Declutter That House to Sell It Faster - Market Ready

Home & Garden

Story  By TIM McKEOUGH

Market Ready

Q. What’s the best way to declutter my home before I show it to potential buyers? Can I leave packed boxes in a corner or do I need to move things into storage?

A. Even if your house hasn’t been featured on “Hoarders,” making an effort to clear out clutter and to ensure that your home is as neat and tidy as possible before opening your door to buyers is common advice in real estate circles. And for good reason, said Jeffrey Stockwell, a senior vice president with Stribling & Associates in Manhattan.   “It’s vital, because most real estate is aspirational, and buyers want to see themselves someplace better and more beautiful,” he said. “They want the feeling that if they move in there, it will be organized, clean and attractive. If they walk into a cluttered, messy space, there’s none of that feeling that life will be better.” Even if your home is in good condition, Mr. Stockwell said, “if it’s cluttered, people will think it needs a renovation, and that lowers the value.” But cleaning up isn’t always easy. “You’re parting with things that have emotional value, and that’s very difficult for people,” he said. “They understand the need to do it. It doesn’t cost much, if anything, and yet it’s really hard to get clients to do it.” Packing personal belongings into boxes that remain in the apartment isn’t much of a solution. “If I go into an apartment and see a lot of boxes, even if they’re attractive boxes,” he said, “I immediately think there’s not enough storage space.”       

Jeffrey Phillip, a professional organizer in New York, agreed that the boxes need to go.“In Manhattan, you’re working with a very limited amount of space, and any space is prime real estate,” Mr. Phillip said. “Even if you shove boxes into a closet thinking you’ll make the living space look good, you’re detracting from the storage space, which is another valuable asset.” You could move those things into a storage unit, he said, but “better yet, take that time to get organized.” Gearing up for a move is a “perfect time to really edit yourself down,” he said. There are a number of advantages to doing so: “You’re going to spend less money for someone to move you, and you’re also going to spend less money on storage.” Just “don’t expect to do it all in one weekend,” Mr. Phillip said. Give yourself a few weeks — or even months — to complete the task.

“It’s all about doing small projects, one at a time,” he said, rather than trying to tackle the entire home in one shot, which could be overwhelming. Some areas where you can get quick results include wardrobes, kitchen pantries and drawers, and collections of CDs and DVDs. For the latter, even adding the discs to a binder and doing away with the cases can clear a substantial amount of shelving. As Mr. Stockwell put it: “The rule of thumb is, be ruthless.” If you’re unsure about something, he added, “Get rid of it.”

Questions about repairs or redecorating in preparation for putting a home on the market may be sent to marketready@nytimes.com. Unpublished questions cannot be answered individually.

 HOUSE HUNTING TIP: The best time to sell is when consumer confidence is on the upswing; interest rates are low; unemployment is decreasing; the economic news is mild; and there are more buyers in your local market niche than there are sellers. A high-demand, low-inventory market gives sellers an edge.
The Conference Board Consumer Confidence Index fell in March 2012 to 70.2 (1985=100), down from 71.6 in February, when it was up sharply.
Lynn Franco, director of The Conference Board Consumer Research Center, attributed the improvement in consumer confidence in February to less pessimism about current business and employment conditions and more optimism about the short-term outlook for the economy and job prospects despite a rise in gas prices. Franco said the moderate decline seen in March was "due solely to a less favorable short-term outlook."
Interest rates are currently at historic lows and are expected to stay low for the rest of the year. Even with low rates, buyers have had difficulty qualifying due to rigid mortgage approval underwriting.
Capital Economics, an analytics firm, expects the housing crisis to end this year partially due to lenders loosening credit. According to Capital Economics, one indicator of loosening is that banks are now lending 82 percent of loan-to-value (LTV), compared with a low of 74 percent LTV reached in mid-2010. This means qualified buyers need less cash to buy, which should lead to more sales this year, although higher home prices are not expected.
These positive indicators combined with a drop in homes for sale at the end of 2011 and a decrease in unemployment may provide an opportunity for sellers in spring 2012, provided their homes are priced right for the market. A major surprise on the economic front could change the picture.
THE CLOSING: Regardless of the economic indicators, the best time to sell is when the time is right for you.