Finish Before You Begin

Close your eyes for a moment, and let your imagination take over. Picture yourself as a buyer walking through a home you may wish to purchase.

As you step from the fresh outdoor springtime breeze into the home, your nose immediately notices a slight musty smell. The home appears in good condition except for carpeting that shows heavy wear from the activities of a large family and three dogs.

Once inside, you mention the heavily worn carpeting. The homeowners explain that they will recarpet the home. They point out new carpet samples on the dining table, and explain that they will either install the new carpet or give a "carpet" allowance of $3,800 to the new buyers of their home. Obviously, the homeowners were aware of the one major flaw in the salability of their home and were willing to correct it…after the fact.

What the present owners failed to realize is that standing in a home with unattractively depreciated carpeting, it is very difficult for buyers to imagine fresh, newly installed carpeting on the floors. Thus, the buyers move on to purchase another home – probably one that looks, smells, and feels cared for.

The lesson for sellers? Make repairs and complete all necessary redecorating before the first buyer crosses your threshold. You'll be rewarded with a quicker, better sale.