10 ways you are unconsciously self-sabotaging the speedy
SALE of your home!
88% of people are guilty of number 1, but NO-ONE talks about it and I don’t know why?
Selling your home? Yuck! We all know that selling a home elicits dread, anxiety and heightened stress. Perhaps for some of you, there’s a small dose of excitement about the future – but seldom glee and delight about the whole process that lies ahead. If you dare announce to your friends at the dinner table you are about to sell, that statement will elicit groans of sympathy, followed instantly by stories from hell; opinions about how it’s currently only a buyer’s market, how realtors will rip you off, the awful removal companies will break precious belongings, or worse steal your stuff, what an awful upheaval, oi vey – the packing, the mounds of endless paperwork and basically just implying ….“are you mad?” And so it will go on, blah blah blah.
Do you know anyone that LOVES selling and moving home?
Yes, my clients! I’m Kate Emmerson, the Quick Shift Deva and I am hell-bent on shifting home sellers (and realtors supporting them) to approach this from a unique and different angle. To feel way less stressed, more in control, at peace and actually excited about uprooting life, heart and home when selling this time. To be able to embrace this dreaded process with a lightness of expectation of what’s unfolding. This is such a potentially powerful and pivotal time in your life – one that is your worst nightmare that fills you with angst and stress, or one that can be done with grace, ease and speed through the transition. Can you imagine going against the status quo and being able to say how the selling process was effortless, smooth and life-changing? As an expert in letting go and moving on, I’ve spent 16 years researching homeowners and homes, understanding what keeps them stuck at the internal, deeply psychological level. When you’re truly ready to move on, from the inside out, your home will sell with speed and ease.
I challenge you to have an open mind as you keep reading…
For most home sellers, the notion of getting your home ready to let strangers and realtors trudge unceremoniously through your space, opening all the cupboards (oh hell yes!), deciding if this space suits their taste and budget can elicit feelings of terror and panic, even in the most resilient of folk. There’s always a heady mixture of emotions contemplating selling your home, aren’t there? It’s debilitating and overwhelming. Life is already busy and stressful enough, and this is just a huge added burden on your plate.
All sorts of things come into play.
How will you pack everything?
To realtor or not to realtor?
Are you making the right decision and have clarity about what you want?
Who to trust to move your worldly possessions?
Will doggie Rufus adjust to the new house?
Will grandpa be ok in the new home?
How will you ever get your home show -day ready with all your current obligations?
Gasp -what about that hideous overflowing garage and shed you never get to clearing out. It’s downright embarrassing!
Will you ever find a beautiful new space that feels like home again?
Will your worldly possessions ever fit into that new space?
While it’s true you will have to dig deep to face the above, and most people hate it, what if I shared there is something far more critical that is the real sabotage to selling your home? It all starts with you and what’s going on inside.
If you are reading this article and wondering how YOU might be sabotaging the sale of your home, chances are you are in one of a few places – where are you right now?
Where do you find yourself right now?
A. Life is changing rapidly, and you are contemplating selling your home. This would be an exciting and aspirational move to upsize, downsize or life-size. But right now you are unsure along with a mixture of dread and excitement – you don’t even know what’s involved up ahead.
B. You are unfortunately being ‘forced to sell’ your home at this time (perhaps due to economic, death, health, divorce or relocating), and both resisting and dreading everything about your life right now it. It’s all too much to handle, it really shouldn’t be happening, you are in shock, and now you have to wrench yourself from your safe nest. It couldn’t get any worse.
C. Your home is not selling and has spent way too many DOM’s (Days on Market), but you really need this property to sell fast. Enough already! There have just been far too many people trudging through the doors, you are sick ‘n tired of your realtor and no real offers to purchase are materializing. You are losing hope of ever selling, you blame your realtor, feel frustrated, trapped, and can’t move forward.
Perhaps you are a Realtor wanting to up your professional game and find unique ways to support your clients to sell faster and with more ease. You are interested in unique ways to help you do your job better – you’re brilliant at what you do, but know something is missing that’s outside your scope of expertise. You’re confused why a perfect property is somehow not shifting on the market, or you know your client needs help to get a grip on making peace with their life, moving on and handling emotional and physical clutter. You are exhausted from everything being an uphill battle with your sellers and need a business boost.
Typical scenarios that unfold during the selling process:
- You make the decision to sell your home
- You consider selling privately to reduce paying commissions – with the internet, you think it is much easier nowadays
- You might contact a local realtor/estate agent to sell your home
- Either you or the realtor/estate agent, gather current evaluations by looking at recent house sales in your area
- Using this information and some market research, you come up with a market‐related price
- Depending on where in the world you live, ‘home‐staging’ may be part of your realtor’s professional service to accentuate and highlight the assets of your home
- You put your home on the market & wait for it to magically sell. After all, your job is done now, right?
