Trafford Busuttil

First impressions count in everything but even more so in property. A recent survey conducted in the USA established that a client’s first impression is formed within the first 30 seconds of the viewing. One might consider it as a love at first sight… Well if it is let us try and understand the chemistry. I strongly believe that when we acquire a property we are purchasing an investment as well as a lifestyle and the latter makes the choice and sale an emotional one. This is therefore where the secret lies – create a lifestyle that sells.

Before presenting your home, take some time to step outside your own front door and approach your home as if it is your first time, critically! Look for the things you have learnt to live with. The front entrance is really so important when making that first impression because it is really the face of your home. The following are some easy improvements to help give you a facelift at a minimal cost:

• The front garden should be clean and tidy

• Clean, repair and illuminate the walkway

• Give a fresh coat of paint to the façade

• Paint the main door or restore its luster by polishing the hinges and knobs

• Fix broken windows and keep the glass crystal clear

• Accessorise and decorate with pots and hanging baskets if possible

• Put out a new clean welcome mat

• Internally, the property should be neat and tidy, all paintwork should be clean and free from cracks, stains and chips should be touched up, while colours should be kept light and neutral when selling your home.

In addition to the obvious, there are a number of simple but highly effective sensory tools you can use to create a pleasant ambiance. Creating an exciting and saleable interior can be accomplished at a surprisingly little cost.

Studies have shown people react positively to properties that are bright. Even during the day leave the curtains wide open, remember you are used to how bright your property is but your potential client is not. At night switch on all lights and, replace any fluorescent tubes to avoid making the place look dull.

Classical music playing softly in the background can create tranquil atmosphere of serenity – otherwise go for peace and quiet, avoid loud noises, barking dogs, children and the television.

Smell has more impact than you might think. It can work either for or against you. It is therefore very important to make sure that the property, especially the kitchen and bathroom, is thoroughly cleaned. Lemon oil or fine polish on your furniture certainly add to richness. Placing flowers throughout the house enhances the aura. For a delicious, homely feel, one can consider placing a dish of vanilla in a warm oven to create the aroma of freshly baked cakes or bread. Freshly brewed coffee has the same effect. For those of us who are in a constant race against time, a ready to bake cake can do the trick.

In my experience, a few small cosmetic improvements can have an enormous impact on the way buyers react to your property. This does not necessarily mean that you will get more money, but a little effort can make all the difference in attracting buyers – particularly in a very competitive market as ours, or if you need to sell quickly. After all, if you saw two identical properties but one, as opposed to the other, was neat, clean and peaceful – which one would you choose? The choice is obvious. Small things do make a difference in creating the right ‘feeling’. My advice to clients is to make sure to get the 3 Ss’ right – sight, sound and smell. This is what creates a lifestyle that sells.

Remember, potential buyers will form an opinion about your home in the first 30 seconds – so it’s important to ensure that it’s a favourable one. A house that is neglected feels unloved and uncared for. Prospective buyers will be put off – conclusion to which could be a possible loss of time and money.

The key is not to try anything too big – otherwise you’re almost certain to lose money. If, for example, your home needs a completely new roof, then the most sensible option is simply to adjust the asking price accordingly. No buyer will pay Lm5000 more for your property simply because that’s what it costs to re-roof it.

Stripping your personality from the house

When viewing a property, the home buyer imagines what it would be like to live there. If strong personal statements dominate a home, buyers are less likely to be able to visualize living there.

• There are many ways your personality shines through:

• Unusual art or furnishings

• Unusual wall colours

• Strong odours from tobacco, pets or cooking

• Sounds of loud music or television

• Barking dogs or noisy children

• Powerful political or religious statements

• Excessive number of personal photographs

A buyer can be put off by any of the above and feel your house could never become their home. You can dramatically increase your property’s market potential by paying attention to detail. You are selling a lifestyle as well as a home.

When showing your home to a prospective buyer, avoid having too many people present. Friends and family may be very well meaning but in this case less is definitely more! Be polite, but don’t try to entertain your buyers. They want to inspect your home – not pay a social call. Never apologise for the appearance of your home. After all, it is your home! And, if you are asked why you are selling, don’t hesitate to be honest about it unless it is too personal.

Promoting your home is fun. Don’t hesitate to give it a try

Trafford Busuttil is managing director of Propertyline Real Estate Agency and secretary of the Federation of Estate Agents.