Aubre Stacknick - SELLING SECRETS YOU CAN'T AFFORD TO MISS

SELLING SECRETS YOU CAN'T AFFORD TO MISS

Aubre Stacknick

Table Of Contents

Selling Your Home – More Than Just a Transaction

First Steps to Home Selling

Pareto's Principle The 80/20 Rule — How to Sell Smarter, Not Harder 12

The Power of First Impressions: Creating Unforgettable Curb Appeal

The Power of Staging: Elevating the Value of Your Home

Upgrading with ROI in Mind

The Three Ds

How to Market Your Home

Common Seller Mistakes

10. Learn from Other's Mistakes

11. Finding Buyers

12. Be a Power Negotiator

13. The Dos and Don'ts of Negotiating

14. Bargaining Chips

15. Why Hire an Agent?

Meet Aubre Stacknick – Y e Stacknick – Your Trusted Real Estat eal Estate Sherpa e Sherpa

With more than two decades of experience spanning real estate, construction, business, and design, Aubre Stacknick is not just a real estate agent—she’s a strategic partner and trusted guide. Known for her intuitive market insight and ability to make even the most complex transactions feel effortless, Aubre helps clients navigate every stage of buying, selling, building, and investing with clarity, confidence, and care. As a Global Real Estate Advisor, Aubre connects clients to top- tier professionals across the globe. From securing luxury estates in Europe to relocating families across the country, her extensive international network ensures every client has a world-class experience—wherever life may lead. Why Clients Choose Aubre: • Unmatched Market Insight – She doesn’t just follow trends—she predicts them. • Skilled Negotiator – Strategic, focused, and always three steps ahead. • Design & Construction Expertise – She helps clients see what others can’t. • Global Reach, Local Roots – A local expert with international influence and alliances. • Referral-Based Success – A business built on trust, relationships, and results. Originally from Nicholson, Pennsylvania, Aubre’s journey in real estate has taken her around the world for both business and education. Yet she proudly calls Pittsburgh home, serving clients across the Southside, Pittsburgh, Cranberry, Wexford, Fox

Chapel, and surrounding communities with personalized, expert guidance. Outside of real estate, Aubre is a devoted mother to adult daughters Bayley and Maeson, and grandmother to Lorelai. A lifelong animal lover, she shares her home with two dogs and a cat, and actively supports organizations such as the Alzheimer’s Association, Humane Society, and breast cancer awareness initiatives. Whether you’re buying your first home, selling a treasured property, designing your next investment, or relocating across the globe—Aubre Stacknick is the ally you want by your side.

Preface When I first entered the real estate industry, my mission was simple: to help homeowners like you avoid the common frustrations and uncertainties that often come with selling a home. Over the years, I’ve had the privilege of guiding countless clients through this journey—minimizing stress, maximizing results, and making the process as smooth and rewarding as possible. Through hands-on experience, continuous learning, and a deep understanding of market dynamics, I’ve developed proven strategies that consistently help sellers achieve top dollar for their homes in the shortest amount of time. This book is a reflection of that knowledge—compiled with one goal in mind: to empower you. Whether you’re just beginning to think about selling or already preparing to list your home, this guide is designed to give you a clear roadmap. Inside, you’ll find valuable insights, including: • Strategic tips to help you sell for more • Marketing approaches used by top-performing agents • Advice on how to make your home stand out to today’s buyers • And much more Think of this book as a resource—and a gift—from me to you. It’s here to equip you with the tools and confidence you need to make informed decisions and achieve the best possible outcome. And if, after reading it, you feel we’d make a great team, I’d be honored to meet with you and create a tailored plan to sell your home.

Here’s to a successful, seamless, and profitable home-selling

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journey.

Warm regards, Aubre Stacknick Global Real Estate Advisor

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CHAPTER 1 Selling Your Home – More Than Just a Transaction For most people, their home represents the single largest financial investment they’ll ever make. That’s why selling a home—whether it's a single-family residence, duplex, or condominium—is one of the most significant and complex transactions in a lifetime. It involves unfamiliar terminology, financial strategy, and dollar figures that are far greater than what we typically handle on a daily basis. But beyond the financials, selling a home often stirs deep emotions. After all, your home is more than just a structure—it’s where life happened. You may be thinking: Surely the place where I raised my children and built years of memories must be worth more than just its market value. While that sentiment is entirely valid, emotions can sometimes cloud judgment, especially during critical decisions like pricing and negotiation. The ultimate goal in selling your home is to attract that one buyer—the one who instantly connects with your property and is willing to pay the highest price. Achieving this requires more than just listing your home; it means crafting a compelling presentation that stands out from the competition. You need to make an unforgettable first impression—so that the moment a potential buyer walks up the front path, they don’t feel like they’re visiting someone else’s home… they feel like they’ve found their own.

