8 Sure-Fire Strategies for Selling a Vacant Property

By Sandy Dixon

Think of a house as a theatrical stage. When it is not being used and is void of props and scenery, it lacks interest and rarely warrants a second glance.  However, after the set designers have worked their magic, the space comes alive and sets a "scene" for the onlookers.

Whether enticing, energizing or relaxing, the ultimate goal is to elicit an emotional reaction and connection to that particular space.

The same applies to homes that are on the market. Without furnishings, many houses lack interest and buyers have difficulty imagining how the space would look furnished, not to mention picturing themselves living there. Look at home builders who have known for years how buyers emotionally connect to model homes that have been beautifully furnished and accessorized.

Due to job transfers, divorce, tenants vacating or a distant move, it’s not always feasible (or economical) to keep a home furnished when it goes on the market. So here are some simple ways to improve the marketability of a vacant property and increase the chances of a swift sale:

1. Curb Appeal: Buyers like to drive by prospective properties and many won’t make an appointment to see the inside if curb appeal is lacking. Sellers need to have a plan for keeping the lawn mowed, shrubbery trimmed, flower beds weeded, and gutters and windows cleaned. Also, eliminate any items left behind in the yard that are not included with the house or that make the property appear unkempt.

2. Odors: Potential buyers are often greeted with a blast of stale or mildew-ladened air when they enter a vacant house. Deal with the mildew before the house is listed. Leaving the heat or air conditioning running while the house is on the market helps to reduce odors. It also makes the house more inviting and comfortable to be shown when the temperatures are extreme.

3. Cleanliness: Some sellers don’t bother to clean a house before they list it or if they do, the results don’t last if the house remains vacant and unsold for any length of time. Dust, cobwebs, and bugs tend to take over if routine cleaning isn’t maintained. Some buyers get the impression that a house will require repairs if it looks dirty, cluttered or abandoned—which can dramatically impact whether they make an offer and how much they offer.

4. Lighting: Bright, well lit rooms look bigger and create a more inviting atmosphere. Make certain all light bulbs are working and that light fixtures are clean. Any dated or outlandish light fixtures should be replaced with more modern and simple fixtures. If sellers take light fixtures with them, make sure a replacement is hung before a house goes on the market. Note: For closets, attics, or crawl spaces where there is no lighting, install battery operated light disks sold at all home improvement stores.

5. Window Treatments: Eliminate heavy, outdated and worn draperies and window coverings (this includes valances). Blinds and sheers can be left if they are in good condition.

6. Confusing Rooms: Some buyer’s can’t make sense of the floor plan in an unfurnished house. If a room’s function cannot easily be identified, if it looks out of place or negatively impacts the flow of the house, have a game plan ready. If the situation cannot be corrected or minimized, consider either furnishing the space to eliminate the confusion or write a short "action plan" with remedies that buyers might use to modify the space.

7. Dual Functioning or Multi Purpose Rooms: Many homes are being built these days with rooms that serve dual or multi purposes. For instance living/dining rooms; kitchen/office areas; and family room/play room/homework area. Because many buyers have difficulty envisioning a room in any other way than the way they see it, it’s important to either show or tell them the potential uses for the room.

Use area rugs to better define the individual functions of a room—place one where the dining room furniture would be and another where the living room furniture would be. Print cards and display them in a prominent place that says: “Don’t forget (or did you know) …this room could also be used for a play room, computer room, library/reading room, sewing/craft room, etc.”  It is a written way to help buyers envision the possibilities of the room(s).

8. Vignettes or PPP’s (Places to Ponder the Potential): It’s often hard for buyers to get a feel for the size of a room when it is vacant. Furniture provides a gauge. If completely furnishing a room is out of the question, consider either adding a few essential pieces—for instance, a queen or king size bed in a master bedroom that might appear too small to accommodate. Better yet (and more economical), create a "vignette" … a mini scene … a cozy seating and conversation grouping. The ingredients could be as simple as one or two chairs, a small table, lamp, and a touch of silk greenery.

Pull it all together to create a scene or snapshot of what the room might look like. Buyers often like to sit down in a home they are considering buying to get a sense of how’d they’d feel living there. Creating a simple vignette facing a dynamic view, in front of a fireplace or in a room that oozes charm and comfort, could be the deciding factor.

A well planned strategy for selling vacant properties is imperative in all markets—sluggish or hot. Creating an inviting environment may not require adding furniture or accessories, but it does require a keen assessment of the house as to the best way to get prospective buyers to emotionally connect and picture themselves living there.

Don’t let your vacant listings leave buyers feeling empty. Set the stage and you’ll get them sold!

ABOUT THE AUTHOR: Sandy Dixon was a real estate professional in southern California in the 1980s and eventually drawn to a career in professional organizing and interior design. She combined her three areas of expertise, and in 2002, she started Interior Arrangements Inc., a real estate staging, consulting, training and speaking company. She offers workshops that teach simple steps to interior arranging in every room of a house. She is also an instructor for the Interior Redesign Industry Specialists, an international organization of redesigners.