- And then you keep playing the waiting game- usually abdicating all responsibility!
Realistically, the price you want for your home is generally related to several factors: Yes, be honest!
- The outstanding amount you still owe on your current mortgage/bond. Argh!
- Other debt you might, have that you’re hoping to squash with accrued profit from selling your home
- What you originally paid for the property
- The money you have invested in upgrading and maintaining your property all these years
- Your emotional attachment to the house and what you “feel” it’s worth (usually higher in your head than realistic!)
- Other personal factors that might come into play to influence what you believe your precious home must sell for
So how do you start thinking differently about this whole property game?
Here are Kate’s 10 ways you are unconsciously self-sabotaging the speedy SALE of your home!
PART 1: LOOSEN YOUR EMOTIONAL GRIP
- SAY ‘GOODBYE’ EARLY ON
All sellers fall into this trap, and it’s the first way you will sabotage your sale! It’s also the one no-one else out there talks about because it is considered too fluffy. But it will affect the speed, ease, and ultimately the financial aspect of the sale. This is the single most significant factor that you are 100% in control of and the one to take the most seriously. You have to be ready in your heart and entirely at peace to welcome this move BEFORE you put the “For Sale” up! Take control early on and emotionally “detach” from your home and say goodbye to this era of your life with mindful intent. Emotional closure right up front will bring acceptance and significantly reduce stress. Most sellers wait till move day to get the emotions in check and wonder why it’s so unbearably stressful. This psychological, emotional, and mental shift is how Kate supports her clients (with life-changing practical exercises) at this pivotal time to ensure you do not sabotage the potential sale. You are energetically and emotionally embedded into every brick in our homes, and you have to loosen this grip before you can move on. Homeowners don’t usually wonder about how your “energy” is embedded into every brick and mortar of your home. This is where you realized your dream of owning this home, perhaps had your first child, started your business, danced around the kitchen table after signing the big corporate deal, made love to your partner, and watched little Jamie take his first steps. It might also be a space signifying struggle, heartache and pain – and now you have to say goodbye. It’s all very complicated at a heart level and most folks don’t know how to approach this time and process
- STOP CALLING IT ‘HOME’
Too many sellers sabotage the process and hold on with double doses of superglue! You intensify emotional attachment, heartache and stress, by continually referring to this space as your ‘home.’ Yes, of course it has been your home, but one of the shifts to make is to consider yourself, from this moment onwards, as a custodian of this space and start thinking of your home as a house. The challenge is that from now on, every time you speak about it or think about it (after you have done the emotional closure that Kate’s teaches), is to always use the term HOUSE instead of home! Better yet, think of it as a guesthouse always ready to welcome new guests. You can catch Kate live on the radio sharing her home selling tips to Shado Twala on SAFM
- CATCH A WAKE UP ABOUT WHAT’S LURKING IN EVERY CORNER
Most sellers do a little tidy up around the house, thinking you will clear out properly when you finally pack the boxes and move. Beep! Buyers will open cupboards, and more importantly, they will get a “feel” of the house. If it feels stuffy, cluttered and overfull, they’ll feel stifled in the space even if it is seemingly the perfect house for them on paper and budget wise. The moment you decide to sell, please get stuck into de-cluttering every single inch of your space. You need to, as I like to refer to it, Zap Your Kr@p – Not only will it make your house appear more spacious and light for the buyer, but you will also not lug any “stuff” that no longer serves you into the next phase of your life. A house move is an ideal time to purge at every level. Let go and live a little lighter, taking only that which you love, use and respect into your new home. If YOU fill up too much of the house, there is no room for the buyer to breathe life into this space. Tone down that bright cerise wall, get rid of 75% of your objets d’art and remove the 30 family photographs stuck on the wall! Buyers need to be able to envisage THEMSELVES living in this space.
PART 2 – CHANGE YOUR PERSPECTIVE
- PLAYING THE BLAME GAME
Most sellers sabotage the process and fall headlong into typical victim mentality by thinking that everything and everyone else is at fault in this process. It makes great conversation to play the blame game! Blaming the housing market/ location/ high mortgage rates/ recent increase in crime/ country’s current junk status/ awful neighbors/ commuter traffic into the local work hub/ local elections etc. You will find ways to blame every aspect of the market for the lack of a sale and extended “days on market” or non-interest of your property, especially blaming your realtor – or your mother-in-law! We like to blame them for everything! You are way more in control than you think, and sometimes it’s about having the hardest thing- Courageous Conversations!