Most homeowners choose not to take on this process alone. They partner with a trusted real estate professional to guide them through the journey. That said, I created this book as a resource to empower you with clarity and confidence—without the pressure of a sales pitch. My aim is to help you understand the home-selling process more deeply, make smarter decisions, and approach each step with intention. Inside, you’ll find actionable advice on how to: • Market your home strategically • Avoid common and costly missteps • Stay focused on what truly matters to buyers • Understand how presentation, pricing, and timing all work together Let this book serve as your go-to guide for selling smart. Take your time exploring each chapter—you’ll uncover the strategies that top sellers use to get better offers in less time. You’ll also gain insights into why similar homes often sell for drastically different prices. You’ll learn how to: • Accurately determine your home’s market value • Set a listing price that attracts serious buyers • Choose the right improvements for the best return on investment (ROI) • Negotiate with confidence to keep more of your equity In Part 1, we’ll explore how to prepare your home for sale—including which upgrades yield the best ROI and how the “80/20 rule” can guide your time and money investment. In Part 2, we’ll look at how to market your home effectively—highlighting the most common (and expensive) mistakes, and how to avoid them.

In Part 3, we’ll cover negotiation strategies, what to expect once an offer is made, and why working with an experienced real estate advisor can be the difference between leaving money on the table—or walking away with more than you imagined. Reading this book is the first step toward a more informed, empowered home-selling experience. Once you’ve finished, I’d be honored to meet with you to provide a Comparative Market Analysis and a customized marketing strategy that fits your lifestyle, timeline, and goals.

Let’s make your next move your best one yet.

CHAPTER 2 First Steps to Home Selling o Home Selling

Location, Location, Location.

This timeless mantra remains the single most important factor in real estate. It’s the cornerstone of pricing and a key driver behind what a buyer is willing to pay. Whether you're selling a single-family home, condominium, or duplex, understanding how location—and other variables—affects value is essential before taking your home to market.

Pricing Is Not an Exact Science

Setting the right price for your home is both an art and a science. It’s not as simple as plugging numbers into a formula. Market dynamics, buyer psychology, and property-specific features all play a role in determining what your home is worth—and more importantly, what it will sell for. Throughout this book, we’ll examine examples of homes with similar specs and locations selling for very different prices. Why? Because perceived value, market timing, and presentation often outweigh raw square footage or bedroom counts. One of the most common pitfalls sellers face is overpricing. Often driven by emotional attachment, sellers may assume their home is worth more than the market dictates. Recognizing this tendency early can save you months of frustration and missed opportunities. To properly assess your home’s value, it’s important to understand three core terms: 6

Understanding Real Estate Valuations

Market Value Market value is generally defined as the most probable price a property would sell for in a competitive and open market. It reflects what a reasonable buyer would pay to a reasonable seller, under typical conditions. This is the guiding principle for pricing your home competitively. Appraised Value An appraisal is a professional evaluation of your property’s worth at a specific point in time. Lenders rely on appraised value when determining how much to finance. It impacts your Loan- to-Value (LTV) ratio, which, if above 80%, often requires the buyer to purchase private mortgage insurance (PMI). Appraisals are conducted by licensed professionals who consider factors such as size, location, improvements, depreciation, and comparable sales. Assessed Value The assessed value is used primarily for tax purposes and is determined by your local municipality. It often differs—sometimes significantly—from the actual market or appraised value. In fact, studies show that nearly 60% of U.S. properties are assessed higher than their current market value.

So… What Is Your Home Really Worth?

