April 11th, 2012
Do The Best You Can: “Secrets” To Get Your Vacant Property NOTICED!
I get a lot of calls from owners of vacant properties, and agents representing them. (Presumed) cost is usually the main reason they are vacant. First I assure them that preparing a property for sale doesn’t always mean bringing a truckload of furniture in.
My position is that there is always something that can be done to better a property. Success is when you can do the best with what you have. It starts with the right attitude; and ideas coalesce after a realistic assessment of abilities, budget and expectations.
While it’s absolutely true that if nothing changes, nothing changes; I see so many shoot themselves in the ….ummm… listing by their assumptions.
I’ve said it before, and will say it again: Preparing a property is not a silver bullet. Nothing else will matter if a property is unrealistically priced, not maintained, badly or ineffectively marketed, or isn’t made readily available to be shown.
Our market does not reward obvious DIY projects, or work done on the cheap. BUT-it does appreciate your genuinely doing the best you can do, with a commensurate price. Happily, there are numerous, thoughtful things that will make a difference.
In order of importance, my favorite ways to inexpensively, effectively elevate a vacant space:
- All surfaces clean and in good repair: walls, floor, windows. Vacuum, dust. Wash windows. Run some vinegar and baking soda down drains, through clothes and dish washer cycles for a sweeter smell.
- Water in toilets that are not being flushed can evaporate, leaving nasty hard water deposits. Keep toilet bowl swisher/cleaner at the ready.
- Fresh color on the walls/ceilings. Color will fill a room really well if there is no money for furniture or art. Also it adds presence and perspective to listing photos.
- Take a look at some of the light fixtures. You can get a lot of snazziness for less than $50.00…A 40′s gray bathroom becomes ‘retro’ ; a cool new entry fixture gives buyers something to look at, and a reason to linger.
- Consider hanging ready-made window treatments. I know this is WAY counter-intuitive, but take a look at some other listing photos. Windows are one of the hardest things to figure out what to do with. Simple, stationary panels in a standard size framing a window at around $100.00 per window total (rods, hardware and panels) calls attention to the window, the view, adds big value for most buyers, and puts your listing head and shoulders above the rest.
TOMORROW: Making More, Out Of Less: Best Inexpensive Fixes For An Occupied Property
Tags: do the best you can, get your vacant property noticed, Marie Graham Westchester County Home Stager, the refreshed home
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April 6th, 2012
Sometime Less Is…Well, Just Less
It’s an axiom we’ve all heard countless times, “less is more.” Oft-credited to mid-century modern architect Ludwig Mies van de Rohe, history in fact points to 16th century painter and poet Andrea del Sarto as first to have uttered the phrase (just an interesting factoid).
Anyway, while we can all pretty much agree it’s universally applicable regarding perfume/cologne application, and cranky children on airplanes, it’s a wide open field that’s subject to personal taste on a whole lot of other things.
Except, I might argue-in houses that are for sale. I know, I know, blasphemer! Going against the Mothership (HGTV). And yes, I call myself a Stager (well, sometimes I do…) Just let me pull out my soapbox and explain why it’s true: sometimes, less is…well, just less.
Recent months have shown, both in anecdotal stories and in sales figures that buyers are coming out of the root cellars. They are taking off the tin-foil hats, and they are talking about, looking at, and buying houses. And now that buyers know it’s OK to feel good, they are trending to also wanting nice. Warm. Personality or character. Heart. Life. Energy.
Often our homes are a reflection of what is going on in our life. I can usually tell an owners’ story just by looking at listing photos. And it’s not by special Stager-powers, either-just plain observation.
I think we have heard ‘de-clutter, de-personalize’ for too long. A denuded house is not a prepared house. White walls, little or no decoration, bare windows, dim lighting, a brown lawn, are all sad and uninspiring. It looks like the owner has given up.
Buyers could infer there is a real ‘need’ to sell -i.e. illness, a death, or other hardship in the sellers’ life, inviting low-ball offers. They could also perceive a take-it-or-leave it attitude. And just for the record, picture-perfect, obsessively fuss-ed with, or overly orchestrated spaces can feel intimidating, or fake and brittle.
None of this is appealing to people who are tired of waiting to be happy. Bottom line, buyers might not want to see all your stuff, but they do want to see some stuff. They don’t want to know your story, they want to see what their story could be.
Don’t discount the warm-and-fuzzy side: knowing you cared enough to do their best to make the house about their dreams counts. Don’t believe it? Ask your agent about feedback from showings of under-prepared homes.
Happily, there are lots of easy and reasonable ways you can make the best of your property, whether it’s vacant, or occupied.
In most of my adult life, buying a home had been a positive experience, a step up, a move forward, a choice to feel happy about. Even down-sizing was about lifting a burden of too much house, and freeing up time and funds.
