Homes that sell quickly and for the strongest price are almost always the ones that were prepared before the first showing. This guide from Nate Brill and the Brill Team walks you through how to get a home market-ready — what to repair, what to declutter, how to present each room, and what buyers in the Northwest Valley notice first.
Room-by-room preparation checklist
Repairs and updates worth doing before listing
Presentation and showing-day guidance
How preparation affects price and days on market
Prepared by Nate Brill, Team Lead, Brill Team at Realty ONE Group · AZ License #SA651934000
How should I prepare my home to sell?
The Brill Team's free Seller Guide, "Preparing Your Home For Success On The Market," walks room by room through curb appeal, bedrooms, bathrooms, laundry, garage, photography and showings. The full 18-page guide is readable on this page, and a PDF copy is available with a short form.
The complete text of the Brill Team preparation guide, published here so you can read it without downloading anything. All 18 of 18 pages are published, from curb appeal through the final summary checklist.
Let's Get This Thing… Sold!
Why this guide exists
That second list weighs much more heavily on their mind than the first.
When a buyer comes to tour your home, they will have two simultaneous lists running through their mind at any given moment. The first list is all of the things that got them through the door in the first place — the things they like or are interested to see in person. The second list is all of the things about the house that they don't like.
Some of what they don't like will fall into the category of things you can't do anything about: location, floorplan, proximity to 2-story homes or the flight path of a nearby airport. Then there are things you CAN do something about, like paint, repairs, cleanliness.
This prep guide is designed to help you with that second list. It is based on our years of experience, touring thousands of homes and hearing all of the things buyers notice. We sure do hope this guide helps you.
Your Home Becomes A Product
When you prepare to list your home on the market for sale it transforms from your home into a product. Just like any product on the shelves at your local store it has features and benefits, pluses and minuses, and there are other products to compare yours to. To gain an edge in your marketplace you must be priced right and look better than the competition.
Sometimes it can be difficult to think of your home as a mere product, but it helps to think that way so that you can get top dollar for your property and sell in a reasonable amount of time. Try to look at your home through the lens of a buyer who is comparing it to other homes, not as someone who built their life here.
When you sell your home, you are, of course, going to have to pack up and move. Most of the principles of staging and prep just mean that you are going to pack up some of your things early. It is a little bit of work up front, but you are going to have to do it anyway — so let's do it now so that you can get top dollar for your property.
In 15 Seconds…
Your home will make a first impression
People make snap decisions in new situations. This is especially true during a showing of a home they are considering. In preparing your home for the market, we need to put this trait of human nature to work for us. Your home needs to make an impression such that the snap judgments of potential buyers are favorable. During the showing, the buyer will make judgments about your home as they view it through the “lens” formed in that first 15 seconds.
Remember, people judge what they cannot see by what they can see. There is so much of what a home has to offer that you cannot see. So we need to make sure that what can be seen is presented perfectly. That's the purpose behind this booklet.
Three factors control the sale of any property
Price — Even the best house won't sell if it's priced incorrectly for the market.
Presentation & condition — How you present your home can be as important as price. If condition is not model home condition, price might have to be adjusted. When homes have model-home appeal, they sell quickly and usually for the highest price possible. Another interesting characteristic of good-looking homes is that, usually, the transaction is remarkably free of problems.
Marketing — When you take your time to make sure your home presents beautifully, we'll take it from there. We hire only the best photographers so your home shows as beautifully online as it does in person. Your home will be featured on all of the major websites. If a buyer is looking for a home anything like yours in your area, they will find it, and it will look amazing.
Price and Presentation
It is most important to have price and presentation in line when your property first goes on the market
A well priced home presented in poor condition may end up selling for less than it's worth. A home presented in the best possible condition may not sell if it's overpriced.
Implement the suggestions in this booklet as soon as possible, because just like you cannot duplicate the first kiss, you cannot duplicate the debut of your property on the market.
After the initial surge of interest, the only people to look at it will be those buyers new to the marketplace. The initial impression we make with your property is critical.
