Prepping Your Home to Sell: What Really Matters

A pre-market prep plan should be tailored to your home to ensure that any improvements you make will positively impact your home selling experience, and ideally will lead to a smoother transaction and potentially a higher sale price.

But, while it is important to consider various factors that can influence buyers' perceptions and decisions, home preparation strategies should be selected purposefully and with the intention of improving the selling process.

Should I Use a Staging Service?

In considering whether to use a staging service, it is essential to recognize that staging plays a crucial role in helping buyers visualize the scale and flow of a home. This is particularly beneficial for vacant homes, smaller rooms, and older Richmond floorplans, where the layout may not be immediately apparent.

Nationally, staged homes are often reported to sell faster and for several percentage points more than their unstaged counterparts, although this advantage is most significant when the staging is appropriate for the home's style and price point. However, it's important to note that not every home requires full staging; sometimes, light styling or guidance can be sufficient to enhance the property's appeal.

What Improvements Actually Matter to Buyers?

When it comes to selling a home, superficial improvements such as fresh paint, updated lighting, cleanliness, and enhanced curb appeal tend to yield better results than extensive renovations. Buyers often respond more positively to a well-maintained and inviting exterior and interior than to homes that have undergone major structural changes. This suggests that focusing on the basics can be a more effective strategy for attracting potential buyers.

In the Richmond area, buyers are particularly attuned to specific elements that contribute to a home's overall appeal. Natural light, the flow of the layout, or a well-thought-out arrangement of rooms can enhance the livability of a home. Buyers are also aware of how “finished” a home feels, meaning that attention to detail in the final touches can significantly influence their perception and decision-making process.

It is important to note that over-renovating can inadvertently limit buyer flexibility. When a home is excessively customized to the seller's taste, it may not resonate with potential buyers, making it hard for buyers to see themselves in the space.

When making improvements, it is wise to focus on achieving a return on investment rather than striving for perfection. Prioritizing enhancements that resonate with buyers can lead to a more successful sale and a better overall outcome.

What Should I Fix, and What Can I Leave Alone?

Safety and functionality should always take precedence: any issues that could pose a risk to potential buyers or affect how "move-in-ready" a home is should be addressed before listing. Unfinished home projects should be buttoned up before listing, as these relatively minor fixes contribute to a lower perception of what could be an otherwise fantastic home.

Cosmetic quirks, such as outdated paint colors or minor aesthetic imperfections, often hold less weight in the eyes of buyers than sellers might assume. These superficial details may not significantly impact the sale, so focusing on them can divert attention (and dollars) from more critical repairs.

Especially when dealing with older homes, sellers often need to weigh the costs of improvements against their listing price. Sometimes, I'll advise clients to consider pre-listing inspections minimize unexpected issues, which can uncover hidden problems a seller may or may not want to address before listing.

The recommendation as to what should be fixed is completely dependent on the home in question, but in many cases a few relatively inexpensive updates can have an outsized impact on the home's selling price.

How Much Does Prep Actually Affect Sale Price?

Well-prepared homes tend to attract stronger early interest, reduce days on market, and support cleaner negotiations. Additionally, preparation supports pricing confidence, influencing not just the final sale number but also the overall perception of the property. Trust is an essential aspect of this process, as proper preparation protects leverage in negotiations, ultimately benefiting the seller.

In a recent study, the National Association of Realtors found that:

• Staged homes sell for 1%–5% more on average than comparable unstaged homes

• 81% of buyers’ agents said staging makes it easier for buyers to visualize a property as their future home

• Well-prepared homes sell faster, often reducing days on market by several weeks compared to homes that are not properly prepared

Beyond the numbers, preparation builds trust. Buyers are more confident making strong offers on homes that feel cared for, move-in ready, and thoughtfully presented, often resulting in fewer concessions during inspections and negotiations.

When Should I Start Preparing?

When considering the timing of your preparations for listing a property, it is essential to begin the process well in advance, ideally weeks or even months before the actual listing date. This proactive approach allows homeowners to address any necessary repairs, improvements, or staging requirements without the pressure of an impending deadline.

By starting early, you have the opportunity to make thoughtful decisions and explore options that may enhance its appeal to potential buyers. Taking the time to prepare thoroughly can lead to a smoother transaction and potentially more favorable outcomes when it comes to selling your property.

Scott's Final Thoughts:

A prep plan isn't a boilerplate checklist, it's a strategic plan that should fit your home.