Before you can sell, you must clearly understand the difference between value , worth , and price . Each stems from different influences and plays a different role in the home-selling process. Two Key Methods to Determine Your Home's Value 1. Professional Appraisal Appraisals are especially useful for gauging your home’s value from a neutral, third-party perspective. A certified appraiser conducts an in-depth property analysis, factoring in:

• Property type and style • Quality and condition of materials and construction • Upgrades and renovations • Comparable recent sales • Lot size, location, and zoning • Depreciation and age Remember, no two homes are identical. Unlike commodities like stocks or consumer goods, real estate is inherently unique—and appraisals reflect that individuality. 2. Comparative Market Analysis (CMA) s (CMA) A Comparative Market Analysis is a free service typically offered by a licensed real estate professional. It provides a detailed breakdown of: • Recently sold homes in your area (and their sale prices) • Homes currently on the market (your competition) • Pending sales and price trends • Key differences in features, size, and condition Unlike online valuation tools, a CMA offers localized, personalized insight that reflects your property’s true market position. As an experienced real estate advisor, I’m happy to provide a no-obligation CMA upon request—see the final pages of this book for details. The Next Step: Selling for More Now that you understand how home value is determined, it’s time to explore what you can do to influence your final sale price. While you can’t change your home’s location or layout overnight, you can control how it’s presented—and that makes all the difference. Your Role as the Seller Your time, effort, and investment in preparing your home for sale are among the most powerful tools you have. The condition

of your home, its cleanliness, staging, and overall presentation significantly influence buyer interest and offer quality. Sellers who present their homes in "move-in ready" condition often receive stronger offers and sell more quickly than those who don’t. This means decluttering, neutralizing decor, and ensuring every room is clean, bright, and inviting. Understanding the Market Real estate markets fluctuate. A balanced market typically means homes sell within six months. Anything faster often indicates a seller’s market—where demand outpaces supply—and may lead to multiple offers or bidding wars. A slow market can stretch average days on market to nine months or more, giving buyers the upper hand. External factors—like a major employer moving into or out of town—can shift the balance quickly, so understanding your local market is essential. Living in a Fi g in a Fishbowl: What to Expect When Showing Your Home Once your home is listed, your lifestyle may change dramatically. You’ll need to maintain a “show-ready” state at all times, which means: • Keeping every room clean and tidy • Being prepared for short-notice showings • Accommodating open houses and repeat visits • Managing phone calls, emails, and agent updates • Making time for inspections, photography, and walkthroughs The Role of Children and Pets While your family may bring life and love to your home, buyers must be able to picture their lives in the space. It’s best to minimize distractions:

• Children should be off-site during showings, if possible • Pets should be crated, removed, or out of sight • Remove pet odors, toys, litter boxes, and fur from furniture • Dishes should be done, and countertops cleared First impressions matter, and a clean, quiet space helps buyers focus on the home—not its occupants. Dealing with Buyer Traffic The more buyers who see your home, the greater your chances of selling—but not all visitors are serious. Many agents show dozens of homes to clients with no clear purchasing plan. While some showings are productive, others may be time-consuming with little return. That’s why strategic marketing, pre-qualification, and experienced guidance matter. By filtering out low-interest visitors and focusing on truly motivated buyers, your time and energy are preserved for the showings that matter most. Key Takeaway: Preparation Drives Results Selling your home for the best possible price, in the shortest amount of time, starts with preparation, positioning, and partnering with the right professionals. A properly priced, beautifully presented home creates instant interest and emotional connection. In the next chapter, we’ll dive deeper into how to prepare your home for sale—what to fix, what to feature, and what to avoid—so you can stand out from the competition and attract serious buyers from the start.

CHAPTER 3 Pareto's Principle The 80/20 Rule — How to Sell Smart o Sell Smarter, Not Har , Not Harder

The Pareto Principle—often called the 80/20 Rule—is a powerful concept that applies across nearly every industry, including real estate. First observed by Italian economist Vilfredo Pareto in 1906, the principle states that roughly 80% of results come from 20% of actions. Pareto noticed, for instance, that 20% of his pea plants produced 80% of the healthy pods. He later observed that 80% of Italy’s land was owned by 20% of the population. This principle of unequal distribution appears consistently: • 20% of salespeople generate 80% of

sales • 20% of clients contribute 80% of profits • 20% of software bugs cause 80% of crashes • 20% of patients account for 80% of healthcare costs In real estate, this rule offers sellers a distinct advantage when applied wisely. Applying the 80/20 Rule to Home Selling In the home-selling process, the 80/20 Rule reminds us that the