How to use this guide
Use the checklist — the blanks in the printed checklist are for marking items complete.
Fix what needs fixing — if you have a “honey-do” list or know of items that need to be addressed at your home, do them up front. Do not let the buyer wonder if you have cared for your home. Fix anything that needs addressed upfront and avoid headaches later.
We will help you — our experience in the marketing and sale of homes will allow us to guide you in making low cost, high value enhancements to the positioning of your property.
Presence and Stature
Curb appeal is the impression your home makes when you first drive up
Any agent will tell you that one of the worst things that happens to them in the course of showing property to qualified buyers is to drive up to a home and have them say: “I don't want to look at this house” — all before you have even put the car in park. This impression is nearly impossible to overcome.
Start by standing in front of your home with this checklist and pen. Jot down anything that leaps out at you. Then, walk around the outside of your home with this checklist in hand.
Front yard
Shrubs and landscaping should enhance, not hide, the home. Shrubs should be lowered to, at most, the height of the home.
As a rule of thumb, all tree limbs should be far enough from the ground so you can walk under them.
Flowers add color and beauty to the home. Flowerbeds should be clean and look good in all seasons. Make sure all beds have a sharp edge and are free of leaves and debris.
Keep the lawn mowed and neatly edged. A perfectly mowed lawn does wonders for presence. You may have to mow twice per week during growing season.
Aerate and seed any bare or thin spots in your lawn. Consider using sod if necessary.
Arrange for a lawn fertilization company to set up an accelerated program to keep your lawn a deep green color and weed free.
Mulch will do wonders to boost the presence and stature of your home at any time of the year. Always make sure all beds are freshly mulched. During the winter, at the very least, front yard and approach beds should be mulched.
Check your flower beds, lawn areas and driveway for weeds. It is better to pull them than to use chemicals. Chemicals take a long time to work and the dead and dying weeds look awful as they go from yellow to brown. Only use herbicides to maintain these areas once the main weeding has been completed.
In the fall, be sure to rake leaves from your lawn and from planting beds. This may need to be done every couple of days.
Inspect your property and remove all trash cans, discarded wood scraps and trash. Re-stack wood piles if necessary and remove all storage containers, children's toys and other unnecessary objects.
Make sure windows are spotless. This includes frames around the windows, the sills and shutters.
Consider painting or cleaning any ornamental fences, light posts and railings.
Vacuum out and clean the glass on all of the exterior light fixtures.
If you have a covered entryway, add a bench or attractive set of chairs to help people imagine themselves relaxing here. If these items already exist, make sure they are clean, inviting and some place a person could actually sit.
General Exterior — Other Yard Areas & Front Door
Mow, open up and clear any pathways to water or other amenities on your property. This includes trimming low hanging branches. It is important to remove these items as they should not line the path.
Other yard areas
Clean up and rake surrounding areas.
Keep driveway swept. If not paved, rake and add more gravel if needed.
Clean gutters and wash or paint the trim if needed.
Consider an exterior low pressure washing.
Front door
Consider a fresh coat of paint or varnish on the front door. At the very least, clean the door and hardware.
Make sure your doorbell not only functions but is not cracked or broken.
Keep your porch swept.
Have an attractive welcome mat for people to wipe their feet. A second mat inside is important during bad weather.
Make sure the mailbox is clean; consider the cost of rust proof paint.
Verify house numbers are large and visible. We want to make sure buyers and agents are able to find your home.
Inside Appeal — The Kitchen
The kitchen may be the most important room in the home
Clean this room like the sale of your home depends on it — because it does. Look at the kitchen as if you were a “health” home inspector.
You see your home through your heart. To get the highest price, you have to appeal to potential buyers who will see your home through cold, calculating eyes. If buyers have the choice between two comparable properties that are similar in price, they will choose the one in the best condition. The following checklist will help you give the inside of your home the greatest presence.
Clean the fridge — especially the inside. Remove all pictures and artwork from the surface, and clean and polish if stainless steel.
Clean the oven and keep it clean; even if this means eating out (or getting deliveries) more often.
