Five Ps of Selling Houses

1. Planning:

Know Your Target Buyers

Think about your neighborhood and the buyers purchasing homes near your property. Are these home buyers purchasing their first home or moving up? This is important to your marketing and design plan, since the psychological needs of first-time home buyers differ from those of moving-up buyers, in that first-time home buyers are seeking to control their own environment by owning instead of renting. These buyers' psychological needs include:

- Safety and security
- Sense of place or connection
- Comfort
- Self-control

Moving-up buyers often enjoy these benefits, as well, but are looking for a larger home with more amenities for their comfort, self-esteem, and feelings of prestige. The needs of empty-nesters and retirees also vary, but they're generally looking for solutions for making their lives easier.

Once you determine who your potential buyers will be, you can make improvements to your home that will attract them.

Selling Season

Calculate approximately how much time will be needed to get your home ready for sale, and then add on a few extra days for unexpected delays. Estimate the length of your selling season -- the time of year you'll be marketing your home. This time period establishes the basis for your decorating choices and helps plan your color scheme.

Use cool colors -- blue, green, gray -- to sell during spring and summer. Use warm colors -- yellow, red, maroon -- to sell during fall and winter.

Think about your selling season and your local climate when choosing colors, patterns, fabrics, textures, and decorating details. The selling season and climatic conditions relate to your overall design plan. Try to envision your final product, whether it's a cooling desert oasis or a warm, inviting haven.

Consider your target market and your selling season and then make a list of changes to make.

2. Preparation:

The first step of preparation includes removal of non-essentials. Pack everything that clutters the potential buyer's vision so that they clearly see their future home. Consider selling or storing large pieces of furniture.

The next step is purchasing materials such as paint and plants. Make lists of items needed and specify features, remembering your target market and selling season. (To save money, check for returned items in home improvement stores, or find out if there's a Restore, Habitat for Humanity thrift store in your area, because they sell paint and fixtures. You can donate your own unwanted appliances, light fixtures, and doors to them, as well.)

The final step in preparation is the implementation of your changes. You can either do all the work yourself or hire professionals. Think about how much money you'll be making, and then evaluate whether it's better for you to pay to have the work done. If you decide to do the work yourself, home improvement centers offer free flyers with directions for completing most projects, as well as free classes.

3. Presentation:

Presentation, or staging, is the fun part of selling your house. Once you've packed all personal knickknacks, take a look at your house, as if through the eyes of a stranger. If the space feels too empty, add plants to bring nature indoors. Use delicate green ferns, spiky gray foliage, cut flowers, and tree branches from your garden to support the desired emotional atmosphere. Don't forget to support the buyer's sense of smell, too; natural essential oils, mixed with water and sprayed into the air, work better than chemicals because of potential allergy problems. (Buyers won't buy a home that makes them sneeze.)

4. Previewing:

Previewing, or showing your home to potential buyers or real estate agents is the most important phase. For safety, avoid potential problems by asking someone to help you. Send small children and annoying pets to a friend's house. When showing your home, always stand behind the buyers so they can see the home without having you block their vision.

5. Purchasing:

Purchasing, or selling is the final phase in selling your home. If you're not an experienced investor, hire a real estate agent or an attorney to handle the sales contract. Many investors write up simple contracts and then have their escrow agent draw up the sales and closing documents.

(c) Copyright 2004, Jeanette J. Fisher. All rights reserved.

Professor Jeanette Fisher, author of Doghouse to Dollhouse for Dollars, Joy to the Home, and other books teaches Real Estate Investing and Design Psychology. For more articles, tips, reports, newsletters, and sales flyer template, see http://ww w.doghousetodollhousefordollars.com/pages/5/index.htm

Eleven Questions to Ask in an Agent Interview

Questions Sellers Should Ask in Agent Interviews:1. Is your license in good standing?You can check... Read More

Advantages and Disadvantages to Selling a House on Your Own

As with any business transaction, there are pros and cons to selling your own home.... Read More

Before Selling Your Home

Here are some important steps you should take before you put your house on the... Read More

Searching the Hawaii Property Listings

Maui is an island so full of life and vivacity (perhaps because of the fact... Read More

Using Transformation Psychology to Sell Investment Properties

Satisfying and lucrative real estate investment depends upon your correct assessment of profit potential, of... Read More

Real Estate, Real Property and Leased Land; Definitions, Discussion and Explanations

Delaware, and the rest of the original British Colonies, has some land that is leased... Read More

How Do You Profit From O.P.P.?