majority of buyer interest is often sparked by a small number of standout features. That means you don’t need to convince a buyer to love every inch of your home—you need to spotlight the 20% that makes it truly memorable. Yes, buyers will evaluate the entire property. But it’s usually one or two defining features that create an emotional connection and ultimately drive a strong offer. The key is to identify, enhance, and highlight those unique features in your marketing and showings. Your Home’s 20%: What Makes It Special? Buyers are rarely drawn to features that are common to all homes—such as having a kitchen or a bathroom. They fall in love with what sets your home apart . Consider these real-life stories: The Buyer’s Perspective Vince and Sue had been searching for a coastal property for nearly a year. Many homes had partial ocean views, but none felt quite right—until they walked into an older home just steps from the shore. Outdated finishes and a weathered exterior almost caused them to dismiss it—until Vince stepped onto the third-floor balcony. From that vantage point, he saw a sweeping ocean view and knew instantly: this was the one. That singular moment—the view—became the deciding factor. The 20% that mattered most outweighed all other imperfections. The Seller’s Perspective Cam and Kate listed their home, concerned that the unpaved access road might turn buyers away. But they focused on what they could control—fresh paint, new carpeting, and highlighting the property's natural beauty. Surrounded by 1.8 acres of pastures and old-growth trees, the home had a serene, country feel. One buyer, comparing it to a similar house on a busy road, chose Cam and Kate’s property because of its privacy and natural setting.

Again, a unique feature—peaceful seclusion—became the driving force behind the sale. Location as a Differentiator Sometimes, it’s not about what’s inside the home—it’s what’s around it. A townhouse backing onto a wooded area sold for more than units facing the parking lot. Another home, situated next to a shared green space that only a handful of homes bordered, sold quickly and at a premium. Even without a large yard, one seller marketed the view of a tranquil lake and fountain just outside the back windows. That simple distinction resulted in a faster sale and stronger offer. These examples reinforce an important truth: buyers pay a premium for perceived lifestyle value. A shaded patio, an unobstructed sunset view, or a sense of privacy can mean more than square footage or brand-new appliances. Spotlighting the Right Features Once you identify your home’s standout features, make them the center of your marketing strategy: • Showcase them in your listing photos • Highlight them in the description • Lead buyers to them during showings Don’t waste energy explaining how a storage room could become a bathroom. Instead, show the large fenced yard to the buyer with dogs. If your kitchen isn’t state-of-the-art, but you have an expansive back deck with sunset views—let that be your selling story. Here are examples of features that can set your home apart: • Elevated lots with scenic views

• Wildlife or open space at the property’s edge • Custom patios, fire pits, or outdoor living areas • Homes on cul-de-sacs or corner lots

• Fenced yards or large, shaded backyards • Unique architectural details or natural materials • Finished basements, oversized garages, or attics • Privacy features like tree lines or no rear neighbors More Targeted Marketing = Less Time Wasted By leaning into the 80/20 principle, you reduce the time spent on showings to unqualified or uninterested buyers. Instead, your marketing will attract motivated buyers who are specifically looking for what your home offers.

That means:

• Fewer showings, but better ones • Higher-quality offers • Less time on the market

Remember: your job isn’t to appeal to every buyer—it’s to find the right one. And that buyer is searching for the one feature

your home might already have. The 80/20 Rule in Real Time

Here’s another example that shows how this principle plays out: A buyer spent the entire day touring homes with a real estate agent. Nothing stood out. The homes shared similar layouts, finishes, and prices. As the sun set, the agent suggested one last property. The exterior was dated. The yard needed work. But inside, the living room opened up to a floor-to-ceiling window with a sweeping view of the hills—and the sun setting below the treeline. That view—the 20% that truly mattered—led the buyer to make a full-price offer on the spot. In another case, a beautiful new construction home sat unsold for over seven months. It was custom-built and competitively priced—but it blended in with other listings in the area. A new agent was brought in and quickly realized the property sat on a five-acre lot, while others had only one or two. That was the

difference. Marketing focused on the expansive land and privacy, not just the house. Interest surged, and the home sold shortly after. Your Unique Advantage Buyers don’t fall in love with average—they fall in love with something different . The 80/20 Rule reminds us to identify that something and shine a spotlight on it. Whether it’s a serene view, a private yard, or a charming architectural detail, don’t just mention it—make it your selling feature. In the next chapter, we’ll dive into how to prepare your home for market, step-by-step. You’ll learn what to fix, what to highlight, and how to make your property irresistible—especially in those crucial first impressions.

