Smart Moves

Before Debra Attman would put her sister's house on the market, she insisted that hundreds of items from three giant walk-in closets be purged. Otherwise, she feared the property would seem too crowded to appeal to buyers.

"My sister's house was meticulous, but there was vastly too much volume. The place was bursting," recalls Attman, a 20-year real estate agent affiliated with the Council of Residential Specialists (https://crs.com/).

Attman's sister initially resisted her coaxing. Because of that, the pre-selling involved a lot of yelling between the two siblings.

Besides her accumulated apparel, Attman's sister's closets included a large number of items left behind by her three grown children, all of whom had moved out years before.

It took three agonizing months for the woman to cull through the collections and prepare her property for market. But in the end, her place -- located on a verdant, full-acre lot in a coveted neighborhood -- sold well.

For many longtime homeowners, an excess volume of clothing is a major barrier to a successful home sale.

"Many women -- but also lots of men and teenagers -- own way too much clothing. And because clothing has an emotional element -- we remember where we wore it -- it's tough to give away," Attman says.

In an attempt to make the process of purging excess clothing as smooth as possible, she advises her home-selling clients to adhere to what she calls "the two-year rule." Any item of clothing or shoes not worn in two years should be let go.

Attman also recommends that rather than simply throwing out excess clothing, many people find it easier to let go of it if they do so purposefully.

She tells the true story of the 16-year-old son of one of her clients who spent his summer vacation selling clothing and other excess household items on eBay, thereby helping ease his parents' quest to sell the family home.

"He made enough money for a down payment on a car. Selling your stuff on the Internet or through consignment stores is a good plan for home sellers with the time and inclination to do so," Attman says.

Here are a few other pointers for sellers:

-- Consider obtaining a storage unit on a temporary basis.

Sid Davis, a real estate broker and author of "A Survival Guide to Selling a Home," says many sellers have items on display that could hurt a sale unless they're removed. For example, he cites sports trophies, fancy kitchen gadgets and family photos.

What can you do with such precious objects while your house is on the market? One idea is to pack them in uniform-sized boxes -- stacking them neatly in your garage. But Davis says it's still better to stash them in a rented storage unit until your place is sold.

"Some homebuyers are really enthused about converting a garage into a home business office or decorating the space for an extra rec room. If your garage is full of boxes, prospects could miss this potential," Davis says.

For sellers, there are also other advantages to off-site storage.

"By renting a storage unit, you'll be less tempted to start retrieving items from your boxes. It's a lot harder to go back and pull out that cappuccino maker if you have to drive over to your storage unit to retrieve it," he says.

-- Invest in the services of a high-quality cleaning service.

To hear Davis tell it, few home sellers are willing to engage in the kind of in-depth cleaning needed to sell their property. Yet buyers are extremely resistant to purchasing any property that's less than pristine.

Given that cleaning is so critical, he says that hiring a service to do an in-depth job is well worth the $100 to $200 you'll likely need to spend. And you're unlikely to need to repeat the process for another two to three months.

"While your house is in the showing stage, you will, of course, still need to mow your lawn, wash your dishes and make your beds. But for a while you won't have to hire anyone to scrub away the mold embedded in your bathroom tile," Davis says.

Because not all cleaning companies are created equal, he strongly recommends that you ask for referrals from neighbors and friends and diligently check references.

-- Hold a family meeting to address upkeep issues.

After a home has lingered on the market for more than a couple of days, it's easy for the family living there to lose focus.

"People in the house start leaving unwashed clothes in the laundry room. Bills and papers stack up in the home office. And the teenagers start depositing sports equipment and shoes all over the place," Davis says.

To avoid these outcomes, he strongly encourages sellers to establish a collective plan of action and to do so from the beginning of their listing.

"I recommend a family meeting during which you lay down some rules to keep everybody on track. That way you can establish norms for the household," Davis says.

"The reality is that keeping your house in show-ready condition is an exceedingly stressful part of selling. The only good way to cope with all that stress is to stay laser-focused on the big picture and your priority for a successful sale," he says.

(To contact Ellen James Martin, email her at ellenjamesmartin@gmail.com.)

Many homebuyers think that the more affluent the neighborhood, the more welcoming it is to newcomers who move there. But the opposite is often true.

"In expensive neighborhoods, everybody is busy. People in professional jobs work extra hours and their kids are programmed in a zillion activities. Nobody has time to get together," says Laureen Kennedy, a real estate agent affiliated with the Council of Residential Specialists (www.crs.com).