Sellers and REALTORS-you are in a position to fulfill a buyers’ dream. IMO this is a time of great opportunity, and NOW is the time to be in front of this trend. Turn off HGTV, put your misgivings aside, and have this conversation today. Buyers want to be happy, have the house that buyers want.
Tags: buyers want nice, buying up, less is less, Marie Graham Westchester County Home Stager, propertys need personality
Posted in Dollars and Sense, Home Selling and Home Staging, I'm Just Sayin', Selling Your Westchester Property | No Comments »
February 21st, 2012
2011 was a tough year if you needed to sell your Westchester County condo. According to WPAR stats, annual number of sales were down by almost 11% in 2010 (from 937 sold in 2010 to 835 sold in 2011); and by nearly 17% since 2008, where 1005 condos in
Westchester got sold.
Many seemed to be resigned to having to stay put; year-end also found inventory to be it’s lowest in years, 705 active listings, down from 795 in 2010.
But what if you really really want to sell?
Last year I was brought into a property here in White Plains that had a lot going for it, condo-wise. Very convenient, but uber-private. Great light, generous space, and all the important amenities.
The owner was an exuberant sort, loving life, and had traveled much of the world in order to embrace it first-hand. But he also brought a lot of it back with him.
His love of family and friends only slightly eclipsed his wanderlust, so the walls were filled with beautiful original and exotic artwork, and photos of those near and dear.
The walls were shockingly bright, and bore great testimony to these passions, but did little to enhance the key selling points: space, great natural light, and the fireplace. As referenced below, he was NOT PLEASED at my recommendations-pack art, repaint, move some furniture… but he wanted to move into his new place more than he wanted to be right, so that’s how it went. Here are some of the B&As:
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Got this email today…not sure yet which is my favorite part…
Dear Marie-
You know I loved the look of the apartment I lived in for 26 years.
When you suggested these changes I resisted, but reluctantly I made them.
The result were raves from potential buyers, agents, and most importantly a sale.
Thank you!
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If you have a property that no one is looking at, or making offers on, there is a reason.
Talk to me now, I do remote consults via phone, email and Skype.
Let’s get that property sold so we can all get on with our life.
Tags: get your White Plains condo sold, marie graham preparer of properties, sell and get on with your life, start the conversation, the refreshed home
Posted in Home Selling and Home Staging, Listing Photos, Reality Check, Selling Your Westchester Property | No Comments »
February 19th, 2012
How YOU Can Get YOUR Vacant Westchester Co-Op Noticed And SOLD!
Westchester County real estate has a lot of range and variety, but some markets are pretty saturated right now. In our market, co-op apartments 
are probably in the toughest segment of all.
Previously I have written about the misconceptions of what staging is, and what preparing a property for sale or lease is REALLY about, but vacant co-ops are a breed unto themselves. Because there are generally fewer dollars laying around, your own success is literally in your hands.
If YOU are the owner of a vacant co-op apartment YOU want to sell, the question becomes do YOU choose to stay between a rock and a hard place, or do YOU focus on what YOU can do to change YOUR situation?
This post is longer than most, with interactive solutions…notice how YOU/YOUR have made up about 11% of the words in this post so far?
First I must be blunt. If you have neither funds, ability to make changes or a desire to find a way, this post is not your silver bullet… but it might make your decision easier.
Do nothing and wait-your choice will be taken away. You will drift wherever the market takes you, either eventually accepting a lower price than you want/need, or slowly bleeding out any equity you might have via maintenance and carrying costs. I see this in the case of a lot of estate sales, with heirs that want to be right, instead of at closing. Aggressively pricing it from the get-go might be your best answer. Hire an experienced Realtor who knows the local market to best advise you.
Vacant spaces do not photograph well, or typically woo buyers, unless the view, history or architecture is so outstanding. Which is typically not the case for most co-op apartments. Because of their price point, there are proportionally fewer dollars laying around.
But if you are in a position to make something happen, here- in ascending order of effort and effectiveness and mostly cost-are what YOU can do to get YOUR vacant Westchester co-op apartment noticed and SOLD:
1. The apartment must be clean. Not just swept clean and vacuumed, but Q-tip-around-the-faucets, in the refrigerator grill, and in the corners of the window clean. No ifs ands and buts. Just do it, or stop reading right now.
2. Repair, prepare and paint the walls. TRUST ME white walls are the kiss of death. There is nothing special about them. They photograph horribly, and in the buyers’ eyes only underscore the space is vacant, probably neglected, too.
Very cheaply, color fills up a room, adds personality, and engages buyers. Resist the temptation to put your own stamp on it…you can do that in your own place, with the proceeds from the sale. 