CHAPTER 4 The Power of First Impr er of First Impressions: essions: Creating Unforgettable C gettable 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.” That sentiment could not be more true when it comes to selling a home. First impressions matter—sometimes, they’re everything.

The way your home looks the moment a prospective buyer pulls up to the curb sets the tone for everything that follows. Whether they’re scrolling through listing photos online or cruising by in their SUV on a Sunday afternoon, buyers will make a snap decision about your home in seconds. Think of curb appeal as your home’s storefront. Like choosing where to eat lunch while strolling down a busy tourist avenue, people are drawn to what looks inviting—either the overall appearance (curb appeal) or a specific feature they desire. But either way, they have to want to stop . If the outside doesn’t catch their eye, the inside may never get a chance. You don’t get a second chance to make a first impression. That’s why creating strong curb appeal is essential—it draws interest, builds desire, and brings buyers through your front door. 18

Why Curb Appeal Is Critical You’ve likely seen those “We Buy Ugly Houses” signs nailed to telephone poles. Flippers and investors want unattractive homes because they can buy low. But retail homebuyers—those looking for their primary residence—aren’t interested in projects. They want a home that feels inviting, well cared for, and move-in ready. In fact, your home’s exterior appearance can be so persuasive that buyers who weren’t initially captivated by the listing description may be convinced to stop for a showing just by the look of your yard and entryway. Conversely, a neglected or worn exterior might cause a once-interested buyer to keep driving. Try this exercise: step out to the street and take a long, honest look at your home. Is it pristine and welcoming? Or are there obvious repairs or updates you’ve been meaning to tackle? After living in a home for years, it’s easy to become blind to its flaws. That’s why listening to your real estate agent, friends, or even early buyers is so important. Next, take a drive around your neighborhood and notice which homes make a great impression and why. Houses with neat landscaping, trimmed hedges, freshly mulched beds, and a welcoming front entrance consistently stand out over those with chipped paint, overgrown shrubs, or neglected walkways. Remember: the outside is your invitation. Buyers will only be motivated to tour the interior if the exterior makes them feel welcome, safe, and excited. Simple Improvements with Big Impact You don’t have to break the bank to make a big impact. Many curb appeal upgrades are affordable—and some cost next to nothing. Here’s a checklist to guide your efforts:

• Trim shrubs and trees, weed garden beds, and refresh landscaping • Remove yard clutter: trash bins, lawn clippings, fallen branches, and toys • Ensure outdoor fixtures (lights, garage doors, porch railings) are functional and clean • Power wash siding, sidewalks, porches, and driveways • Repaint trim and shutters if faded or chipped • Reseed lawn patches and edge walkways • Add pops of color with flower boxes, planters, or seasonal blooms • Update or repaint your mailbox if it looks dated These small efforts can lead to big returns. And if your home does need more substantial updates—like new paint, siding, or exterior doors—those investments typically show up in the final sale price. Designing a Grand Entrance An often-overlooked part of curb appeal is the “grand entrance.” Even modest homes can have entrances that feel upscale, warm, and inviting. This is the portal to your buyer’s new life—and it needs to make an impression. Start with the front door. It’s one of the first things buyers see and touch. • Replace worn handles with a heavy-duty knob and deadbolt for added security and presence. • Refresh the front door with a coat of paint that complements your home’s color palette. • If appropriate for your price point, consider upgrading to a steel door, which offers one of the highest ROIs in home improvement—up to 91%. And don’t stop at the door:

• Add symmetrical lighting or planters for balance. • Ensure the entry path is clean, uncluttered, and feels welcoming. • Repair or update porch railings, steps, and walkways. • Install a smart doorbell—buyers love built-in tech and the security it provides. Additional Curb Appeal Enhancements To truly maximize your home’s visual appeal, consider the following: • Symmetry sells. Balanced landscaping and matching décor elements create visual harmony. • Lighting matters. Landscape and porch lighting adds ambiance and enhances security. • Window dressing. Clean, paint, or update shutters. Repaint trim if needed. • Architectural upgrades. Add molding around doors and windows for extra charm. • Fence and gates. Ensure everything is straight, clean, and freshly painted or stained. • Downspouts and gutters. Clean and touch up to avoid signs of rust or neglect. • Exterior painting. If the budget allows, a full repaint can refresh and modernize your home. If not, focus on high- visibility areas like trim and the front door. • Stone accents. Adding stone veneer to your home’s façade (when appropriate) adds texture and curb appeal at a relatively low cost. The Bottom Line Unless you plan to price your home far below market value, today’s buyers aren’t looking for fixer-uppers. They want a home that feels move-in ready from the very first glance. And that first glance starts at the curb.

