SELL SMART: The Proven Formula For Getting Top Dollar For Your Home

SELL SMART

The Proven Formula for Getting Top Dollar for Your Home

Diane Lee Mato, MBA

Diane Lee Mato PA

Copyright © 2024 Diane Lee Mato PA

ISBN 979-8-218-48576-4, First Edition 2024

All rights reserved. No part of this publication may be reproduced or distributed without prior written permission from the publisher, except for brief quotations in reviews and certain noncommercial uses permitted by copyright law. Unauthorized digital reproduction and distribution are also prohibited. For permission requests, please contact Diane Mato at [email protected].

The Author and Publisher have made every effort to ensure the accuracy of this publication. However, they accept no responsibility for errors, inaccuracies, or omissions.

Limit of Liability/Disclaimer of Warranty: The Author and Publisher disclaim all warranties, including fitness for a particular purpose. No warranty may be created by sales or promotional materials. The advice herein may not suit every situation. This work is sold with the understanding that the Author and Publisher are not providing legal, accounting, or other professional services. They are not liable for any damages arising from its use. Mention of websites or organizations does not imply endorsement. This publication is not legal, financial, or accounting advice. Laws and regulations may change, and readers should consult professionals before making real estate decisions. Responsibility for compliance with laws and regulations rests with the reader. If your property is listed with another REALTOR, disregard this communication.

More tips on how to sell your home for top dollar here: www.SellSmartBook.com

More details on the Author here: www.DianeMato.com

Contents

Title Page

Copyright

INTRODUCTION

SMALL CHANGES AND IMPROVEMENTS

FOR A FASTER, MORE LUCRATIVE SALE

STEP ONE: PLANNING

FOR SUCCESS

STEP TWO: REPAIRS THAT SELL YOUR HOME

STEP THREE: UPDATES BUYERS LOVE

STEP FOUR: DEPERSONALIZE

STEP FIVE: DECLUTTER, REDUCE, NEUTRALIZE,

AND SIMPLIFY

STEP SIX: DEEP CLEAN

STEP SEVEN: STYLE TO SELL

STAGING TIPS, ROOM BY ROOM

COMMON SELLER MISTAKES

WHY HIRE A REALTOR?

LIVING IN YOUR HOME WHILE IT’S ON THE MARKET

PRE-SHOWING CHECKLIST

GETTING OFFERS AND NEGOTIATING

COMPREHENSIVE

MOVING GUIDE

About the Author:

Diane Lee Mato, MBA

INTRODUCTION

I know it might seem unusual to begin a book by suggesting that you may not want to read it, but this book is NOT for everyone. Let me explain why and help you decide if this guide is the right fit for you.

When NOT to read this book:

Your home is a tear down. If your property is a tear down – meaning the buyers will most likely demolish the house and build a new one – this book may not be relevant for you. In such cases, the detailed staging and preparation strategies outlined here won’t apply. Instead, I recommend consulting with a REALTOR to verify if your home falls into this category. They can provide specific advice tailored to your situation.

You feel overwhelmed by the selling process. Preparing a home for sale can be a daunting and stressful process. If you’re feeling overwhelmed and believe that managing this project might compromise your well-being, it is important to prioritize your health. In such instances, it might be best to entrust the entire process to professionals. You don’t have to navigate this journey alone. Contact me, and I will take charge of coordinating with the right professionals to ensure your home is market-ready without adding to your stress.

This book is designed for two main types of homeowners:

Hands-on homeowners. If you want to take a hands-on approach to maximizing your home’s value before selling, this book provides step-by-step guidance on staging, repairs, and updates to appeal to potential buyers and achieve the best possible sale price. You’ll find detailed instructions and tips to help you transform your home into an irresistible property that stands out in the market.

Homeowners who prefer to hire professionals. If you prefer to hire professionals to do the work, this book is equally valuable. It helps you understand what needs to be done and the process involved so you can make informed decisions about whom to hire and what specific tasks to outsource. By knowing the key steps and essential updates, you can effectively communicate your needs to the professionals and ensure the job is done right.

I invite you to dive in and discover how to transform your home into a market-ready gem. Whether you’re rolling up your sleeves or directing the professionals, this book will guide you through every step to make your home sale a successful and rewarding experience. Let’s embark on this journey together and make your home sale a triumph.

SMALL CHANGES AND IMPROVEMENTS

FOR A FASTER, MORE LUCRATIVE SALE

THE COMPETITIVE LANDSCAPE OF THE HOUSING MARKET

In the current real estate landscape, the competition is notably intense, with home prices reaching unprecedented levels. For those looking to sell, it’s necessary to invest additional effort into making their property a standout offering. The most memorable homes on the market not only sell more quickly but often command prices that meet or exceed their asking amounts.

The good news for you as a homeowner and seller is that enhancing the market appeal of your home doesn’t necessarily require extensive time or substantial financial investment: Strategic improvements and smart, cost-effective upgrades can elevate your home’s appeal, and even minor enhancements can significantly influence the final selling price—potentially adding substantial value.

This guide delves into a range of effective strategies designed to boost the financial return on your home. It covers everything from the basics of home staging to deeper insights into aesthetic improvements and functional upgrades, all backed by statistical evidence highlighting their efficacy in lifting property values.

Depending on your budget and preferences, these can range from simple DIY tasks to hiring professionals. Homeowners might consider employing a professional stager. Professional stagers are adept at transforming spaces into highly desirable properties, and they are readily available in most metropolitan areas.

