Have a certified plumber inspect the entire water system for leaks. Check the well and septic field, if applicable. • Hire an electrician to check the wiring. • Call an HVAC company and have technicians perform a thorough service checkup. • Contact the natural gas supplier and have them double- check the mechanics of your tank and lines. If you’re looking for an alternative to calling and arranging all the different inspections, certified home inspectors usually cover all items related to mechanical issues (and more). They will be able to identify possible trouble spots. Many buyers hire an inspector, so you may be saving them a major step in the sale process. 30

If you have mechanical issues and decide to sell your home “as is,” it may be necessary to negotiate with the buyer.

REPLACING APPLIANCES

New appliances undoubtedly make an impact on buyers. Many studies and surveys have shown that home buyers are very interested in purchasing a home that had new appliances, with a preference for energy efficiency and stainless steel, and would be willing to pay more for them. Potential buyers want appliances included and will pay more for them, especially if they are new or in excellent condition. Energy efficiency is also a high priority for many home buyers in Canada—particually younger buyers and first-time buyers. New appliances might be what sets a house apart from the home for sale across the street. If new appliances are out of reach, offer immaculately clean and fully functioning existing ones.

UPDATING HARDWARE

Carefully inspect your bathroom and kitchen hardware. If it is unsightly or worn, it’s best to replace it. Put yourself in a buyer’s shoes. Your home will potentially be their new home. Old, worn- out fixtures are not going to speak to them the way nice, new shiny hardware will. Unless your knobs, pulls, handles, or hinges are broken, you need not replace them. Get that fresh look simply by thoroughly washing, sanding, and painting them with spray paint made specifically for kitchen and bath hardware, making it cost- effective.

Check these hardware items closely and replace, as needed:

• Towel bars • Toilet paper holder • Door handles • Dated light fixtures

The goal is to touch up your home nicely without excessive spending. The internet has a wealth of do-it-yourself videos that can help you update your bath and kitchen if your budget is limited. If you have broken or worn- out hardware, it’s best to replace the entire set. If you can find matching pieces, you can paint the old and new to match.

LET THERE BE LIGHT!

Whether natural or artificial, bringing in light is one of the most effective ways to show off your home. Using light to enhance your home’s appeal can make a difference. Harsh light is unflattering, even to the best furnishings and features. Dim lighting gives everything in the house a dingy feel. Assessing the lighting in each area of your home will give you a quick idea where to bring in more light. Rooms with abundant windows greatly benefit from natural light, as your home will be seen during the day. Supplemental light is necessary for rooms with smaller windows or little natural light coming in. Increase the wattage of light bulbs in your lamps to improve artificial light. As a rule of thumb, there should be 100 watts for each 50 square feet of space. There are three kinds of lighting. General lighting or overhead is typically ambient. The pendant light is good for tasks like food

preparation or reading. Accent lights are usually on tables or mounted on walls. You can use all three to bring out the best your home has to offer. Key areas, such as foyers, can set the stage by impressing buyers with a dramatic light source. If you do not have an abundance of natural light coming in, a chandelier-type light works if your ceilings are high. Otherwise, wall sconces are impressive in smaller spaces. Don’t assume you need to buy new fixtures if you can update existing ones. The goal is to make sure each area of the home is effectively lit. Kitchen and bathrooms are pivotal rooms. These two areas can make or break a sale. The combination of ambient, natural, and pendant light can bring out the best in your kitchen space. Mounting track lighting underneath cabinets gives the counters a chance to shine aesthetically and functionally. Make sure the light over the sink area is sufficient and working properly. If you have a hood over the stove, install clear bulbs to ensure the brightest light. Lighting in the bathroom needs to be intense without being harsh. Soft lighting enhances any part of the house you want to highlight. Avoid harsh lighting in the bedrooms, as well. Lamps strategically placed will give the bedrooms a peaceful, restful feel. The closet light should be bright, though. One last tip: Lightly painted rooms still need sufficient light so that the room does not appear drab.

FLOORING PLAN

Although you want to avoid home shoppers looking down on your home, they will be looking down at what is under their feet.