Although there are no guarantees in any neighborhood, Kennedy says homebuyers looking for a cohesive community stand a better chance of finding it in a middle-income area than a high-end one.

Kennedy points to several factors that tend to reduce the friendliness quotient in high-end neighborhoods. For one thing, people in such areas are more likely to hire landscaping firms, meaning they're less likely to mingle over lawn care chores. Also, more well-to-do parents send their children to private (rather than public) schools, making it less likely their kids will know each other and pal around.

Still another reason is that -- with some exceptions -- many upscale houses are surrounded by spacious grounds, which discourages casual interaction, says Peter Lovenheim, author of "In the Neighborhood: The Search for Community on an American Street, One Sleepover at a Time."

Lovenheim used the unusual tactic of arranging sleepovers for himself at neighbors' homes, to become better acquainted with them. He says many people are eager to live in close-knit communities but are uncertain how to bond and keep up ties.

Are you moving to a new area and want a friendly community? If so, Lovenheim offers a few clues that could help in your search. Look for a neighborhood that sponsors group events -- like picnics, porch parties and a Fourth of July celebration. Also, ask if the community publishes a residents' directory or uses an online forum for residents to stay in touch.

Here are a few additional pointers:

-- Seek out an area with strong parental involvement in the schools.

People who place a premium on neighborhood closeness do well to focus on school quality. That's because strong schools draw people together -- tightening ties for residents of all ages, says William Bainbridge, president of the SchoolMatch Institute, (www.schoolmatch.com), which provides consumers with comparative information on school quality.

Is it necessary to move to an affluent area to find an exceptional school? Not necessarily, says Bainbridge, who contends that parental involvement is a primary factor in school quality, and that can be found anywhere.

Strong neighborhood schools help promote solidarity, says Mark Nash, a veteran real estate broker and author of "1001 Tips for Buying and Selling a Home."

"Kids are the glue that holds everybody together," he says.

-- Drive through a neighborhood at multiple times of the day.

Once you've narrowed your search to a particular community, Nash suggests you visit at different times of the day and, ideally, on a weekday as well as a weekend.

"To get a full picture, I tell clients to drive or walk through the area at least four times different times: during the morning, mid-afternoon, at dinnertime and again at 11 p.m.," Nash says.

He says visiting in the evening is especially important. The idea is to observe whether most residents spend non-work hours holed up in their homes or are outside exercising, walking their dogs and relating in a friendly manner.

-- Ask about the social dynamics of the neighborhood.

Buyers intent on finding a friendly community are well advised to spend some time asking how people relate to each other.

"Besides just driving through, you can learn a lot about people's attitudes and behavior by going door-to-door on a Saturday and striking up informal conversations," Nash says.

During these conversations, ask residents about the pros and cons of living in the area. If anyone resists opening up, just move on to the next house.

"Explain that you're interested in living in their area and want to know more about it. If you're relaxed and friendly, most people will respond candidly," Nash says.

-- Don't assume that a newly built neighborhood will be unfriendly.

Are you interested in a subdivision that's still under development but fear it could be a cold, aloof area in which to raise a family? If so, Kennedy suggests you learn more about the community before automatically rejecting it.

The residents of newly constructed neighborhoods are typically two-income families with parents in their 20s to 40s who have demanding daily schedules. Even so, many who move to these new areas seek lasting friendships with neighbors.

"Everyone is new at the same time -- making it more likely they'll be open to new friendships. Also, because their landscaping is unfinished, people are outside a lot, making it easier to connect. Then, too, there's a shared pride of homeownership in the new place," Kennedy says.

-- Don't forget that friendship is a reciprocal activity.

There are many advantages to having a support structure in the community where you live. Not only can you borrow enough gas to finish mowing your lawn should the need arise, but you can count on neighbors to look after your property when you're away on vacation or -- most importantly -- when you face an emergency.

"Maybe you're at work when your teenage son takes a nasty skateboard spill. If so, a neighbor with whom you're close could fill in at the hospital until you can make it there," Nash says.

But as he notes, moving to a friendly area won't guarantee you a strong support structure unless you invest the time necessary to get to know your neighbors and socialize on a day-to-day basis as well as at times of celebration.

"In reality, all solid relationships are mutual. That means you have to build friendships with your neighbors or you can't expect them to help you out much when you're in a bind," he says.