After cleaning the range, put new drip pans under the burners or foil over the old ones.
Clean around the seal of the dishwasher door.
Make certain you get rid of all junk, broken or cracked dishes. Also remove disorganized items that have accumulated in the kitchen drawers and cabinets.
Keep everything put away that can be put away, especially on counters.
Check the cabinet doors and door handles for fingerprints.
Inside Appeal — Throughout The Home
Get the home aired out. Someone who lives in a place is the last person to notice any peculiar odor that may be obvious to visitors. However, if you do notice any bad odor, search for and destroy its source. Change the air filters and vacuum all vents — when this is not done the home feels especially unclean.
Wash all the windows inside and out. Clean the window sills and the bottoms of the window jams. Wash the blinds and vacuum the drapes. Sometimes removing all of the outside screens makes for a lot of unfiltered light. Be sure to keep screens in the garage or somewhere organized so people know they still exist.
If your carpets look dirty or have not been cleaned in over a year, clean them. Buyers only know what they see — not the way it is going to be. Unless your home is a “fixer”, badly worn or very out of date carpets should be replaced before coming on the market. Offering a buyer a credit to pick their own new carpet or a discount off the price is far less effective and usually ends up costing more money and slowing down the selling process. Pick a light colored short plush or Berber carpet. Realtor beige is a safe color.
If you have pets, be sure to clean around their food areas and empty litter boxes frequently. Consider replacing them with brand new shiny bowls and dishes. It adds to the impression of a very clean home and pride in the home.
Clean all the closets, cabinets and drawers. Get rid of things you have not used in the past 5 years and pack everything that you have not used the past year. Not only will this give you a head start on moving, buyers frequently open cabinets, and when they spill out when opened — like a kid cleaning their room putting everything under their bed — it makes for a questionable impression.
Inside Appeal — Rooms, Light and Personal Items
Clean or polish all floors — include the baseboards too.
Make sure the closets look like they have enough room to hold additional items.
There should not be too much furniture in the rooms. You will be far better off selecting the pieces that look best and putting the others in the garage or in storage.
Make sure fireplace mantels are not overloaded with items on display. A couple of well-placed items like a vase or small flower arrangement are all that is needed.
Make the fireplace a focal point, the star of the room. Arrange seating to face the fireplace. Remove the television, if large and in a formal living room.
Clear the ashes out of any fireplace if it is not being used.
Clear out family photos and all other items that say “You do not live here” to a potential buyer. Fill any holes and touch up paint from taking them down. Be sure to use the same kind of finish — some get the right color but put satin or semi-gloss on flat painted walls.
Put maximum safe wattage of light bulbs in all fixtures. Make sure all the lightbulbs are the same color temperature. The mix of warm and cool white lightbulbs has a large impact on color rendering and visual aesthetic balance. Strongly suggest warm white.
Clean all wall switches and replace broken plates.
Make sure that any pull-down staircase is strong enough to be used safely.
Consider whether the posters currently in your children's rooms are likely to offend any buyers. If so, store those posters for now.
Inside Appeal — Bedrooms, Laundry Room and Bathrooms
…Inside appeal
Remove all ashtrays. If there is a smoker in the residence, all smoking must be outside (not in garage) while property is on the market.
Invest in some new and luxurious bedding (comforter, sheets, and accent pillows). You can take them when you move, and they will improve the look of the bedrooms while your current house is on the market.
If your house is the least bit dated, consider changing items that will increase your home's desirability such as dated wallpaper, light fixtures, etc.
Laundry room
Put soaps and supplies in cabinets or containers.
Keep counters and sink clean and empty.
This is one room to take special care with lighting. Many laundry rooms are way too dark. Upgrade wattage in light fixtures if safe to do so.
Make sure that any pull-down staircases, such as to an attic, are working. Be sure that there is a working light in the attic, if equipped.
Bathrooms
Repair all leaky faucets.
Caulk bathtubs, showers, and sinks.