By investing in your home’s exterior, you’re setting the stage for a faster sale and a higher return. You’re also sending a message that the property has been cared for—something buyers can’t put a price on, but will absolutely pay for. When you create compelling curb appeal, you turn browsers into buyers before they even step out of the car.

CHAPTER 5 The Power of Staging: Elevating the Value of Your Home

Staging is the strategic art of preparing a home’s interior to showcase its full potential, highlighting its best features and creating a space that allows prospective buyers to envision themselves living there. In today’s competitive real estate market, effective staging is not a luxury—it’s one of the most impactful marketing strategies available to home sellers. Unfortunately, many sellers underestimate its importance. Staging does require time, effort, and sometimes a modest investment, but the return is consistently proven. Regardless of market conditions or property type—whether it's a single-family home, townhouse, condo, or apartment—staging gives your home a competitive edge and can directly influence how quickly and profitably it sells.

Why Staging Works Properly staging your home allows it to: • Stand out from the competition

• Attract higher offers from serious buyers • Create a powerful emotional connection • Offer a compelling first impression—online and in person Real Results: A Case Study To demonstrate just how powerful staging can be, consider this compelling case from a community of 200 identical townhomes. Each home has the same three-story layout, with three bedrooms and three bathrooms, the same cabinetry, flooring, and fixtures. In essence, every unit offers the same features. Two of these homes—Townhome A and Townhome B—sold just a month apart. • Townhome A, which was professionally staged and photographed, sold on August 26. • Townhome B, located just five doors down and otherwise identical, sold on July 26—for $40,000 l $40,000 less. The difference? Presentation. Townhome A was staged to show off its best qualities, and professional photography showcased it beautifully. That attention to detail translated into a significantly higher sale price. Buyers are willing to pay more when they feel emotionally connected to a space—and staging makes that connection possible. Survey-Backed Evidence Still not convinced? Consider the following data from Coldwell Banker and the National Association of REALTORS®: • Staged homes sell 50% f l 50% faster than non-staged homes. • Staged properties sell for 6%+ a r 6%+ above asking price on

average. • A staging investment of 1–3% of the asking price can generate a return of 8–10%. • Homes staged prior to listing sell 79% faster than those staged afterward. What Today’s Buyers Want Most buyers walk into a home imagining a fresh start. They want a clean, bright, welcoming space they can make their own. This is why interior curb appeal is just as important as the exterior—buyers are drawn to light, warmth, and well-defined spaces. To achieve this: • Each room should have a clear purpose. • The overall style should feel modern, clean, and well- maintained. • Spaces should be clutter-free and easy to navigate. Small cosmetic upgrades—fresh paint, updated fixtures, or replacing worn carpeting—can increase the perceived value of your home by as much as 75%. Neutralizing the Space for Mass Appeal A major component of staging is neutralizing the space so it appeals to the broadest range of buyers. That means removing personal items and décor that reflect your unique tastes—so buyers can envision their lives in the home. Tips: • Repaint bold or dark-colored walls in soft, neutral shades like warm beige or cool gray. • Use consistent paint colors across adjacent rooms for a seamless flow. • Consider matching window treatments to the wall color to create an illusion of space. 26

• Keep decorative elements minimal, clean, and contemporary. Less Furniture, More Impact When it comes to furniture, less is more. Overcrowded rooms can make even a spacious home feel cramped. The goal is to open up each space and showcase functionality. • Remove excess or oversized furniture. • Clear out closets, pantries, and storage spaces to emphasize roominess. • Use furniture to highlight focal points (e.g., place seating near a fireplace). • Avoid pushing all furniture against walls—floating arrangements create a more inviting flow. Every room should tell a story. An empty room filled with boxes becomes a missed opportunity. Instead, stage it as a home office, reading nook, or fitness room to highlight its potential. Emotional Cues: Creating Atmosphere Once each room has a purpose, it’s time to create atmosphere. Small touches can have a big emotional impact: • Add greenery or fresh flowers for life and color. • Hang artwork that adds visual interest and warmth. • Use soft textiles (throws, pillows, rugs) to create texture and coziness. • Incorporate a unifying color scheme to make the space feel harmonious. These subtle details draw buyers in emotionally—and emotional buyers are motivated buyers. Should You Stage Yourself or Hire a Pro? Staging can be a DIY project or handled by a professional. Both are viable options, depending on your budget and comfort level.

