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The First Steps When Selling Property
By Gabriele P. Campbell

Preparing yourself emotionally and psychologically for the sale of your house is a key aspect of selling. When you are selling your house it becomes a product, and now is the time to emotionally detach yourself and your family from the place you have called "home". As soon as the For Sale sign goes in the ground, the house is no longer yours. Your goal is to ensure the prospective buyers who view the house see it as theirs.

The first step is to look at you house objectively. Every house has features and benefits - start listing yours. Documenting selling features helps you to get into "Sales Mode", which will enable you to remain business like throughout the selling process. Start with the selling features - are there architectural details or is there a period style that it amplifies? Have there been any recent upgrades? Are there any high-end finishes like hardwood flooring, granite counter tops, or maple cabinetry?

Consider the neighbourhood as well. Was it built by a major builder with a solid reputation? Was it built during a period when construction practices were really sound? Is it close to major amenities like shopping malls, schools, public transportation or entertainment venues? Is the neighbourhood well established and well kept? Start to highlight those particular selling features that make your property unique compared to other properties on the market.

Likewise, identify less positive features about the property. Was it built during a major economic boom when houses were built very quickly? Are the finishes dated and worn? Is the layout conducive to one particular lifestyle, i.e. are there ramps? Are there significant renovations required to bring it into the 21st century? Is the yard small in proportion to the house? What condition is the roof and foundation in? Is it structurally and mechanically sound? Is it located close to a major traffic route or a new construction site?

Working through this process of documenting the features -- both positive and negative -- and the benefits of the property will prepare you for four things:

1) the repairs that are required before you start showing,
2) your methods to effectively sell the property,
3) the offer, especially if it comes in low, and
4) the negotiation.

The next step is to Stage the property. Staging is a process of neutralizing the house so that it appeals to the broadest buying public, no matter gender, age or decorating style. Neutralizing begins with removing personal pictures and removing your personal decorating style. This step alone helps sellers start accepting the fact that they are moving, and allows them to get excited about their next home and this new adventure.

There is an abundance of television programs that highlight staging and provide wonderful ideas for preparing a house for sale. But if you struggle with how to present your house, call in a professional. They will provide an objective point of view, plus experience, and will give you house-specific ideas to implement so that your house stands out from the competition. And getting buyers in to see your house is all about visual appeal - it must stand out.

Selling a house can be emotionally draining, so the sooner you detach from the home and start considering it a house the easier it will be on you. Replace the sadness with excitement, and the whole experience will be a positive one.

Gabriele P. Campbell is a Certified Interior Decorator and Accredited Staging Professional. She has worked with hundreds of clients to help them prepare themselves and their house for sale. She recently co-authored a book with Greg Tonn, "The EasySell System - Every Tool You Need To Sell Your House on Your Own". Visit her website at http://www.campbellventuresgroup.com or email her at gabriele@campbellventuresgroup.com

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