The 3 C's of successful home sales

by Anna Jacoby

As an interior decorator, I’m always trying to learn new things that will help my clients. I read a lot and attend as many seminars as I can. Since quite a bit of my business is home staging, I was excited by the opportunity to attend a presentation by Ann Maurice, host of BBC America’s The House Doctor. Maurice has made a name for herself in Britain and the United States as a very successful interior designer and home stager. I found myself nodding in agreement at just about everything she said, and I appreciated her matter-of-fact style.

For those of you who may not know, home staging involves preparing a home for sale so that it shows as beautifully as possible. Home staging is becoming more and more popular, due in part to television shows such as The House Doctor and HGTV’s Designed to Sell. It is true that staged homes tend to sell more quickly and for a higher price. Staging can include large ticket items such as remodeling a kitchen or bath, but it also includes de-cluttering and furniture rearranging. If you are planning to put your house on the market this year, I encourage you to start now by taking a long hard look at your property.

Ann Maurice compared an Open House to a job interview. Would you appear at a job interview in tattered clothing and scuffed shoes, the handle on your clutter-filled purse held on with tape? Would your hair be unwashed and messy? I don’t think so. The same idea applies to your home. Before you put in on the market, make sure the leaky faucet is repaired, the house is clean and fresh, and clutter is under control.

I liked how Maurice described her “3 C’s”—Clutter, Color, and Clean. If a buyer sees a lot of clutter on countertops and in closets, he will feel as if there is not enough storage space. Excessive clutter can be an instant turn-off for some buyers. If clutter is a problem for you, start now by giving it or packing it away. Personal items such as family photos and awards need to be packed away. The idea is to create a neutral environment that allows the buyers to imagine themselves living in your home.

I am big advocate of gorgeous color on your walls, but not necessarily for homes on the market. Maurice says to paint your walls in a nice neutral tone—a creamy white or tan works well. But do bring color into the room with accessories and artwork to avoid a stark, bland space.

Cleaning is an absolute requirement. Maurice says, “Clean, then clean again.” I tell my staging clients to clean like they’ve never cleaned before. This is especially important for windows, kitchens and baths. They should sparkle. Buyers will look in cabinets and closets, so cleaning and organizing them is also a must.

Keeping Ann Maurice’s 3 C’s in mind will get you well on your way to a home that appeals to buyers.