1. ASCERTAIN THE COMPLIANCY OF YOUR HOME

  • If your property can be marketed as fully compliant, it will have a considerable advantage over those that are not.
  • It is probably the most compelling selling tool a property can have, especially for international buyers.

2. CONSIDER YOUR PROPERTY AS THE ASSET IT IS

  • Buying a second home abroad is more often than not an emotional experience; the realisation of a lifetime’s dream.
  • Displayed well, it will likely sell well.
  • There is no place for clutter, children’s toys, laundry, overgrown gardens.
  • Nor is there room for bureaucratic compliancy issues may scare off a buyer.

3. LOOK AT YOUR HOME WITH A CRITICAL EYE

  • Assess its plus points and be honest about its negative points.
  • Is there anything you can upgrade?
  • Buyers like to see: Think “welcoming”. Think “home from home”.
    • Cheerful kitchens and clean, modern bathrooms
    • Floors that are cleaned and polished
    • Rooms that are fresh and whitewashed
    • Doors and windows that are waxed or varnished
    • Floor rugs and throw rugs that create colour
    • Leafy green plants that make a house feel lived in

4. INVEST IN IMPROVEMENTS

  • Whether your house be a modest apartment or a luxury villa, making improvements before marketing it, can make a big difference.
  • Think of it as an investment: the more you spend on an upgrade the more likely you are to obtain the selling price you want.

5. THINK OF SELLING YOUR HOME AS A COMPETITION

  • Most buyers, especially international ones, will have contacted various agencies before travelling.
  • They are likely to have an itinerary of viewings for at least 5-10 properties if not more.
  • Your property is competing against those others.
  • The house that is able to tick the most boxes will win!

6. PREPARE PHOTO SHOOT AND VIDEO FOR THE AGENCY

  • Preparing photo shoot for the agency is as important as preparing for a client visit.
  • You want the house to be seen at its best.
  • Use props: set dining tables, put flowers in vases, light a fire in the grate.
  • You want your property to stand out from other listings.
  • Your aim is to pique the interest of a potential buyer.
  • Your goal is for the potential buyer to organise a viewing.

7. SET THE STAGE FOR A CLIENT VISIT

  • Most agencies will give you at least 24 hours advance warning of a visit.
  • Ensure the house is aired.
  • Open shutters, draw curtains and allow in as much natural light as possible.
  • Turn on all lights.
  • Turn on the central heating if it is cold.
  • If there’s a fireplace, light it.
  • Again, set a stage of welcome and warmth.
  • Keep in mind that the client’s initial goal is to “connect” with a property.
  • Your goal is to have the client “fall in love” with it!

If you are thinking of selling, why do you not take a look at the marketing services we provide?

Roberto Ghezzi ICREA Cortona’s Owner