Filling, sanding and priming is tedious work, but necessary. Quality buyers will pass on shoddy work. USE PAINTER’S TAPE to create straight lines, and spring for the extra $20.00 +/-, use semi-gloss white for trim work, mouldings and doors. The contrast color and finish calls attention to detail lost in a big vanilla space.
Warm, classic, easy on the eye colors create a pleasing canvas while defining the space. I like Benjamin Moore Historical Colors. Lighter colors are not frothy pastels, and the deeper colors are not harsh. HC-32 Standish White, HC-33 Montgomery White and HC-39 Putnam Ivory are my current favorites.
Because these rooms are typically modest, and might not get a lot of light, visually stretch the space by choosing a color that will reflect light, almost ’glow’. BM #922 Antique Lace is good for that as well.
3. Get rid of old carpet. PERIOD. Gleaming hardwood floors are preferred in this market, but tend to cost more. HOWEVER, in an empty space, with no furniture to move/store, it might not be that much of a difference. Price out your options, but ONE CAVEAT: get a good re-finisher, and clear the power requirements and source with the super, so the building doesn’t short out.
4. Change out knobs and dated lighting fixtures. Yes, really. Old spaces with old fixtures and hardware are just old and neglected. Sleek new fixtures and hardware, are ’retro’, they say someone has been paying attention to this space. $200.00 at a big-box store here will put that much-if not more-back in your pocket real quick.
5. Add mouldings. Charm per linear foot, cove (ceiling) mouldings create desire, and elevate the space above much of what else is on the market.
6. Last, if buyers just can’t ‘see’ what the space could be, I have had success with providing scale drawings of the rooms as a take-away for the agents…
and also, sellers buying furniture they wouldn’t mind owning.
GOOD LUCK!!! Hope this has been helpful and inspiring. And please, take B&A pics, write me back and share YOUR success story!!
Tags: estate sale co-ops, get the best price for your vacant co-op, marie graham sensible home stager, sell your vacant co-op, the refreshed home, what you can do
Posted in Dollars and Sense, Home and Professional Services, Home Selling and Home Staging, Listing Photos, Selling Your Westchester Property | No Comments »
January 23rd, 2012
As noted in an earlier post, in this market outlandish or unexpected does not sell.
With one possible exception.
Many different and unique visuals come to mind when hearing the words ‘contemporary style house’. Which is part of its appeal.
Which IMO is what makes it the trickiest of architectural styles to prepare for sale. Because these style houses are usually in the upper ends of many markets, it makes it very worthwhile to prepare the house well. Let’s start with the exterior.
Typically these are large houses, with strong, sweeping lines, and lots of glass, and the finishing materials are chosen to compliment the scale and look. The unusual exterior of contemporaries is a great part of the appeal, so it’s critical it be well-maintained. Any updates need to be authentic, and stay true to the design integrity, so value is not lost. Depending on the building materials, you’ll probably have to consider power-washing all the surfaces, painting the trim, even re-staining whatever has faded.
One word of caution: Because of the size and shape of these projects, and often, unusual finishing techniques, this is not the time to trot down to the rent-all place to save a few bucks, or enlist friends in a house-painting party. Before you do anything, speak with several licensed and insured contractors who have the equipment and expertise to work on these style houses.
Windows play a big part in the design of contemporary-style homes, yours should be in top shape. They need to be squeaky-clean, but first, look at the condition of the windows themselves. One of my pet peeves about older contemporaries are those huge double-glazed windows with broken seals, and condensation inside. This dates the house, as well as puts its overall maintenance into question, so get them fixed.
Patios and walkways need to be power-washed as well, and make any needed masonry repairs. Garden beds should be neatly detailed, and landscaping-when weather permits-should be shaped and manicured. Clean and polished sells here, not rustic ‘charm’.
Conceptually, the interior is not that different from most other style homes. Fewer walls and grander proportions will throw buyers off, but here’s what makes this style house different: Most every element in these homes is chosen for its high aesthetic value. Having a trained and clever preparer of properties evaluate your space and provide specific suggestions is always best, but here are some general points to ponder:
- Don’t need to fill the space with furniture, but ratty, underscale or otherwise inappropriate furniture does little to enhance the inherent valu
e of a contemporary house, so rent furniture if you don’t own what is suitable: LR, DR and Family Rooms are the most critical.
- Embrace quality, strong lines and solid colors for the most sophisticated look. It will underscore what drew buyers to the house in the first place, and put dollars in your pocket.
- Don’t rely on ceiling lighting to create a mood. Use area rugs and task lighting to define the traditional living spaces.
- Rent/buy oversize sculptural live plants/trees to fill in the corners, place freestanding can lights on the floor, shining up into the plants to create drama.
- Similarly, big art conveys great presence and character, especially when on a large wall or other prominent feature-like a two story fireplace. If you don’t own any, check out local galleries, or artist guilds to explore options.