Coordinate towels in one or two colors. Fold clean towels in thirds and hang onto racks each day. Purchase new towels if necessary.
Inside Appeal — Bathrooms Continued and the Garage
Bathrooms
Clear all items out of shower stalls and tubs except for necessities.
Clean or replace shower curtains.
If necessary, remove the shower door for cleaning. Use solution of one part muriatic acid to 10 parts water (use goggles when mixing), then scrub with plastic scouring pad and rinse clean. Super fine steel wool works very well.
Fresh flower arrangements do wonders for a bathroom, both in appearance and aroma. No plug-in air fresheners or scented candles.
Garage
Clean and sweep garage. Consider painting walls flat white and floors light gray.
Store any dangerous tools and arrange others neatly. Use containers and tool boxes as necessary.
Vacuum pipes around heating system which are visible.
Check garage windows and screens. Windows should be clean and screens free of rips and tears. Windows should be checked for cracks and holes. Replace as needed.
Remove all “junk” from the attic, basement, closets, garage, and tool shed. Large storage areas appeal to buyers. Rent a storage unit and clear out as much as possible to make your home feel open and roomy.
Preparing for Your Photography Appointment — Exterior
To produce the best possible listing brochure and internet tour, we recommend completing the following before the photographer arrives. The interior and exterior of your home will be photographed from multiple angles. Every room will be photographed, including bathrooms, laundry room and garage. We will then take the best shots of each room to use for marketing.
Exterior
Front and rear yards should be clear of lawn equipment, toys and debris.
Schedule a mowing for the day before if possible.
Garage doors should be closed.
Cars should be in the garage or parked on the street away from the front of the house, if possible.
Clear lawn and gardens of leaves and fallen branches.
Close lid on grill and open any deck or patio umbrellas, no matter the time of year. Built-in grills need to be spotless.
Tidy piled up hoses, lawn decorations, etc.
If you have a pet, please pick up any messes in the yard and remove the pet from the home for your photography appointment.
Preparing for Your Photography Appointment — Interior
Interior
Turn on ALL lights to make the home as bright as possible.
Open all window cover-ups and shades completely.
Clear all unnecessary articles from counter tops, coffee tables, dressers and bathrooms.
Remove items that would impact the buyers' ability to focus on the home such as family photos, collectibles, piles of magazines/books, coats, boots, etc.
Beds should be made and all unnecessary articles should be removed from floors and doorways.
If you have any photos, reading materials, videos or other items that would not be appropriate for all age groups to see, please put them away.
Put pet food dishes and litter boxes out of view of the camera.
Show Time!
Your property looks great and you have a scheduled showing appointment
Here's how to get ready quickly.
Crank that air down! Make the home nice and comfortable. Your electric bill will likely go up while you have your home on the market, but that's okay!
Open all doors between rooms to give an inviting feeling.
Turn on all lights including lamps. While on the market, your house will have the lights left on in case of a showing and a comfortable temperature should be maintained.
Turn off the TV.
Look around for clutter, including newspapers and magazines, and clear it away.
See that the kitchen counters are free of unnecessary items and that any dirty dishes are put away.
Remember to take out the trash. If you have pets, get them out of the way and take care of their food and/or litter area.
Make sure beds are made and clothes are picked up.
Verify that the bathroom is straightened up: toilet lids down, counter tops cleared off, towels hung neatly, etc.
If it is fireplace season, light the fire as buyers arrive.
Show Time! — Living With Your Home On The Market
Yes, it is difficult sometimes and it might even mean you have to get up a little earlier in order to take care of these important items, but you never know when the right people are going to look at your home. This way, you will always be ready for them!
Please try to accommodate all showings. Buyers tend to look at multiple properties during each outing and may find another before you are able to reschedule.
Keep pets out of the way during showings — preferably out of the house. Many people are uncomfortable around animals and may even be allergic to them.
During a showing, leave the premises. Take a short break while your home is being shown. Buyers are intimidated when sellers are present and tend to hurry through the house. Let the buyers be at ease, and let the agents do their jobs.
