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Throw sentimentality out the window and don a buyer’s hat

Whether you have been in your home for five years or 50, selling it is generally a sentimental experience.

It pays to stand back and look at your property from a buyer’s perspective – would a buyer be impressed by endless family portraits or cluttered spaces?

Realestate 88 Inner City Perth Sales Executive Michael Adams said the best thing sellers could do when presenting their home for sale was to detach emotionally and present the property in a way that would appeal to a wide range of buyers.

“When potential buyers inspect a property, they are hoping for a blank canvas they can add their personality to,” he said.

“This is harder for them to envisage if the home is cluttered and overly personalised by the seller.”

Irrespective of personal tastes, Realmark Coastal Director Nathan Burbridge said there were some things buyers picked up on during open inspections, from a dated facade to an unkept backyard.

“Vendors have to understand that we’re not making suggestions to a home to have a go, but to improve the chance of selling, increase the price and reduce the time on market,” he said.

To learn what irks and impresses them, Mr Adams said sellers should temporarily don a buyer’s hat and visit home opens in their local area.

“This will give them a fresh perspective when preparing their property for market,” he said.

As for having a target market in mind, Mr Adams said sellers should be advised by their sales representative on the buyer demographic that was likely to be interested in the property.

“If the property is best suited to a family, there are certain features that can be accentuated to appeal to them,” he said.

“If it is better suited to retirees or a young couple, other features can be emphasised, as they will have different needs and expectations.”

In the current market, Mr Burbridge suggested having more than one demographic in mind to broaden the buyer pool.

“If you’re only trying to speak to one segment of the market, I think you’re doing yourself a disservice,” he said.

“You might aim for a downsizer buyer, yet it might be a young single mum that is looking for the same assets in a home, so your marketing has to be a one-size-fits-all approach.”

To reach a wide range of buyers, Mr Burbridge said a mixture of print and online advertising would market the home appropriately.

“If the budget allows, full-page advertisements and print advertising definitely still has a place,” he said.

“The amount of homes I’ve sold direct from paper advertisements where clients have brought the clipping to the home open is countless.

“Social media gains a lot more traction than ever before – most people are doing their shopping from the couch.

“All the digital content you can provide for the buyers, such as floor plans and walkthrough videos, are going to make selling a lot easier.”

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