Your home’s value can be downgraded by the buyer if your floors are in bad shape. On the flip side, if your home’s flooring is well done and in excellent condition, buyers will be more willing to pay more for it. Maximizing profit without compromising investment dollars is the goal, but if flooring and carpeting are not in salable shape, you need to take inventory. There is no point in spending money unnecessarily if the improvements do not add significant value or help the home sell quickly; however, there are options that don’t break the budget. Repairing and thoroughly cleaning the floors are the least expensive ways, so start with those. Take stock by examining all floors. Move furniture out of the way and make notes regarding condition, stains, or blemishes. Write down what needs to be replaced, cleaned, or repaired. Carpets can be steam cleaned to eliminate stains and odors. If the carpets are path-worn and dull, you can replace them easily with other kinds of flooring with a reasonable ROI, although carpeting does make a room feel cozy. Laminate floors can be cosmetically fixed with repair kits found at home improvement stores. Hardwood flooring can be easily refinished if the wood is worn or water-damaged. Seek the advice of a flooring professional because real wood floors add a level of quality to a home that laminate floors cannot match.

TIPS FOR KITCHEN AND B CHEN AND BATH

When making upgrades to kitchen and bath, be aware of what constitutes a substantial investment. The key is to consider the mass appeal for the sake of resale value. Let's say one homeowner decided to add a backsplash and more cabinet space in the kitchen and then updated the appliances and refinished the oak

flooring. Total cost was $3,000. The seller kept the price comparable to sales in the area and ended up selling for $17,000 more than the asking price because interested buyers started a bidding war! The lesson here? You don’t need to bust your budget to sell your home, but you do want to have mass appeal. Kitchens are pivotal in home appeal. Here are some suggestions of what you can do to your kitchen and bath to impress buyers without losing ROI: • Paint neutral colours. • Add a new backsplash in the kitchen. • Install new countertops if they’re dated or if you need to bring the home up to current area standards. • Add new, multifunctional kitchen faucets. • Add cabinet space or increase storage in the pantry. • Replace dated bathroom vanities. Pedestal sinks or trendy cabinet sinks have mass appeal. • Replace toilet seats — or the entire toilet, if necessary.

TWO ENERGY-SAVING UPGRADES TO LOWER UTILITY BILLS

More and more buyers are looking for homes that reduce consumption and save them money on utility expenses. Here are two options that can make your home more energy efficient. • Install an energy-saving smart thermostat (less than $300, sometimes just $200 for a good-quality one; check Nest brand thermostats) that saves on utility bills. • Install solar vents ($500-$1,000) in the attic space that help expel hot air during summer months.

MAKING A CASE FOR SPACE

When people accumulate an abundance of possessions, they need space to store it. They also want a way to clear the clutter. According to the Canadian Real Estate Association® (CREA), most home buyers would have preferred improved and greater closet space, as well as other storage options. Consider these statistics showing what buyers are looking for in a home:

• 93% wanted a laundry room • 90% wanted a bathroom linen closet • 86% wanted garage storage • 85% wanted a walk-in kitchen pantry

STORAGE IS A PLUS

Give buyers great storage, and you’ve won their hearts. If you can add new closets to your home easily, do so. Building a simple closet isn’t difficult if you are moderately handy. If you’re selling an older home, where closet space is typically minimal, this will help! If your rooms are already small, you might not want to take any square footage away from them. Existing closets can be updated to maximize the space at hand. If you don’t have the skills, or the funds to hire someone to build new space, consider investing in closet organizers to make the most of what space you have. For instance: • You can easily design your custom closet kit online with a storage solution company like ClosetMaid (you can easily find these at Canadian Tire, Lowe’s Canada, and Rona). • Your standard home superstore or hardware store often 36

has exactly what you need in an inexpensive, prefabricated form.

• Organizers won’t enlarge your closets, but maximizing vertical and horizontal space is a suitable alternative.

And don’t stop there — after all, storage isn’t restricted to closets. Storage improvement opportunities apply to all cabinets, clothes closets, linen closets, and attic and basement spaces. Make sure you organize your cabinets. The same retailers that provide closet organizers can help with this. Take a good look at your laundry room and linen closet. Adding extra shelving in these places can make a big impact. Look for any place you can provide attractive and inexpensive storage space. Make sure your improvements are tasteful, and you will benefit from increased storage solutions. Updating your home with ROI in mind is the best approach when preparing your home for sale. Look over this recent list of what buyers want in a home. Compare it to what you have in yours, and upgrade accordingly, without surpassing the price line for comparable homes in your area.