Agents should leave the home exactly as it was when they arrived. They do not know if you have another showing after they leave. So, if you would like certain lights turned off or blinds closed, please leave a note at your home.
If you need the name of a painter, house cleaner, handyman, roofer, electrician, etc., just give us a call. We would be glad to refer you to vendors we have worked with and from whom we have received excellent service.
Don't over-do the air fresheners or scented candles. They can aggravate allergies and create an image of covering up or masking issues.
Keep your home well lit. Buyers will drive by at odd hours and you want your home to stand out. Keep ample lights on — both inside and out — until at least 9:00pm every day.
Whenever you leave the house in the morning or during the day, please leave it as if you are sure it is going to be shown.
Summary Checklist — Interior Surfaces, Lighting and Kitchen
Floor coverings
Dirt or stains?
Excessive wear or damage?
Area rugs clean and stain-free?
Walls & ceilings
Dirt, fingerprints or other stains?
Nail or thumb-crack holes, tape residue?
Cracks, chips, water damage?
Need for repainting or new wallpaper?
Neutral, light colors for roomy environment?
Windows & doors
Dirt and fingerprints on frames or sills?
Need new paint?
Open/close easily without squeaks?
Latches/handles secure and working properly?
Glass sparkling clean, chip- and crack-free?
Latches/handles/locks secure, working properly?
Screens clean and without holes?
Pet areas
Clean, organized, odor free?
Lighting
All bulbs working and proper wattage?
Broken switches, exposed wiring?
Table and floor lamps working properly?
Entry, hallways, closets & storage areas
Welcome mat(s) clean and inviting?
Clean and well organized?
Clutter and excess junk removed?
Clothes hung neatly and not jammed together?
Shoes and boots neatly stored/stacked?
Kitchen
Every surface sparkling clean?
Counter tops organized, all but daily use appliances put away?
Refrigerator spotless inside and out?
Organized? Spoiled food discarded?
Frost removed? Light bulbs working?
Oven/stove top clean? Burner trays cleaned?
Sinks clean; faucets working properly and leak-free?
Garbage disposal in good working condition?
Cupboards/pantry spotless, organized?
Dishwasher clean and stain-free?
Summary Checklist — Living Areas, Bathrooms, Garage and Yard
Living, dining, den/study, bedrooms
Everything thoroughly vacuumed/dusted?
Excess furniture removed for roomier atmosphere? Remaining furniture clean and in good repair?
Wood and other surfaces clean and polished?
Bookshelves neat, organized and clutter-free?
Children's games/toys stored neatly?
Fragile items removed and stored? Smaller valuables removed/locked away?
Window coverings open for views and sunlight?
Mirrors clean and in good repair?
Ashtrays cleaned and kept out of sight?
Fireplace clean, logs/kindling stacked neatly?
Bathrooms & powder
Every surface sparkling clean?
Counter tops organized, free of clutter? Fresh soap?
Sinks spotlessly clean, faucets working properly?
Tub and shower surfaces clean?
Towels stain-free and hanging neatly?
Shower curtain clean and in good repair?
Toilet extra-clean and working properly?
Closets organized and clutter-free?
Medicine cabinet clean, “personal items” removed?
Garage & structures
Clean and well-organized?
Clutter and excess “junk” removed?
Remaining items stored/stacked neatly?
Everything thoroughly vacuumed/dusted?
Exterior surfaces clean, in good condition?
Front-door exterior clean, inviting?
Eaves-troughs and downspouts clean, in good repair?
Gates open/close properly, hardware working?
Fences/decks in good repair, in good condition?
Sidewalks and walkways in good repair?
Driveway clean, in good repair?
Yard & environment
Driveways, sidewalks clear of snow, ice? Lawns mowed/edged regularly?
Large bare spots repaired?
Leaves removed from lawns and flower beds?
Trees pruned, hedges trimmed?
Flower beds weeded and tidy; dead plants replaced?
“Junk” and scrap removed?
Lawn furniture clean, organized, good repair?
Bicycles, children's toys stored neatly, out of way?