In a previous article we introduced you to the concept of O.P.P., or Other People's... Read More

Seven Tips in Choosing Maui Income Properties

Aloha! If you are interested in choosing a Maui income property, then there are some... Read More

Property Investing ? Port Melbourne Life on the Edge

Property investing prices pick up following a cooler winter last year. Susannah Petty Reports.Winter has... Read More

An Often Overlooked Secret of Marketing and Negotiating for Real Estate Investors Looking for Deals

When you call sellers, what do you say? When you sit down to write a... Read More

Where is Florida Investment Property

Florida Investment Property ? Why Investing is a Wise Decision There are many reasons to... Read More

The Value of Foreclosed Property

The discount on a foreclosed property is not as great if the state allows deficiency... Read More

Tidy Up The Outside, Reap The Rewards

There isn't a realtor in existence who wouldn't tell you that one of the most... Read More

Death, Taxes, and Foreclosures

So how do you find the best foreclosures. Its not easy as the business is... Read More

Real Estate Investing ? The Job Escape

Real estate investing is pretty unusual in lots of ways. Real estate investing is creative.... Read More

Timing Clauses Stop Sellers From Inciting Bidding War

It is no secret that the current real estate market is hot, hot, hot. Sellers... Read More

Timing Is Everything When It Comes To Buying Homes

The old adage that "timing is everything" especially applies to buying a new home. And... Read More

Do You Need to Download a Landlord Inventory On-Line Today?

Do you need to download a Landlord Inventory on-line now? Why is it so important... Read More

Real Estate Professional in the Palm of Your Hand

GETTING THE MOST FOR THE LEASE-TRACKING YOUR REAL ESTATEIf you own rentals and/or investment properties,... Read More

Why You Need a Lender to Sell Your Home

Home sellers who are prepared to help buyers find financing will sell their homes faster,... Read More

The Listing Agents Role in Selling Your California Home

Advertising to the "Public"Every home seller likes to be assured that their listing agent and... Read More

Preserve Equity, Build for the Future Using a 1031 Tax Exchange

Thinking of trading up on an investment resort property? If so, look into 1031 Tax... Read More

Investment Real Estate Made Easy ? Make the Most from Each Investment Dollar

When it comes to buying investment real estate, there are many schools of thought on... Read More

How Home Buyer Rebates Work

In today's tight housing market, many buyers are looking for ways to stretch their dollars... Read More

Flat Fee MLS Listings - Is This The Future Of Real Estate

Realtors are all a buzz about this new form of listing houses on the MLS... Read More

What to Look Out For When Buying Off Plan

Buying Off PlanIt can be difficult to decide when every deal seems to be not... Read More

Sell Your California Home For Top Dollar

HOW TO SELL YOUR HOME FOR TOP DOLLAR1. Make your home look like a model... Read More

5 Simple Steps to Sell Your House Fast!

The decision to sell your house wasn't made on the spur of the moment. It... Read More

Real Estate Tax Incentives

Lower Your TaxesTax incentives for real estate investors can often make the difference in your... Read More

Lease Purchasing Is The Perfect Home-Based Business

Some call it the 30 second commute. We call it wonderful. What are we all... Read More

Why Real Estate?

Five months ago I was faced with a decision to keep doing the same thing... Read More

What is a Home Inspection?

Any Sally and Sam Homebuyer can look at a home and decide whether it is... Read More

Houses For Sale By Owner - Negotiating Tips

Houses for sale by owner, also known as "FSBOs," are a unique case in real... Read More

Your Home Equity Can Work for You

"Use your home's equity to pay off your debt. It's easy and simple, no closing... Read More

7 Marketing Methods for Real Estate Coaches

You shower, shampoo, dress your best, check to see if you have plenty of business... Read More

Preparing for a Showing

As soon as you decide to put your home on the market, all sorts of... Read More

Why Invest In Property?

Why property, some people ask when looking for an investment. Well, as far as I... Read More

Selling Your Home: 5 Deal Killers That Are Lurking In Older Homes

You've listed your home for sale, you have a Buyer and now their Inspector is... Read More

Want A $10,000 House?

How do you find a house for ten or twenty thousand dollars? In three steps:1.... Read More

3 of the 5 Ways Real Estate Can Take Advantage of Blogs and RSS

Earlier this month, Realtor Magazine announced that they would be featuring an article about Tampa... Read More

FSBO - How to Prepare Your House to Sell

Did you hear that? Prices of houses in Phoenix have been jumping 5% each month... Read More

Pricing Your Property

A house properly priced is half sold. But there are plenty of ways to price... Read More

Create a Great Webpage to Sell Your Home

The majority of people in the UK who are looking to move house use the... Read More

No More Estate Agent Fees

Follow a few simple guidelines, and marketing your own home can be easy. And... Read More

Landlording And Other Aggravations

Here's the gripping story...You are the landlord of a small apartment building that you are... Read More

Dont Buy Ugly Houses!

Ugly houses can be great investments, but we don't buy them. We understand that there... Read More

Big Discounts With Property Investment Clubs?

A stagnant stock market, low interest rates and booming property prices over recent years have... Read More

I Already Have an MLS Listing, Why Do I Need an Internet Ad?

In today's real estate market, astute buyers are also looking to realize savings by dealing... Read More

Florida Investment Real Estate and What Are Considerations Before Buying

Investment Real Estate, First Things FirstConsidering investing in property? What are some pertinent things to... Read More

Understanding Real Estate Terminology

Purchasing a home can be a complicated and confusing process, especially for first-time buyers. Throughout... Read More