Selling ‘One Percenters’ – The Details You Shouldn’t Overlook

Most vendors have a rough idea about how to maximise the sale price. But what many don’t realise is real estate experts have a few ‘selling one percenters’ which help secure sales. 

One of the best-known names in real estate, Greville Pabst – executive chairman of WBP Property Group – knows just how to impress potential buyers.

Pabst says the basics of maximising a sale price are now widely accepted. Outside, that means a general tidy-up, maybe fixing a fence, trimming a tree and a lick of paint. Inside, it’s also about tidying up, decluttering and possibly painting in neutral tones.

But what sellers don’t know about are the small, seemingly simple ‘one percenters’ that can make all the difference.

“With a median house price of $750,000, an extra one to five per cent can get a vendor $10,000, $20,000, $30,000 extra,” he says.

Love thy neighbour

Offer to mow the neighbour’s lawn.

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It’s standard practice for vendors to take a long, hard look at their property from the street, to ensure the façade is as appealing as possible, but they sometimes forget about next door, Pabst says.

“We’ve all heard ‘first impressions matter’ a thousand times, but it’s especially true when it comes to selling,” he says.

“And while it makes sense to do landscaping, add fresh mulch, repair windows, trim trees and things like that, the whole streetscape is important.

“So, if you’re mowing the lawn at the front of your place ahead of an open, why not ask your next-door neighbour if they’d mind you mowing theirs at the same time? They’re not going to say no, and it will make the whole street look nicer.”

Light the way

Make sure your property looks great at night with the right kind of lighting.

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Buyers are just like the rest of us – busy and time-poor – so they often drive by potential properties and do inspections at night.

“Some people can only do inspections after hours, so you want to ensure the property is looking great, even if it’s dark,” Pabst says.

The solution? Small, cheap solar lights to illuminate the front of the property and highlight some key architectural features. Simple and affordable.

The power of music

Pabst recommends playing music during open for inspections.

“You obviously don’t want a TV blaring during inspections, but some background music can be a nice touch. It works really well in creating a calm, welcoming environment,” he says. Go classic, not techno, though.

Just add water

A bit of water can make a big difference.

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Ever noticed in real estate listings that outdoor areas always look fresh and appealing? The secret is water.

“Good agents know the trick of wetting down timber decks, bluestone paving and other outdoor surfaces before photography for a listing, because it makes it look really good, fresh,” Pabst says.

And with so much emphasis on outdoor areas, Pabst suggests taking the same approach before opens.