If you choose to do it yourself, be prepared to: 27

• Invest time in decluttering, painting, and rearranging furniture. • Purchase or rent staging accessories or furniture if needed. • Maintain the staged look consistently throughout the listing period. If you prefer a professional’s touch, I can recommend trusted local stagers who can handle everything from consultation to full-service staging. Should You Move Out While Selling? One of the most common questions sellers ask is whether they should vacate the home while it’s on the market. There are pros and cons to each option. Advantages of Moving Out: • Easier for agents to schedule and show the home. • You’re not burdened with daily upkeep for showings. • The home stays in pristine, staged condition. Vacant homes are also favored by many buyer agents for convenience—especially when showing multiple homes in a short time. Potential Drawbacks: • A vacant home can signal urgency or desperation to some buyers, prompting lower offers. • Buyers may assume a seller is highly motivated if the home appears abandoned. Ultimately, whether to stay or move out depends on your lifestyle, stage of life, and ability to maintain the home’s presentation during showings. Final Thought Staging is more than making your home look nice—it’s a proven,

strategic approach to increasing your home’s marketability, shortening its time on the market, and maximizing your return. Whether you choose to do it yourself or bring in a professional, staging is one of the smartest investments you can make in your home sale. If you’d like personalized advice on staging your home or want to be connected with trusted local staging experts, I’m here to help.

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 primary bath. The question always is, what home improvements give the best return on the remodeling 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 $275,000, 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 remodeling 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 that a mortgage company would demand before issuing a loan to a buyer. If major problems, like a 30

leaking roof or outdated electrical wiring, exist, you may want to repair those before putting your home on the market, or expect to give 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 remodeling to sell the home or to increase the value may not pay off. The property needs to be up to the standards of neighboring 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 $275,000 will not increase the house’s value to $300,000. 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. According to the National Association of REALTORS®, heating and cooling costs were the most important environmental features for recent home buyers, with 83% finding these features at least somewhat important. 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. 32

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. The National Association of REALTORS® conducted a survey of buyers and found that: • Buyers were usually “interested” or “somewhat interested” in buying a home that featured new appliances. • 41% percent of home buyers were willing to pay more for a home with stainless steel appliances. • The most important factor: that appliances were available in the home. • Most buyers who were unable to get their sought-after appliances said they would have been willing to pay, on average, nearly $2,000 more for them. Potential buyers want appliances included and will pay more for them, especially if they are new or in excellent condition. 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. Do not 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 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 $4,000. The seller kept the price comparable to sales in the area and ended up selling for $27,000 more than the asking price because interested buyers started a bidding war! The lesson here? You do not 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 colors. • Add a new backsplash in the kitchen. • Install new countertops if 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 37

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) that saves on utility bills. • Install solar vents ($500-$700) 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 National Association of REALTORS®, most homebuyers 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 38

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. • Your standard home superstore or hardware store often 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

• Energy Star-rated appliances - 94% • Laundry room - 93%

• Energy Star rating for the whole home - 91% • Exhaust fan in bathroom - 90% • Exterior lighting - 90% • Bathroom linen closet - 90% • Energy Star-rated windows - 89% • Ceiling fans - 88% • Garage storage - 86% • Table space for eating in kitchen - 85% • Walk-in kitchen pantry - 85%

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

FEATURES FEWER BUYERS WANT

• Shower stall without a tub in the primary bath - 51% • Two-story family room - 43% • Wine cooler - 42% • Wet bar - 41% • Laminate countertop - 40%

• Laundry chute - 32% • Outdoor kitchen - 31% • Game room - 31% • His & hers baths - 31% • Glass-front cabinets - 31%

CHAPTER 7 The Three Ds

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 42

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