- Shots of vivid color are both classic and very of-the-moment.
- Replace worn harware with sleek new handles to freshen cabinetry.
- Updating old or boring lighting fixtures with something fun and eye-catching will engage buyers
- Tons of ever-changing natural light will play havoc with light-weight wall colors. Never pastels, and no white walls-unless it’s an uber-sleek stainless and glass creation.
One last suggestion: working with a smart REALTOR who knows the market and has a plan is always part of my plan, but the unique qualities each contemproary house has makes it harder to get and relay on comps-so make it part of your plan, too.
NEXT: Let’s Get Your Westchester Co-op or Condo SOLD!
Tags: marie graham clever preparer of properties, preparing contemporary house for sale, selling westchester contemporary house, the refreshed home
Posted in Home Selling and Home Staging, Listing Photos, Selling Your Westchester Property, Uncategorized | No Comments »
January 2nd, 2012
In a down market, avant-garde or outlandish does not sell. Safe, traditional, and expected sells. Understand the authentic style, show what is appropriate, and you’ve got a great shot. In the first of this series, let’s talk about the Cape Cod style house.
Cape Cod style houses started as cottages in England in the mid-1600s, but were only named as such here in the early 1800s. Every element was designed to withstand and protect a family from harsh and stormy weather: low, but wide-framed buildings, usually 1-1/2 stories tall, and for maximum natural light, were often built facing south.
Steep roofs kept snow from accumulating, low ceilings kept the heat in, and shutters were functional. Mirroring the lifestyle and resources of it’s inhabitants, they were practical, without a lot of ornamentation, and the rooms were utilitarian. Originally built in areas of natural wildlife, they were designed to blend into the landscape.
Seen as less desirable in the late 1800s, they became popular again post-depression when affordable housing was in great demand, and 
when updates were made, like adding dormers and garages.
These were houses built not knowing about sectionals, or flat-screen TVs, Master Suites, home offices or exercise rooms. In a crowded buyers’ market, it does not seem there is a lot that matches up with what today’s buyers are looking for.
SO-without undertaking a major renovation, how do you attract buyers to your Cape house, and get it sold? Know your audience, and play to the houses’ inherent strengths.
Historically Cape Cod style homes have thrived durning economic downturns. They make great starter houses, so show it as a younger couple would use it: Make the Master BR on the first floor the best it can be, and then the upstairs-children’s-bedrooms-simple: neat, clean, cheerful and bright.
Emphasize the positive: Fireplace, crown/other mouldings, hardwood floors, natural light.
- Painting mouldings white make what they are framing-windows, fireplaces-bigger and more important.
- Get rid of wall to wall, show off those hardwood floors
- Wash the windows, including the screens. Take down heavy or fussy window treatments.
Add interest outside: There are few house styles where it is easier to bump up the charm than Capes…just keep it real, don’t muck it up:
- Add a fence: split-rail or white picket, maybe even an arbor over the walkway. Windowboxes are big, too.
- Holly and other plantings that add year-round color; hydrangeas and rosebushes are expected, and all soften the austere lines of the house.
- Bird feeder, birdbath yes: statues of lawn jockeys, a donkey pulling wagon, fake flowers, gnomes or the like-are a no.
- Most Capes have an unpainted shingle or clapboard exterior. If yours is painted, or has a brick face (popular updates in the 70′s) bring it back to its’ roots: get rid of the vivid blues, pastel greens, vibrant golds or flat heavy browns, take down aluminum awnings.
- Taking the roof color into consideration, think white, cream, or some of the historic colors like grey, barn red or a slate blue , and consider painting the brick.
- Bright, even unusual color front door, with knocker of interest is a signature touch in Capes.
Clutter is out: It eats up visual space, making a small room feel even smaller.
- Keep hotizontal surfaces clear
- Use a minimum of wall decor
- Keep scale of furniture in line with rest of space. Store-sell-donate anything oversize.
Think CHARM, not CUTE: In a buyer’s mind, “cute” = “small”. They don’t want to pay money for ”small”. “Charming”l, on the other hand, has a much-more grown up feel…and is called “cozy”.
- Anything pink and blue, with flowers or other mini-prints, folksy or diminutive, like ducks or bunnies must go.
- Take down wallpaper, and instead paint in warmer, historic colors-with white mouldings and trims for a cleaner, updated, more sophisticated feel.
- Edit out anything harsh, striking, new/shiny/glossy. Instead think fine detail, simple, even primitive, natural or organic for aesthetic updates.
NEXT: The Agony, and the Ecstasy of a Contemporary Style House
Tags: cape cod style homes, getting your cape house ready for sale, marie graham westchester county, selling your westchester cape
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