(To contact Ellen James Martin, email her at ellenjamesmartin@gmail.com.)

When it comes to purchasing a home, many people aren't especially hard to please. Sure they want a safe neighborhood, good schools and solid construction. But assuming they find a property with those elements, they're ready to bid.

If they lose out to rival bidders, there's no heartache because they figure they'll find another property that's equally nice.

But then there are rare homebuyers willing to spend months looking for the perfect home. They know exactly what they want or need and are willing to do what it takes to obtain it.

In this category was a doctor who specialized in emergency medicine and needed a property on a main road within one mile from his hospital. He and his wife -- also a physician -- also wanted an exceptional elementary school for their three young kids.

To meet their exacting requirements, Ashley Richardson -- the couple's real estate agent -- narrowed the search, finding just one home that qualified. The couple made a generous bid for it and prevailed.

"Some homebuyers are well justified for being fussy," says Richardson, who's affiliated with the Council of Residential Specialists (www.crs.com).

There can be many reasons why some buyers have a "must-have" feeling about a property. Some are captivated by historic details or the work of a specific architect. Others dream of a hard-to-find setting -- for example, a property that abuts a nature preserve. Others want to live very close to relatives.

Michael Crowley, a real estate broker and past president of the National Association of Exclusive Buyer Agents (www.naeba.org), tells the true story of a woman in her 20s who insisted on buying right next to her grandfather -- an ailing 70-year-old.

"The minute that next-door house came on the market, she had to have it. That was the only place she'd even consider and price didn't seem to matter. In fact, she overpaid," Crowley recalls.

John Rygiol, an independent real estate broker who specializes in working solely with buyers, says an increasing number of baby boomers now wish to live close to their grown children. They also want a one-level house, which -- depending on the area -- could narrow their search parameters dramatically.

He says that in many neighborhoods a lack of available housing inventory is complicating the search for homebuyers with specific wants or needs.

Are you a homebuyer with exacting requirements? If so, these pointers could prove useful:

-- Make it clear you can afford the sellers' property.

Before accepting an offer, sellers want assurances that the buyers have the wherewithal to make good on a proposed deal. If you're competing for a one-of-a-kind property in an area with few listings, getting your financing lined up in advance is crucial.

One way to prove you're qualified is with a "pre-approval letter" from a bank or mortgage-lending firm. Such a letter is granted only after your credit history has been checked and your income verified. Proof of income can be demonstrated through pay stubs and W-2 statements.

To strengthen your bid even more, Crowley says it's wise to also provide copies of account statements showing you have the funds to cover both your down payment and closing costs. Also, note where you work and how long you've been employed there.

-- Submit a friendly letter along with your bid.

Crowley says it's almost universally true that people who've lived in a home for years become emotionally attached to it. Because this is so common, letting the sellers know you love their home could conceivably influence them to favor your offer. One way to show your appreciation is by attaching a brief letter to your bid.

What should you say in such a letter?

To be most effective, Crowley suggests you focus on areas that are apparent priorities for the home's owners.

"Look around the home and you can easily tell what the owners value most," he says.

-- Shape an offer adapted to the sellers' timing needs.

Though the bottom line is nearly always the leading factor that determines whether the sellers of a home accept, reject or counter your bid, timing also counts.

Suppose, for example, that the owners need to shed the property quickly because they're making an out-of-state job move. If so, they could wish to close quickly. On the other hand, a couple making an elaborate retirement move might prefer to delay closing for months. In either case, adapting to the sellers' timing could help you get your first offer accepted in a tight-market situation.

-- Consider trying to beat rivals by outbidding them -- within reason.

Rygiol calls it an "escalation clause" and, not surprisingly, it's a powerful tool that some buyers are now beginning to use to outdo other bidders in highly competitive markets. It's a clause in the sales contract that promises to pay a set amount above the highest bidder -- up to a maximum fixed sum.

But this should only be considered a sort of "nuclear option." Crowley says he tries to dissuade most clients from using such a clause -- no matter how much they want a home. He insists that typical purchasers who lose a home to another bidder later find another that's just as good or better.

"The minute you decide you have to have a house no matter the price, you're going to pay too much. As we found out in the last boom market, a feeding frenzy is not in the buyers' interest," Crowley says.

(To contact Ellen James Martin, email her at ellenjamesmartin@gmail.com.)