Collins: Presentation is essential in today’s housing market

The little things can make a big difference.

This year’s housing market has been a mixed bag. Some weeks’ sales are red hot, and others are ice cold. Even with all the challenges our market has had this year, it is remarkably resilient compared to other parts of the country. We are truly fortunate in that regard.

However, the uncertainty brought on by war and inflation has created a significant headwind, leading to abundant inventory options for buyers. So, if you are planning to list your house in this environment, you need a skilled real estate professional and a solid game plan to get it noticed.

How your home appears from the outside is critical to establishing a positive first impression on future buyers. Not only is it the first thing a potential buyer sees at a showing, but it is also typically the first photo used on websites and marketing material. Clearing the yard of debris, dead plants and weeds is always the first and easiest step. Next, make sure your hedges are shaped, and your trees are trimmed. Depending on the size of the yard, you may have to hire a professional.

In addition, you should consider pressure washing the house and all the hardscape. This is another low-cost action that can make a significant difference. Fresh exterior paint can make a stark difference as well. Let a professional guide you through this process. You may end up painting your wood roll-up garage door or that old school rock/brick siding. The goal is to make your house stand out in the neighborhood. A welcoming, well-kept exterior evokes positive emotions and will help you obtain an optimal selling price.

The strategy is similar for the interior. Give your home a deep cleaning. Wipe down the cabinets and light fixtures, remove the dust from the blinds, clean the windows and make those stainless steel appliances sparkle. It may be worthwhile replacing lightbulbs to ensure they are all the same desired shade.

“If you have carpet, especially with animals, it’s best to replace the carpets with something light, clean and beautiful textures that elevate the look and feel,” Michael Gordon, 2026 Santa Clara County Association of Realtors president, said. “When you don’t have the budget to go with hard surface flooring, replacing the carpet or vinyl flooring with something new and beautiful and preferably continuous throughout the home makes a massive difference.”

When it comes to painting the inside of the house, the same basic rules apply as the exterior. You are trying to create a neutral blank canvas where potential buyers can envision themselves living. Not only can dark colors or scuffed walls be off putting to buyers, but they may also feel it will be more difficult to paint over. You want to show off your home as clean and move-in ready. If you have budget constraints, focus on the most key areas, such as the main living areas, kitchen, entryways and primary bedroom. Be sure to disclose everything you can about the home and get those inspections done in advance.

“Pre-sale inspections and disclosures allow buyers to truly see what they’re getting before they make the offer,” Gordon said. “When you leave things to chance or try to hide things, buyers can feel uneasy about making an aggressive offer or may back away altogether.”

At a minimum, you must declutter your house prior to listing. Gordon said one of the biggest mistakes people make is when they try to make staging work with existing furniture, artwork and items that are personal to them. He suggests hiring a professional stager instead to help prospective buyers envision themselves living in that space.

“When you’re committed to selling your home, you must move anyway, so we strongly encourage clearing out everything that you don’t intend to take with you to your new home,” Gordon said. “Pack everything up inside the home that you don’t need for daily use and essentially pre-move everything out, including all furniture, artwork and everything on every surface inside the home so the home can be fully staged, even if you’re still living there.”

In today’s market, preparation and presentation are no longer optional — they are essential. Buyers have more choices, higher expectations and are taking a more critical approach before making offers. The homes that stand out are the ones that feel clean, updated, welcoming and professionally prepared from the moment a buyer sees the first online photo to the final walkthrough.

By partnering with an experienced Realtor, investing strategically in your home’s appearance and creating a strong marketing and staging plan, sellers can still achieve outstanding results despite market uncertainty. In a competitive environment, thoughtful preparation is often the difference between simply listing a home and successfully selling one.

San José Spotlight columnist Neil Collins is CEO of the Santa Clara County Association of Realtors, a trade association representing more than 6,000 real estate professionals in Santa Clara County and surrounding areas. Contact Neil at [email protected].