Getting Your Home Ready to Sell? Follow the Buyer’s Path

This weekend, my sister-in-law in New York was thinking about getting her home ready to list. Our conversation started with a question: Should she paint the family room?

Her home has an unusual layout with two entrances, including one that opens directly into that room. Before answering, I asked her, “Where do you plan to have buyers enter?”

If that room is one of the first things buyers see, fresh paint may deserve a higher spot on the list.

That conversation gets at something I often tell sellers: Pretend you’re a buyer and walk through your home in the order they would. When time and money are limited, that’s a practical way to start figuring out what needs attention.

Start Before You Reach the Door

Your walkthrough should begin outside. As you approach the house, what catches your eye?

The front lawn is one of the first things buyers see, so keep it mowed. Then look at the landscaping along the route to the entrance. Trim overgrown plants, pull weeds, and make the walkway look tidy and cared for.

Next, stand at the front door for a few minutes. Take a good look around, because buyers may spend more time here than you expect.

I’ve had plenty of showings where the lockbox wouldn’t connect right away. While I’m trying to get it open, I can see the buyers scanning the porch and the area around the door. They’re looking at the light fixtures, the cobwebs, and all those little details a homeowner might walk past without noticing.

Sweep the entrance and remove the cobwebs, including those around the lights and overhead. Make sure the door hardware and light fixtures look clean and cared for. If the front door is worn, consider painting it. A fresh welcome mat and a few flowering plants can help make the entrance feel inviting.

These are manageable jobs, and they’re right where buyers will be standing.

Open the Door and Keep Going

Now step inside. What do you see first?

If you enter through a foyer, make sure it’s clean and uncluttered. Put away shoes, bags, and anything else that collects by the door. Look for scuff marks on the walls and clean them or touch them up as needed.

Then follow the route a buyer would likely take.

In a split-level home, that might mean going upstairs first, looking into the living room, and continuing to the kitchen. From there, buyers may walk through the upstairs bedrooms before heading to the lower level.

Your home’s layout may lead them in a different direction. As my sister-in-law’s house reminded me, it helps to decide which entrance you’ll use for showings before making your preparation list.

At each stop, pause and look around. What draws your attention? What looks dirty, crowded, or worn? What have you gotten so used to seeing that you barely notice it anymore?

Does Every Room Need Paint?

Painting is a judgment call. It depends on the condition of your home, the time you have, and your budget.

Some rooms may need a fresh coat. Others may look much better after a thorough cleaning and a few touch-ups. A room buyers see as soon as they enter deserves a careful look when you’re deciding where to put your effort.

At a minimum, the home should be spotless and decluttered. That gives you a clear starting point before deciding which additional projects to take on.

The walkthrough helps you make those decisions room by room, with the buyer’s experience in mind.

Bring a Notebook and Another Set of Eyes

When you do this walkthrough, carry a notebook. Start outside and write things down as you go, rather than trying to remember everything afterward.

It also helps to have someone walk with you. We all get accustomed to our own homes, and another person may notice something we overlook.

My husband is also an agent, and we do these walkthroughs together when preparing a listing. We look at the home from a buyer’s perspective and help the seller identify what needs attention.

Afterward, I give the seller a prioritized list. They start at the top and work their way down as time allows. Having that order makes the work feel more manageable and gives them a clear place to begin.

If you’re getting your home ready to sell, start with the same exercise. Walk up to the house, wait at the door, and move through each room as if you’re seeing it for the first time. Bring your notebook. You may be surprised by what you notice.