Pretty--Price!

Buying a home has been shown to be a decision driven by emotions. Knowing this, a seller who understands the emotions that govern buyers will be more likely to get a quick sale for a good price.

For many females, "pretty," is a very significant word. It was one of the first words that my granddaughter used over and over. It was also one of the last words that my mother used when Alzheimer's robbed her of most of her vocabulary.

This suggests to me that a pretty property will likely be more appealing, especially to females. Note that I did not imply that the price or size of the property has anything to do with whether the perception of that property is pretty. I've seen tiny houses that certainly were pretty. I've seen huge houses that needed a magician to make them pretty!

So what makes a house pretty? I think of a pretty house as one that looks loved. Its yard is well groomed; its front entry says "welcome" with a freshly painted door, plants, and a porch that invites you to stay a while. The back yard is an oasis. Even if there are children and pets, this area is void of clutter. This area says, "kick back and rest, or kick it up and party!"

Opening the front door makes a huge impression. There's nothing that can be done to change that first impression! What seems to make the inside of a house pretty to a buyer? A house in which a buyer can imagine living every day is the beginning. Questions going through the mind of that lady are "will my furniture fit?" "Is there enough light?" "Are the closets big enough?" "What about other storage space?" "How soon will I have to spend money to redecorate?"

To help the lady answer these questions a seller would be wise to do a few things before the house goes on the market. Remember: when your house goes on the market, it becomes a commodity. Some changes may need to be made to increase its saleability. First, clear out any furniture that you do not absolutely need for day to day functioning. You may be accustomed to some of these pieces, but remember that making rooms look as spacious as possible is very important. If you absolutely cannot part with these pieces of furniture, find some way to increase the spacious look when the house shows. Extra pieces look much better in the basement than in the living room!

One of my favorite true stories is of the seller who had a very small kitchen with a very large microwave sitting on the counter. Her reasoning was that a buyer would look at that and say, "this is a very small kitchen with almost no counter space." So, she arranged with her next door neighbor to keep the big microwave at her house when showings occurred! Drastic, perhaps, but it worked! I'll share with you some of the other things that this wise seller did. Just keep reading.

Making closets and cabinets look big and uncluttered is also important. Box up those items that you haven't used lately or are out of season. If a garage sale isn't your thing, there are charities that would give you a big thanks and you'd have a tax break, as well. Just can't part with any of it? If you have a basement, store it there (neatly boxed, of course.) Some sellers may even need to rent a storage unit. This is not a drastic move if it means the sale of your house!

"But I like a warm, cozy feel that surrounds me," may be your response to my suggestion of bathing a house in light when it is being shown. Warm and cozy can still be light. Dark and dreary can't! Light should come in the windows. Shades or blinds covered with sheers, then with draperies would probably appeal to few folks. If this is your taste and you need the privacy at night, then let the sunshine in when showings happen!

Artificial light makes a big difference in whether a house looks inviting, as well. When your house is being shown, turn on every light. Your house will look prettier and say "welcome", too!

Then there's the redecorating question! Take a look at your house through the eyes of a buyer. Start with the floors and work upward. Will cleaning the carpet suffice, or has that carpet really seen its last days?? Replacing worn carpet with a builder's grade of carpet in a neutral color may be the best investment you'll make for a while! Few buyers have dollars available immediately after closing. Many would qualify for higher payments that would easily cover the cost of the carpet that you installed. The carpet added immediate value to your house. Vinyl floors deserve the same scrutiny. Some bathrooms can be given a new life with a remnant!

"And, you say, I'm sure that a buyer would want to pick the paint colors, so I won't paint." They may want to paint later, but fresh, clean paint in neutral colors against which they can imagine their furniture is very important. Stark all white houses are not so appealing as soft neutral colors.

"Well, is there anything else?" you think. There might be! My friend that I mentioned earlier lived in a cookie-cutter neighborhood of very similar houses. There were three on her street already on the market when they were transferred and added theirs to the mix. Here's what she did: replaced carpet and vinyl, replaced kitchen appliances, painted, took family pictures, etc. off the walls, put in new plants by the front door, stored unused items, removed all evidence of pets, and left the house when it was shown. She spent around $10,000. Her house went on the market for more than that above the price of the others on the street. She had a full price offer almost immediately. The other houses had not sold when she and her family moved away!

And what about price?? We'll address that in the next post!

What's the Market Like?

The first question usually asked when one realizes that I'm a REALTOR is, "what's the market like?" Of course, some say "How's business?" When I entered the profession in 1985, my broker told me to answer the last question with :"It's great!"

Business is great as long as agents are helping buyers and sellers realize their wants and fulfill their needs! But we all know that the real meaning of the questions above is "are you selling a lot?" And the honest answer to that question is that the market is always slower this time of year than in the spring and summer months.

However, this may yield a benefit to either a buyer or a seller. Buyers have fewer other buyers competiting for properties. And sellers have fewer houses with which to compete. So, for folks who need to buy and sell in Johnson City and Kingsport, this may be the time!

So, I'd encourage buyers to be preapproved for a loan and sellers to have the property ready to sell and priced according to market statistics for similar properties. These are the most important variables, whatever the month!

Where is That??

"Upper east Tennessee." "Northeast Tennessee." "Tri-Cities." "The Mountain South." Familiar with any of these?

From Memphis, on the southwestern most point of Tennessee to the Virginia state line on the northeastern point is farther than from either point to Ontario! The references above refer to the most northeastern part of the very wide state of Tennessee. The area is anchored by three towns: Johnson City, Kingsport, and Bristol, hence "Tri-Cities."

East Tennesse includes that area east of the Cumberland Plateau. So "Upper east Tennessee" or "Northeast Tennessee" is the most northern area of east Tennessee.

You may know of the areas labeled the "Mid-South," "Deep South," or "Coastal South." Since east Tennessee is south of the Mason-Dixon line, it is in the south, even though many residents sided with the north during the Civil War. Being home to several mountains and in the foothills of the Smokies, magazine editor Scott Robertson dubbed this area "The Mountain South." This is an apt description of our beautiful area.

So, "that" is a gorgeous area adjoining southwest Virginia at Bristol, where the state line runs down the middle of State Street; it's less than an hour's drive to Asheville, NC on interstate 26 with some of the most spectacular mountain views you'll see anywhere; it's 100 miles via interstate 40 to Knoxville, home of The University of Tennessee and its famous Vols. Atlanta is about five hours, as is Nashville. The area has it all: a regional airport with Delta and USA service; East Tennessee State University and its College of Medicine and College of Pharmacy; cultural activities; outdoor recreation; four season climate. It's no wonder that our area has been chosen by national publications as a great place to live!