SELLING? TIME TO GET OUT THE CHAMOIS

April 14, 2010

­ by Glen Peloso —

I can’t walk by an open house. The “For Sale” sign beckons like a carnival barker, calling out to me: “Step right up, ladies and gentlemen!”

Unfortunately, when I get inside the house, all too often it reminds me of a circus.

In my professional career, I’ve occasionally taken on the role of “fluffer” – a cute word I hate having applied to me. No one wants to be known as a “fluffer” by trade.

When I’ve been called in to fluff, it is generally by real estate agents who want me to prepare a house to go on the market. The deadlines are usually very strict, so I have no time to build rapport and get to know my clients. I have to be blunt and tell it like it is.

People’s noses do get out of joint. They think I’m judging their lifestyle. I’m not. I’m window dressing, quite literally, trying to attract customers to help them imagine their life in your house.

Nor should anyone believe that a fluffed house in any way relates to real life. No sane person would ever want to live in a storefront window, or a house devoid of any human trace. Once a home is fluffed and on the market, homeowners have to make the psychological break and stop thinking of the house as theirs. It belongs to someone else.

If you’re looking to sell, you can follow the rules of fluffing.

“Think of a fluffer as the manager of a store. If you want to get top dollar for your wares, think Holt Renfrew, not bargain bin”

• First things first: clean, clean, clean! For some reason, people overlook windows – a big mistake. Make sure you clean all of the windows in the house or hire someone to do it. Clean, shiny windows give the whole house an air of freshness. It’s well worth the investment.

• Clean the carpets if they are covered in spots. If the house needs painting, do so. Again, it makes the house seem that much cleaner and cared for. I tell clients that paint is worth $20 in the can and $200 dollars on the wall.

• After everything is sparkly clean, the next chore is to tackle the clutter. Get rid of it. It makes people feel uncomfortable, and an excessive amount of it can make rooms feel small and closed in.

• Start at the front door and work your way through the house. Make sure the entrance is as nice as it possibly can be. Get a welcome mat, paint the exterior of the door if it needs it (it often does) and get rid of the shoes, boots and coats that clutter up the front entrance.

• Put away all of the family pictures. Buyers don’t want to feel like they’re in your old house. Get rid of the piles of books and seriously cull the knickknacks. Simple, clean surfaces are the best way to go.

• If the furniture is really worn, store it and rent something that looks good. People shouldn’t judge a house by the decorating tastes of the owners, but believe me, they do.

• Light a fire in the fireplace to set the mood and draw attention to it when buyers are coming through. Replace any burned-out bulbs in light fixtures.

• In the kitchen, clean off the counters. Potential buyers don’t want to see your stack of mail and flyers, papers and pens. Same thing goes for all your utensils and appliances. Reduced to two items – the toaster and coffee maker, perhaps.

• Moving on to the dining room, put flowers on the table with a couple of simple candleholders. Again, clear out the clutter. Sometimes it’s nice to set the table for a dinner party, but don’t set eight places at a table that comfortably seats four.

• In the bedrooms, make the beds (a no-brainer, one would think, but you’d be surprised). If you need new linens or bed covers, get them. Clothes should be in the closet and drawers. And for goodness sake, if your animals have their own beds, make sure these go in the basement, along with the litter or food bowls. The animals should not be in the house during the showing.
The bathroom is a crucial area. Put everything away – no lipstick, no toothpaste, no brushes. A fresh glass for water, some fresh soap and towels is all you need. Room freshener is also a good idea, just don’t use it too heavily or too close to showing time.

Think of a fluffer as the manager of a store. If you want to get top dollar for your wares, think Holt Renfrew, not bargain bin.

Glen Peloso has been an endless student of the creative process. With more than 10 years in the design business, Glen’s name is known internationally, appearing on over 300 contracts in both commercial and residential design. His success lead to the start of his own firm, Glen Peloso Interiors. www.glenpelosointeriors.com

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