Selling Your Home Guide

THE thought of putting your beloved home on the market may seem daunting but our essential sellers' guide offers stacks of useful and interesting advice to smooth the way.

Choosing an Estate Agent

THE best way to choose an estate agent is through personal recommendations, or if you know that a firm has a good reputation. Otherwise, look in local newspapers or keep an eye out for lots of SOLD signs. Estate agents can be members of the Ombudsman for Estate Agents (OEA) and National Association of Estate Agents (NAEA) with codes of practice to follow and ways to appeal should things go wrong. Another good reference point is the Royal Institute of Charted Surveyors.

It might be easier if the agent is based near the property and has had experience of selling homes in your area. Buyers who are searching in an area they like naturally head for the nearest agent. Also, is the office prominently situated, smart and not scruffy? You want to attract the right kind of buyers.

Get at least three estate agents to give a valuation of your property and don't necessarily go with the highest one. It might not be the most realistic. You can compare the valuations with recent similar sales or property prices in your area.

You can commission an agent on a SOLE AGENCY basis, giving him sole responsibility for the job and the agreed commission on completion. Even if you find the buyer, you may still have to pay the estate agent's fees. A JOINT AGENCY basis is where two or more agents work to sell your home and share the commission, regardless of who makes the sale. Or there's the MULTIPLE AGENCY approach where several agents are instructed independently and whoever sells gets the commission, though check the details of the contract first.

Regardless of which method you use, is vital that you read the small print. Establish exactly what is included in the fee such as advertising, photos, internet exposure, a FOR SALE board, and VAT. You may be able to negotiate a different fee than the standard one offered, though be careful to ensure the agent will still get enough to be motivated. Get everything in writing and make sure you ask questions and fully understand any contract before you sign.

Try to avoid a lengthy tie-in so you can go to another estate agent if you're not pleased with the service, perhaps four weeks to start with.

You could commission the estate agent to compile your Home Information Pack (HIP), do it yourself, or go through a solicitor or pack provider.

Finally, choose someone you can get on with. The selling process can be long and emotional

General Advice

THE best time for selling is spring (February and March) and autumn (September). The market slows down in late summer and over Christmas and New Year. If your house is sold during busier times you are more likely to get the asking price.

Be prepared to review your asking price, especially if there has been little interest in the first month.

The highest offer is not always the best. The buyers' status counts for a lot too, such as if they have a mortgage in place and if there is no chain.

Always have a FOR SALE board up and tell your neighbours and friends to spread the word.

The eventual buyers may want to measure up or get estimates for jobs but never allow any work to be carried out before completion.

First Impressions

FIRST impressions are vital so it's important to ensure the exterior of your home looks cared for and well maintained. Take a walk down your street and see how your house appears, especially in comparison to neighbouring properties. If it looks scruffy, potential viewers are likely to drive past.

So sweep up, keep the windows clean, keep the garden neat, lawn mowed and pathways clear, and repair any broken boundaries. Bring in colourful potted plants to add brightness. De-clutter any patio or decking areas of toys, gnomes and other personal items so you can show off places where you relax or entertain, making the garden seem like an extra room. Keep drains clear and replace broken roof tiles and lead flashing. And try not to have your smalls blowing on the washing line when viewers arrive.

Inside

IT'S important to neaten up your home but there's no point spending £20,000 on improvements when it will only add £10,000 to the asking price. Ongoing maintenance is more important than quick fixes and won't fool a surveyor or viewer.

Finish off small DIY jobs such as touching up chipped woodwork and replacing washers on dripping taps, so the buyer doesn't mentally reduce the price every time he sees a project that needs doing.

Pale, neutral decor gives a feeling of light and space and has the widest appeal to all tastes; it gives buyers a blank canvas to mentally work on. White, however, can be too stark and industrial-looking. You can use stronger colours on accent walls, cushions and accessories.

Make the entrance hall as warm and welcoming as possible. The kitchen and bathroom are key rooms and you can greatly improve these without spending a fortune. Kitchen cupboard doors can be replaced or painted, and handles updated. In the bathroom, new taps, shower curtain, toilet seat and light pull can lift the appearance, and re-grouting can make a dramatic difference. It may be worth replacing an outdated avocado or pink suite with an inexpensive plain white one.

A simple yet vital task is to clean the house from top to bottom, even if it means hiring industrial cleaners or professionals to spruce up the carpets, curtains and oven. You could even iron any bed linen on display to give a show-home feel.

It will probably be necessary to re-define the specific purpose of each room if your years of living there have merged several uses into one space: an office at the back of the lounge; a spare bedroom used for storage; a children's play corner in the dining room. Convert rooms back to what they should be: a bedroom is perceived to be more valuable than an office, for instance.

Viewings

ASK a trustworthy friend to view your home and give you honest advice on its appearance, smell and general feel. You have probably become immune to potential problems and may no longer notice odours of damp or blocked drains.

Regularly air your home to keep the air clean and neutral. As well as avoiding strong cooking smells such as fish and curry, and smoking, you don't want a heavy air freshener smell to dominate the atmosphere. Cliched but inviting smells are those of freshly baked bread or brewed coffee.

Your property may be lovely but it's all about presentation. You want to make the house as desirable as possible and let the buyer see the lifestyle they are buying into. Strategically-placed vases of colourful flowers, pot plants and bowls of fruit add colour and brightness. Replace stale towels with fresh white ones. Hide all signs of pets, especially animal hair or a smelly dog bed. Ask a friend to look after pets during viewings. Open windows and put the lights on if the weather's dull. If it's cold, put the heating on to give a cosy and inviting feel.

It is essential to de-clutter: the buyer wants to see the house not your personal belongings, so pack away most photos, children's paintings, ornaments, souvenirs, bathroom toiletries, kids' posters, piles of coats. This simple act makes rooms seem bigger and allows buyers to imagine themselves living there with their own belongings. Chuck out or give unwanted items to charity. It also prepares you for the move ahead.

Storage is highly desirable for a buyer so your wardrobes and cupboards should be no more than 75% full (yes, they may peek inside). If your storage is bursting at the seams, buyers may think there's not enough room for their own goods.

If you are showing viewers round, free up a parking space for them before they arrive. Ask if they would like a drink while they ask questions about the property. Don't talk too much but be prepared to answer their queries and have the facts ready. Make them feel comfortable so they will return for further viewings.

Plan the tour beforehand, keeping the best rooms for first or last. Don't overload viewers with smaller details, such as the size of the boiler. Never point out problems or issues such as next door's teenagers but highlight positive points such as a south-facing garden. Invite them to tour the property alone but be on hand nearby, not on the phone, to answer questions.

Useful Websites

The Royal Institution of Chartered Surveyors (RICS)

The Ombudsman for Estate Agents (OEA)

The National Association of Estate Agents (NAEA)

The Office of Fair Trading (OFT)