During a recent tour of a townhome for sale, I was struck at the owner's apparent apathy for increasing her odds. My Realtor and I tripped over a pile of tennis shoes in the front entryway. Newspapers were littered about the living room floor. A pile of shirts drooped over the recliner. The morning's breakfast dishes were still on the table, being hungrily eyed by a pair of vicious Pugs confined to another section of the kitchen behind a baby gate. We walked out to the backyard to discover overgrown grass, chipped and peeling paint, and dog toys strewn about the lawn.

The truth is that the townhome had potential, but after being met with this display, I had little interest in heading upstairs to view the bedrooms. It didn't dawn on me until that moment that how owners display their homes during showings is critical. Even in hot markets like Dallas, buyers are savvy enough to know that they have plenty of other options -- homes which have been well-maintained and convey the owner's sense of pride. It may sound like a stretch, but it isn't ... a prospective buyer, when met with a messy home like this one, can't help but wonder: If the owner has such little regard for the part of the home I can see, how has he maintainted the part I can't see? There's a distinct possibility that, upon inspection, you could find some serious and costly flaws in need of repair -- termite infestation and heating and air conditioning units in poor condition, to name but two possibilities.

Your Realtor will probably tell you the basics: Pick up your clothes, bake cookies, anything to butter up those buyers. Actually, however, those tips are just the beginning of the checklist you should follow prior to showing your home. Many nooks and crannies of your home -- spots about which you've never given a passing thought -- can make the difference if you swipe a dust rag or polishing cloth over them. Many aspects of a home which appeal to prospective buyers aren't even in their conscious awareness. All of your home's asethetic elements combine to create an impression which could very well lead to a contract.

Before you begin showing your home, complete as many of the following tasks as you can:

Published: June 28, 2000

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