FEATURES MOST HOMEBUYERS WANT

According to a market survey conducted by the Canadian Home Builders Association (CHBA) of 12,000 home buyers across Canada, these are the top 10 assess that buyers value and look for when house hunting:

1. Walk-in closets 2. Energy-efficient appliances

3. General energy efficiency of the dwelling 4. Energy-efficient windows 5. Kitchen island 6. Large linen closets 7. Open-concept kitchen

8. Large windows 9. Two-car garage 10. Walk-in pantry

FEATURES FEWER BUYERS WANT

On the flip side, this same study by CHBA revealed the features that fewer buyers want, which include:

1. Open garage or carport 2. Laminated countertops 3. Swimming pool 4. Vinyl siding 5. Homes with a workshop 6. Game room or hobby room 7. Whirlpool bathtub 8. Exterior stucco siding 9. Outdoor hot tub 10. Outdoor fireplace

*Keep in mind these features are not guaranteed to be effective or profitable upgrades.

CHAPTER 7 From cluttered to coveted: Transform your home for the market Getting your property ready for the market begins with a truthful and honest assessment of your property’s current condition. Why is this so important? Buyers will make a decision by what they see online and we have FIVE seconds to catch their attention. If my clients will be occupying the home during the selling process, I endeavor to strike that delicate balance between homeowner comfort and stellar showcasing. In my practice, homes that are 1) marketed correctly, 2) priced properly, and 3) prepped for sale (and well staged) sell faster than all the others. Proper preparation allows us to sell your home in the least amount of time and for the most money. This winning strategy also results in the least amount of inconvenience to you, because your home will only be ‘on the market’ for a short time (often less than 30 days) before it goes under contract. Don’t worry! I never advocate spending a lot of money during this process. Unless your home is in grave disrepair, the time and money spent to get your home ready for market will be nominal.

I do stress the single most important thing you can do in the

preparation process is to de-clutter your home. Once your home is de-cluttered, the next items are cleaning and painting. These items will not cost very much or take much time, but you will be surprised by the difference doing them will make.

THE THREE D'S

DEPERSONALIZE

Staging is readying the home to show to potential buyers; you must encourage them to visualize living in the home itself, not in your home. Depersonalizing the home involves removing your personal items, such as photos, trophies, and collectibles.

Knickknacks and wall decor are also personal taste items that may distract buyers from seeing the home as theirs. It’s not personal, but not many people will appreciate your beer can collection, antique kitchen accessories, overstuffed closets, VHS/ CD/DVD/records collection, and general clutter, except you. Simplify and neutralize your home as if it were a model home because that’s exactly what it is while it’s on the market. Pack and store your treasured items out of sight. Consider monthly rented storage units until your home sells. Make your home a clean, welcoming, blank canvas, upon which any buyer can visually paint their own dreams. It should not feel like your home while you show the home.

DECLUTTER AND DISCARD

It is understandably inconvenient to live in your home without your “stuff ” — it’s like living in a hotel. However, it’s a necessary component of getting top dollar for your house. Extra furniture and items like books, magazines, CD collections, and hobby supplies add weight and visual distraction in a room. Your salt & pepper shaker collection is going to look like clutter, even if the buyer collects salt & pepper shakers. The more spacious your home appears, the more appealing it will be. Minimize as much as possible. You want the home shopper to see what your home has to offer, not guess about the potential or possibilities.

HOME REPAIRS

I strongly encourage sellers to complete any minor and cosmetic home repairs that you can afford to. These include things like broken light fixtures, replacing light bulbs, torn screens, cracked caulking, broken tiles, leaking faucets, cracked windows, loose doorknobs, etc.

While you and your family may have been perfectly content to live with these minor items, they are a red flag to prospective homebuyers. Home buyers generally suspect that homes with small items in disrepair will likely have bigger items that have not been addressed. It’s fairly easy to compile a list of things that need to be done and then pay a handyman to

complete this list of minor repairs in less than a day. I have a comprehensive list of reputable trades I can recommend to you.

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