Sellers need to get real this year - but the basics are still the same. Bernice Harrisongives her 10 top tips for selling in 2008
1Research the market. As a seller you need to know what's on offer in your neighbourhood and how much houses similar to yours have been going for in the past six months. Be clear about your expectations from the start. Don't look at the price the house two doors down went for in 2006. If you go into the stressful process of selling a house with realistic expectations, you're likely to manage the whole business a great deal better.
2Sort out any legal or planning issues. Does that extension have planning permission? Did it ever need it? Does the attic conversion comply with building regulations? Where are the deeds? Are there any problems with the title? Title and planning problems can hold up a sale for a considerable period of time or frighten off potential buyers - best to get them sorted before the house even goes on the market. If you are in doubt about a planning issue, an architect will be able to quickly advise you where you stand.
3 Appoint an estate agent. Contact two or three agents who are active in your area - you'll see their sale signs up on houses. It's important to get an agent who already knows your area as they will have a better idea how to price your house - and pricing the house correctly is the crucial first stage in securing a sale.
The agents will tell you what, in their opinion, your house is worth. Don't necessarily go with the agent who "promises" the highest sales price (or the lowest commission) - an unrealistic price at this stage will prove disastrous in the long run. Make sure a senior negotiator will be handling the sale - savvy buyers know how to negotiate. The last thing you want is an inexperienced agent who has only known boom times and who is unable to negotiate. Do you fully understand the fee structure, eg what is the agent's fee? How much will the advertising/brochure/signage cost?
4Brochures and photographs: your agent will give you final approval on the wording of the brochure and take the time to go over the contents. If you think the conservatory/garden/dining room is a big selling point, make sure it's not overlooked in the wording. If you have spent big on flooring/kitchen/bathroom fittings, the brand names or at least the high-end materials should be mentioned. Tone down any flowery language - some agents are still prone to it but buyers think it's rubbish.
Getting good images of your property is vital. They will be in the brochure and on the web and busy buyers will often make a snap decision on whether to bother viewing on the basis of the pictures.
5First impressions. Yes, they do count. Tidy the front garden. Wash the windows and the front door. If the paint on the front door has seen better days or the varnish is patchy and faded consider a fresh coat of paint. Polish brass letterboxes and knockers. Oil the gate. Curtains or blinds that hang at a wonky angle must be fixed. Get an honest friend (the agent won't tell you) to walk through the house with you and point out things you might have stopped seeing through overfamiliarity, such as the grubbiness of the kitchen walls to the dodgy plastic garden furniture.
6Declutter. It's well-worn advice but for good reason - it has to be done. The trick is to declutter without making your house or apartment feel weirdly unlived in. So get rid of knick-knacks - but keep maybe one or two on a mantelpiece or shelf - the same with personal framed photos. Excess furniture is the biggest clutter culprit. For example, if you have squeezed two wardrobes into your bedroom to accommodate your vast clothing collection, get rid of one. Occasional tables and excess chairs can make any livingroom feel cramped - and trip viewers up - as can overburdened coat racks in hallways and huge clothes hampers on landings.
7Make sure every room has a purpose. The small back bedroom that has been a junk room for years should be cleared and either kitted out as a bedroom or a home office. The back reception room that doesn't have much furniture because it's been a playroom, needs to be furnished with either a proper dining table and chairs or with sofas as another livingroom. You don't want viewers to write off rooms because they haven't noticed them or can't figure out what they're useful for.
8Prepare for viewings. And prepare for them every time. The longer your house is on the market the more tired you'll get of people tramping through but you have to remember that the viewer is seeing your house for the first time.
Tidy and clean before all viewings, paying particular attention to the kitchen and bathroom. People are sensitive to smells so be aware of doggy/cooking/stale air smells. Keep the gardens tidy and well-cared for. A vase of cut flowers on the hall table is never a mistake! Never stay in the house during a viewing.
9Keep in communication with your agent. Don't phone every day but get feedback after every viewing, ie, what did they like/didn't like? Will they be coming back? What follow up has the agent done? Set an agreed date for a review of the entire sales campaign and review the campaign regularly.
10Accepting an offer. A good agent will be able to tell you if the offer is worth taking. He is acting for you, so it is in his interest to squeeze the last penny out of the buyer.
It is, of course, ultimately up to you to decide whether to accept or decline but the key is to be realistic - about the market in general and the worth of your house. A key question you need answered is what financial position the buyer is in. Someone who needs to sell their house to buy yours is the least favourable prospect, unless you fancy looking at a very, very long "sale agreed" period. The best buyers are first-time buyers with their finances in place or people who have already sold their own places.
