How to sell your home by Christmas - advice from agents including Browns
23 Nov 2007
The Sunday Times November 4, 2007 How to sell your home by Christmas by Lucy Denyer
Drop the price
“The market has tightened up and buyers are being more selective,” says Nick Rudge, a director at Savills in Banbury. “They’ll pay the price for the best houses, but won’t go for the secondary ones.” He suggests sellers slash 5%-10% off the price of their home if it has been on the market for more than two months. It’s all about creating a “door-opener” price, says Lulu Egerton, a director at Strutt & Parker Lane Fox, in Chelsea: “We’re advising a lot of clients to work the pricing from a different way – from underneath.” She cites one client who initially asked for £2.2m. On her advice they dropped to £2.05m, and three days later a sale was agreed at £2.1m. Not convinced? Then give potential buyers a price range, instead, says Max Ziff, CEO of Humberts – and ensure you cut your price before others do: “If prices are coming down, you’re better off leading the reduction to get to the buyer.”
Find a good agent
“You need an accomplished professional to deal with this market,” says Egerton. Ziff advises finding out how many of a firm’s agents are qualified valuers, or Rics-accredited surveyors. Is the website well designed? How many hits does it get? Do your homework, then establish if the agent who will conduct viewings is sufficiently knowledgeable about market conditions.
Rebrand
Drab winter is looming. “Take photos now: autumn colours are great,” says Rudge. If agreeing to cut your price, negotiate a fresh push with the agent at the same time, says Ziff. “A new brochure, adverts in the paper – see if you can get it made a property of the week on a website such as Rightmove.”
Make sure people can view it
“Your house has to be accessible,” says Andrew Weir, central London director of Foxtons. “The estate agent’s issue in winter is daylight hours, so Saturday mornings and weekday lunchtimes become important.” If the agent works Sundays, allow potential buyers to come round then as well.
Keep up appearances
Make the bed, clean the windows (to allow what little light there is at this time of year in) and clear the decks. Get the paintbrush out if necessary, and don’t ignore the garden. “Plant winter pansies to give a bit of colour, clear leaves, make sure lights are on if it’s a murky day, and light the fire if it’s chilly,” says Serena Webber (should read Serena Brown!), director of Browns, an agency in Cranleigh, Surrey.
Be ready to go
“Make sure you’ve got somewhere to move to,” advises Weir. “Your typical preChristmas buyer wants to do the deal and move quickly.” If you’re in a chain, find a short let. Line up lawyers, organise a home information pack if you need one, and make sure your finance is in place. “Having your ducks in a row makes all the difference,” says Lindsay Cuthill, head of Savills, Fulham. “It’s amazing how many people want to sell in a hurry, then don’t have their paperwork ready.” If you are able to complete within a certain timeframe, it will mark you out as a serious seller – and that attracts serious buyers. “The closer you get to Christmas, you lose the window-shoppers and end up with people who are intent on moving,” says Weir. If you are also buying, you will be able to take advantage of the deals out there. So don’t be disheartened. As Weir, who completed on December 22 last year, says, “Now is a good time to move.”