- INFORMATION UPLOAD
As the seller, along with your realtor, make sure you are never left with a mouthful of teeth when potential buyers ask you about the neighborhood, the shopping outlets, local school, who runs the local council, etc. Do your homework to also fully understand what properties are listing and selling for in your immediate neighborhood. You want to be seen to know your home and your ‘hood. And to be open and willing to share that information. Any upcoming changes to the neighborhood should be top of mind – such as building mall outlets, new schools planned, current crime in the area, better access roads being built, shifts in zoning homes as businesses etc.
- SALES SAVVY
Are you honestly any good at sales – especially selling something you love? Even when you are 100% at peace with, and excited by this sale and move, you may not be the savvy salesperson you think you are. So yes, while it is absolutely possible to sell your own home nowadays, especially with online property sites (unless your specific county prevents this by law), it still does not mean that you should be the one doing it. A neutral, professional, home selling expert will always assist you in getting the sale price as high as possible, assess the right buyers, market the house appropriately, and handle all the dreaded paperwork on your behalf. Be sure to choose the right realtor for you. I always suggest you get a trusted recommendation or find someone who excels at closing deals in your neighborhood. A simple drive around a 5-kilometer radius to see the “Sold” boards will give you this insight. Getting the right person on your team will ultimately put more money in your pocket at the end of the day. Know your real strengths, play to those and outsource the rest to get the best outcome! Realtors with the right designations, qualifications, passion and experience are professionals who help you navigate this complicated territory and tap into the right buyers. Speed and ease are what we are after, remember?
- BUYER CENTRIC
Even though you are obviously the owner and seller and you feel it’s all about you, when it comes to selling, this concept alone will totally sabotage and derail the process. From now on, you need to become “buyer-centric” and put yourself in THEIR shoes. The moment potential buyer’s pull up at the front curb, they need to be instantly impressed with the look and feel and be able to see themselves living in this space the moment they walk through the door. You want their positive feelings and initial experience of the space; from the moment they set eyes on it, to positively influence the economics and dynamics of this purchase. You want your potential buyer to be “blown away” and put in that OTP (Offer To Purchase). Remember you only need ONE buyer, and you don’t want to mess up that opportunity when it arises, as when you have done all the work Kate suggests, it WILL happen fast!
PART 3 – SHOWTIME – READY, STEADY, GO!
- CUTTING CORNERS?
Cutting corners will sabotage the sale. Don’t be lazy and ‘half-a$$ed’ when it comes to show days or viewing appointments. Rather be super vigilant to get SHOW DAY ready. After thoroughly assessing the property and its current condition, it’s crucial to complete property maintenance, sprucing, fixing, cleaning, clearing, and de-cluttering. Keep your home in tip-top shape – should your buyer happen to drive past, see the ‘For Sale’ sign and want to pop in NOW, you can swing open the door and invite them in. Follow the international property trends and utilize a home stager to showcase and highlight all the positive attributes if need be. A little time and money spent in the right way will have exponential results!
- STUCK IN YOUR WAYS?
A current buyer’s market could mean cash buyers are a very attractive prospect – you have to be ready and agile in your response and be willing move as soon as possible as there will be no delay in waiting for bank bonds /mortgages to be approved. Be prepared to move out of your house sooner than expected to help facilitate this sale (and enjoy some occupational rent if your country allows). It is common for sellers who have honestly and truly done the closure work, to get buyers bidding against each other for a property – all wanting to move in ‘yesterday”. When you read more about what Kate’s clients experience when working through her process, “SHIFT YOUR HOME,” speed is a typical result. If you are too stuck in your own timelines, you might lose out! Be flexible and prepared to move swiftly along.
- MAKE IT A ‘NO-BRAINER’
Are you showcasing it appropriately? Highlight the best features of your home with high-definition professional photographs and professionally edited videos to walk buyers through this space in virtual reality. One of the current trends is also to use drone footage to show off the neighborhood from above to enjoy that all-important bird’s eye view, as that dramatically influences buyer’s decisions. Buyers can see the property in relation to everything else around it, proximity to or distance from schools, retail, health facilities, motorways, etc.
I hope this has given you food for thought as you embark on this journey of selling your home? The bottom line is that YOU, as the home seller, need to take full responsibility, shift your energy, and be honestly ready to sell your home from the inside out. Your heart, mind, and soul all need to align to the look and feel of the property to get the outcome you want. To sell your home with grace, speed and ease at the highest price possible. Kerching! To move on, feeling proud and with closure.
I would love to hear your thoughts on this article. Comment below or drop me a line directly on firstname.lastname@example.org!
Kate is known as the Quick Shift Deva – South Africa’s foremost clutter expert, life coach, best selling author and international speaker. She bounces into homes, offices and hearts to help clients to sort out their clutter and their lives, freeing them to move on to LIVE LIGHT, LIVE LARGE. Much like a combination of Clean House and House Doctor, she will both physically and emotionally help YOU and YOUR HOME get showday ready