Ultimately, this book provides a comprehensive look at the various steps homeowners can take to not only increase the value of their homes but also ensure a faster and more profitable sale. With the right approach and a bit of effort, sellers can significantly differentiate their homes in a crowded market, attracting more offers and achieving better sale conditions.

MAXIMIZING THE IMPACT OF PHOTOGRAPHY AND VIDEO

In today’s digital era, the power of online visuals, particularly photography and video, cannot be underestimated in the real estate market. A staggering 97% of homebuyers in the U.S. begin their property search online, making high-quality visuals an essential element of any property listing (Source: National Association of REALTORS (NAR)). Effective online photos and videos are often the first point of contact between sellers and potential buyers, and they play a pivotal role in enticing buyers to explore a property further.

In fact, buying homes sight unseen has become more common in recent years, with the buyer relying on photography and virtual showings. A virtual showing is when a REALTOR streams a video walkthrough of the property.

A captivating initial image, particularly of the property’s exterior, is essential as it forms the buyer's first impression—typically within just three seconds. This image needs to be powerful enough to engage them to explore further. The subsequent few images are equally critical as they consolidate the initial impression and can strongly influence a buyer's decision to add the property to their must-see list.

Thus, investing time and effort in creating high-quality online visuals is not just recommended; it is essential for success in today’s market-centric real estate environment. This strategy ensures that a property stands out online and makes it onto buyers’ favorites lists, significantly increasing the chances of more visits and, potentially, offers.

THE POWER OF HOME STAGING

Home staging is essentially the art of preparing and showcasing a property for sale to make it appealing and inviting to potential buyers. This involves optimizing the use of existing furnishings and avoiding unnecessary expenses on new items. The fundamental strategy of home staging includes decluttering, adopting a neutral color palette, and performing essential repairs to enhance the property’s attractiveness. Sometimes, updating flooring and undertaking significant repairs both inside and outside the property are necessary, though these can be costly. However, the most cost-effective strategies usually involve rearranging existing furniture and thorough cleaning to maximize the space.

The goal of staging is to help potential buyers visualize the full potential of the property, seeing it not just as a building but as a possible home. The funds invested in staging should be viewed not as expenditures but as investments, likely to be recouped through the sale of the property, enhancing its perceived value and market appeal. In some markets, a furnished home can sell for $150 per square foot more than an unfurnished home. (Source: Multiple Listing Service (MLS) data)

Attention to detail can significantly influence buyer perception. Neglecting small aspects, like personal items or minor repairs, can emotionally detach a buyer from the property, leading them to continue their search elsewhere. Creating a strong, personal connection between the property and the potential buyer is important for encouraging offers.

Ultimately, home staging is about more than just beautifying a space; it’s about creating an environment where potential buyers can envision a desirable, aspirational lifestyle. This vision can significantly motivate buyers to make a competitive offer, seeing the staged home not just as a structure, but as their potential new life.

THE DISTINCTIVE ROLES OF HOME STAGING VERSUS INTERIOR DESIGN

Many people mistakenly believe that home staging and interior design are identical practices. However, it is important to recognize their key distinctions before embarking on the staging journey.

The primary objective of each discipline differs significantly. Interior design is tailored to suit the personal tastes and lifestyle of the homeowner, incorporating preferred styles and colors to create a comforting and unique living space. In contrast, home staging is strategically employed to enhance a property’s marketability and maximize its selling price by appealing to a broad spectrum of potential buyers. Effective home staging optimizes the property’s visual appeal in marketing photographs and accentuates its key features while aiming to attract a diverse audience.

Financial considerations between the two also vary. Interior design investments are directed towards high-quality items that not only resonate with the homeowner’s personal aesthetic but are also functional for their way of life. Home staging, on the other hand, focuses on achieving a high return on investment (ROI). Funds are typically allocated to updates, painting, repairs, or furniture replacement—all intended to boost the home’s value and allure to prospective buyers.

Lastly, home staging aims for a look that is less crowded, less cluttered, and more neutral compared to the typical lived-in home. Even the most sleek and minimalist homes can benefit from some decluttering, depersonalization, and refreshing when being prepped for sale. This approach ensures the home is presented in a way that is more likely to resonate with a wide range of tastes and preferences.

Understanding these fundamental differences helps clarify why home staging is not merely interior design but is instead a targeted strategy to facilitate the successful sale of a property.

PROVEN BENEFITS OF HOME STAGING

Home staging dramatically reduces the time a property spends on the market. According to the Real Estate Staging Association, professionally staged properties spend 73% less time listed than non-staged ones. These homes not only attract more buyers but also often command higher selling prices due to their appeal as well-maintained and must-see properties.

Many potential buyers believe they can look past an empty or unattractively decorated space and see the potential, yet often, this is not the case. Builders and developers have long recognized this, employing model suites and staged homes to enhance sales by helping buyers visualize their life in the new space, showcasing a desirable lifestyle and comfort that could be theirs.

Understanding home staging is one thing, but appreciating its value can be another. Some may wonder if staging truly influences buyers’ perceptions. The reality is stark: Staged homes create an impactful first impression. Clutter, personal items, or outdated decor can distract from the home's potential, and most buyers struggle to see past these to the home’s possibilities. Research indicates that people have difficulty envisioning a different setup from what is directly in front of them.

The visual appeal of a home is crucial. Home buyers are not just looking for a space to inhabit; they’re shopping for an ideal, a vision of home that resonates with aspirational lifestyles they've seen in media like HGTV. Staging a home can be a