Don’t give up hope: Buyers are there

This is a tough time to sell a house. And if I had a choice of whether to sell this year, I believe I would postpone the effort.

Yes, interest rates are remarkably low, and yes, this is a great time for buyers to buy. But no, they are not flocking to open houses, and no, you are not likely to get top dollar for your real estate this year.

In fact, just the opposite is the case. A seller in today’s market can expect picky buyers to ask for the sun and the stars, and they may very well get it.

But if you are one of the owners who just has no choice and you simply must sell as soon as possible, there is some good news. Believe it or not, there are more than a few serious buyers out there, and it is entirely possible that you will be able to sell your home this summer.

According to the local Multiple Listing Service, average selling time is currently just under 100 days, and metro Atlanta sellers are getting around 92 percent of their asking price when they finalize the deal. That’s not bad, given the mood of the public.

Here are some things you can be doing right now to get ready for the summer selling season:

» You only get one chance at a first impression. So make your home inviting from the street. Green up the lawn, trim back all the hedges below the windows, get all leaves and tiny trees out of your gutters, and patch or repair drives and sidewalks.

» Pay special attention to the area surrounding your front door. Paint the railings and trim and the door itself so it is bright and cheerful. Add a brass kickplate and brass numbers to the front door to attract the eye. Buy some potted flowers to add a splash of contrasting color to your entryway.

» Create a package of information about your house that you can hand out to prospective purchasers. For example, your package should include a copy of the survey, the tax data page from the county, the listing information as furnished by your agent, a recent home inspection, a recent appraisal and information about the utilities consumption for the prior twelve months. I would also put in a lender’s “pro forma” showing the cost to buy this home under several financing options.

» Another nice touch in your information package is to include some things emphasizing why your home and community are special. Include a copy of the neighborhood news talking about the recent cookout. Add photos of your kids at the community pool or tennis court. Show that your home has meant a lot to you, and that you will miss it.

» As to the house itself, everything needs to be perfect. Know that today’s buyer has no imagination whatsoever and that if your home represents a renovation project, the only offers you will receive will come from renovators, not from owner-occupants.

» Fresh paint is the least expensive way to make a house smell fresh and clean, and I recommend that you paint something, even if you don’t need to do so. When in doubt, paint.

» Carpets must smell clean and fresh and not look worn out. Anything less hurts your overall marketing effort, and will detract from your sale. You are, in my opinion, better off replacing the carpets now than paying for it during negotiations later.

» Baths must sparkle and have a faint odor of chlorine bleach. That combination of olfactory and visual stimuli screams “clean” to the brain in a way nothing else can. And if you can’t get it perfectly clean, then it’s time to replace it. By the way, I have seen some amazing things done with tub and tile refinishers. They can create a durable surface that looks almost like new porcelain at a fraction of the cost.

» Kitchens today simply must have granite countertops. If your house is in any price range above $150,000, then the buyers will be expecting granite. And if you are in a price range below $150,000, you can score big points by splurging and upgrading to granite. Know that there are wide price disparities in the world of granite countertops, and that you usually get what you pay for. But also know that there is a perception of value in the buyer’s mind that is somehow reinforced by seeing granite countertops. Just do it.

» While we are in the kitchen, please upgrade your faucet and your lighting. Each of these can be made top-notch for just a couple of hundred dollars, and each carries an outsize weight of attention in a house that is for sale.

» Last but not least, clean out everything from your basement or crawl space, and cover bare earth with black plastic sheeting. It presents a clean surface and prevents the absorption of moisture into the air. If necessary, provide needed ventilation to avoid dampness or musty odors.

John Adams is a broker and investor. For more real estate information or to make a comment, visit Money 99. Find previous articles by John Adams and more home buying advice on the ajchomefinder mortgage center.