According to two local real estate agents, right now is a great time to be selling a home. In fact, it is
likely both of the two homes featured here have already sold by the time you read this. An offer has
been accepted on the one and the sale is in progress.
Sarah Newlove Zmarzly of Newlove Realty and Terri Cookson of A.A. Green Realty have similar views of the
current market as well as how someone should prepare their home to be sold.
Where years ago open houses were the most common way for prospective buyers to check out a house, now
those same buyers are checking the houses online through pictures posted by agents through the Multiple
Listing Service. The buyers can see what they need from their own home and view several homes in less
time than it takes to drive to just see one.
“I am very blunt with people,” Zmarzly said as she directs clients to pay close attention to details. “If
there is one knob missing on a cabinet, get it replaced.
“The photos are important,” she added. “I’m always telling people how we have to stage the photos. We are
not going to get them to actually see the house if the photos are not inviting.”
Cookson agreed that photos are important.
“The key thing is to have crisp, clean photos. We can post up to 36 pictures with a minimum of 20.
Everything needs to be clean and not cluttered.”
She said it is often advisable to repaint with soothing and inviting colors.
“De-clutter” is the mantra for both these agents — minimal decorations, minimal family photos, nothing
just sitting around.
“Get the things boxed and out of the house. I am picky. I’m a picture Nazi,” Cookson said.
“People can’t look past clutter,” Zmarzly said. “The pictures are extremely important.”
She even suggests putting away routine items such as toasters and coffee pots. This applies not only for
the pictures taken for the listing, but also when a prospective buyer visits the home.
“First impressions matter whether it be a smell or clutter,” Zmarzly said.
She often suggests a fresh coat of paint.
“Paint’s cheap,” Zmarzly said.
Cookson said she often suggests people rent a storage unit or at least box things and tuck them away in
the garage or basement.
“You still have to live in the home, so it’s tough keeping it show ready,” Cookson said.
If you have pets, it’s important to make them invisible for the pictures and visits. No dog bowls sitting
around.
Both women said this is a great time to be selling a home locally. There are lots of buyers looking and
not many new listings.
“It’s definitely a seller’s market right now,” Zmarzly said. “There are tons of buyers. If they are
priced right, they will sell. We can’t keep them; things are even going for over listing price.”
“It’s going to sell if it’s priced right,” Cookson agreed.
They will help a homeowner set the right price. They do research on comparable homes in the area and
recent prices for similar offerings.
They both say it is a mistake to set the price too high, as then the listing sits for too long and people
become suspicious of what’s wrong.
Both Cookson and Zmarzly say the average homeowner believes their home is worth more than it is.
The first number is almost always too high.
“Nine out of 10 numbers are too high. Ultimately it is their decision and it can be stressful, but my job
is to make it as easy as possible to sell your house. If someone is selling a condominium, it is vital
that the condo association’s rules be disclosed up front so there are no surprises,” Zmarzly said.
The outside of the home is just as important as the inside. Screens shouldn’t be tattered. There should
be bulbs in the fixtures, mailboxes tended, fresh mulch put down, shrubs and trees should be trimmed,
and no chipped paint.
“The curb appeal is very important,” Zmarzly said.
Another trend both agree on is there are fewer “fixer-ups” on the market. While those can still sell to
the right buyer, most buyers are looking for turnkey homes ready to move in.
They are not looking to buy your problems, the women said. So they again stress to get everything handled
before placing your home on the market.
Cookson also noted tips for potential buyers as well — with the main one to have a pre-approval prior to
shopping.
“It does no good to shop for a house you can’t afford and can’t get financed for,” she said. “That gives
you muscle if you have that pre-approval in hand.”
She also noted there are often cash buyers who do not need the financing and that is also welcomed.
HOMEOWNERS’ PERSPECTIVE
The owners of the two homes featured both appreciated the details provided by the agents.
Steve and Molly Crowe own the home being sold by Cookson.
“We took all of her advice,” Molly Crowe said.
“We are not the experts,” her husband added. “We rented a storage unit and we haven’t needed anything we
put out there.”
Molly Crowe said the house seems even better for them after they de-cluttered. “It forced us to get rid
of stuff we don’t need,” she said. “It really wasn’t that bad.”
Sarah Acors is the mother of infant twins, so it was important for her to be able to work around her
babies. She and her husband own the home shown by Zmarzly.
“We kind of knew what we were getting into, and what she asked was not bad,” Acors said.
“The list wasn’t too bad. We knew the house would sell easier.”
They planned the initial listing around their spring break vacation, so they and the kids would be gone
for the first viewings.
“Before we left we put everything in the garage and schedule around the kids. We have a lot of baby stuff
and we got the counters cleaned off.”
They received an offer within three days.
Steve Crowe said he has continued to do work on the house.
“Every home needs to stay on top of maintenance. I don’t want to buy somebody else’s problems, so I don’t
be the one to be selling mine,” he said.