Question: "Should I advise my seller to offer a “paint and carpet” allowance instead of actually doing the work?"
JA: Our poor sellers. When they're getting their home ready for market, the to-do list seems endless, doesn’t it? The last thing they want to do is to relocate their furniture to refinish the floors or take down all their artwork to paint the walls.
It would be much easier to just offer an allowance, right? Besides, the buyer probably would prefer to pick out his own carpet or paint color, wouldn’t he?
Unfortunately, no. The problem with offering a paint or carpet allowance in lieu of actually painting or carpeting is that these two items are strong emotional triggers for buyers. When a buyer walks into a home, he forms an impression right away that's hard to overcome after the fact. If the buyer’s impression is that the home has bad carpet or grungy walls, no allowance will change that initial reaction.
But don’t fret! It’s the first impression that is most important, so if your seller is on a limited budget (and who isn’t?), just gently ask him to ensure that the flooring in every room the buyer can see from the front door is in the best condition it can be. Same with the paint. A buyer will be more likely to “forgive” bad carpet or not-so-fresh paint in secondary rooms that don’t contribute to the critical first impression.
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Guest Author Jennifer Allan has authored five books and multiple courses designed to teach agents her Sell with Soul philosophy that centers on four interrelated principles: Respect, Competence, Confidence and Enthusiasm. The latest release of her book Sell with Soul is available in the VanEd bookstore. You can also visit her online at www.sellwithsoul.com.
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