Before you sell: What pays off – and what doesn’t
So, you’ve decided to move and are getting ready to put your house on the market. Naturally, you want to get the best price possible, but deciding what to tackle before listing can be stressful.
Should you simply clean, paint and freshen things up? Or is it worth investing in new kitchen cabinets, appliances or replacing old windows?
The good news is that sellers do not have to figure it out alone. Real estate professionals, housing experts and homeowners who have been through the process offer advice on which improvements are most likely to boost a home’s appeal and selling price — and which ones might not.
The National Association of Realtors offers extensive guidance on preparing a home for sale.
“The top projects for cost recovery are projects that are done for safety, are highly visible and make life a little easier — a new door, new windows and closet renovations,” said Jessica Lautz, deputy chief economist and vice president of research for the National Association of Realtors.
The association also recommends a fresh coat of paint, roofing improvements and sprucing up curb appeal.
“First impressions make a strong impact when driving up to the home for the first showing or looking at photos online,” Lautz said.
Industry publications can also be helpful. The annual Cost vs. Value Report, published by Remodeling Magazine comparing remodeling costs with estimated resale value, reaches a similar conclusion. Projects that tend to perform best are often the ones buyers see first, including garage doors, entry doors, siding improvements and modest kitchen updates.
Some modest kitchen updates include replacing cabinet hardware, installing a new sink faucet, replacing outdated lighting and painting worn cabinets.
Before spending money on major renovations, experts say sellers should focus on what buyers notice first and what may raise concerns during a home inspection. Maintenance issues, water problems and safety hazards can make buyers question how well a home has been maintained.
Rachel Fawcett and Pam Shuman, housing specialists with Penn State’s Pennsylvania Housing Research Center, said sellers may want to consider having their homes inspected before listing the property rather than waiting for the inspection during the closing process.
“A prelisting inspection can help homeowners identify roof, HVAC, electrical, plumbing, moisture or structural issues before buyers discover them and use them to negotiate repairs or a lower price,” said Shuman.
Fawcett added homeowners seeking the best return on investment should first consider three basic points: “Is the home clean? Is it updated? Is it functional?” she said.
Even relatively simple improvements can make a difference.
Fawcett said replacing a standard entry door with a steel door can improve a home’s appeal to buyers and provide reassurance of safety.
Fawcett and Shuman agreed curb appeal does more than make a home look attractive. Fresh paint, maintained landscaping, clean siding, trimmed shrubs and power-washed driveways and walkways can help reassure buyers that a property has been well cared for.
Several prospective buyers said curb appeal matters so much they would not even tour a home if the property did not look well maintained from the outside.
Although a more expensive upgrade, a backup generator can also be a selling point for some Pennsylvania buyers, especially as storms and power outages become a growing concern and may help set one home apart from another.
“It’s interesting that generators are gaining popularity in the Pittsburgh area,” said Fawcett.
Sellers often overestimate the value of major renovations. According to the Cost vs. Value Report, only three home improvements consistently recoup their cost at resale: garage door replacement, steel entry doors and manufactured stone veneer.
Full kitchen and bathroom remodels did not make the list.
“If you own a $100,000 home, putting in a $10,000 oven is not the way to go,” Shuman said.
Lautz agreed, cautioning against full kitchen and bathroom remodels and primary suite additions.
“These projects are often highly customized to how the homeowner lives within their home. If tackling the project for resale, it may make more sense to leave it for the next owner,” she said.
Specialty rooms are another common misstep. Dedicated home theaters, wine cellars, hobby rooms and pools may feel like upgrades to a seller but can feel like wasted space to buyers, who increasingly prefer flexible rooms that can serve as a home office, guest room or gym.
Converting a bedroom into a large walk-in closet poses a similar problem: buyers search for homes by bedroom count and fewer bedrooms typically means a lower asking price.
Highly personal design choices also can work against sellers. Bold or dark paint colors, trend-driven tile and overly opulent bathrooms may reflect a homeowner’s taste but can leave buyers cold. Zillow research found that even a white kitchen can reduce a home’s sale price, with buyers in recent years favoring neutral, darker gray tones.
The same principle applies to landscaping and outdoor additions: outdoor kitchens, elaborate water features and in-ground pools represent significant investment but do not always return their cost, particularly in Pennsylvania’s shorter swimming season.
Putting your home on the market can be stressful, but sellers can choose a professional who can make the process much easier — the real estate agent.
However, Fawcett said sellers should be thoughtful when choosing a real estate agent and know what to expect from an agent before beginning the process.
“Sellers should consider whether the agent seems to be on their side, whether the person is trying to help them make a good sale and whether they feel comfortable with that person’s advice,” she said.
Shuman added it can be helpful to talk with more than one agent before deciding. She said people she knew who recently sold homes spoke with multiple agents before choosing the one who seemed most knowledgeable and most committed to helping them.
Hearing the experiences of friends and family helps too.
Karen Rigard moved with her husband from Montana to a carriage home in Cranberry Township’s Meeder development two years ago. She said choosing a real estate agent you trust is important when selling your home.
“If you have a good Realtor, they will recognize which improvements will help the sale and which ones won’t,” she said.
Other recent home sellers now living in Meeder agreed, saying sellers should clean up the yard and touch up areas that need attention before listing to help maximize a home’s selling price.
Robin Berfield said several updates may have helped the sale of her Cranberry Township home go smoothly and attract buyers, including updating the kitchen and adding custom closets. But she is certain one feature was essential.
“Curb appeal is a must,” she said.
