First impressions always count, especially when it comes to property. A recent survey conducted in the US established that a client's first impression is formed within the first 30 seconds of the viewing.

One might consider this as love at first sight... Well, if it is let us try and understand the chemistry. I strongly believe that when we acquire a property we are purchasing an investment together with a lifestyle and the latter makes the choice of property and sale an emotional one. This is therefore where the secret lies - create a lifestyle that sells.

When presenting your home I would suggest that you take some time to step outside your front door and approach your house as if it were the first time... critically! Look for the things you've learnt to live with.

The front entrance is really important when making that first impression because it is literally the face of your property. Improvements to the house you're trying to sell could include keeping your front garden clean and tidy; cleaning, repairing and lighting the walkway; giving a fresh coat of paint to the façade; painting the front door or restoring its luster by polishing hinges and knobs; fixing broken windows and keeping the glass crystal clear; accessorising and decorating with pots and hanging baskets; and putting out a new, clean welcome mat.

On the other hand, internally, the property should be neat and tidy, all paintwork should be clean and free from cracks, stains and chips should be touched up, and colours should be kept light and neutral.

In addition to the obvious, there are a number of simple but highly effective sensory tools you can use to create a pleasant ambience. Creating an exciting and saleable interior can be accomplished at surprisingly little cost.

Studies have shown that people react positively to properties shown under bright light. Even during the day leave the curtains wide open - remember you are used to how bright your property is but your potential client is not. At night switch on all lights and replace any fluorescent tubes to avoid the place looking dull.

Classical music playing softly in the background can create a tranquil and serene atmosphere - otherwise go for peace and quiet, avoid loud noise, barking dogs, children and the television.

Smell has more impact than you might think. It can work either for or against you. It is therefore extremely important to make sure that the property, especially the kitchen and the bathroom, is thoroughly clean.

Lemon oil or fine polish on your furniture will certainly add a feeling of richness to the place. Fresh flowers in a vase could also help. For a delicious, homely feel, one can also consider putting a dish of vanilla in a warm oven to create an aroma of freshly baked cakes or bread. Freshly brewed coffee has the same effect. For those of us who are in a constant race against time, a ready-to-bake cake can do the trick.

From experience, a few minor cosmetic improvements can have an enormous impact on the way buyers react to your property. This does not necessarily mean that you will get more money, but a little effort can make all the difference in attracting buyers - particularly in such a competitive market like ours, or if you need to sell quickly.

After all, if you viewed two identical properties and one was neat, clean and peaceful, which one would you go for? The choice is obvious. Small things do make the difference. Get your three Ses right - sight, sound and smell. This is what creates a lifestyle that sells.

Remember, potential buyers will form an opinion about your home in the first 30 seconds - so it's important to ensure their opinion is a favourable one. A house which is neglected seems unloved and uncared for. Prospective buyers will be put off - they could waste your time or put in a low offer.

The key is not to try anything too major - otherwise you're almost certain to lose money. If, for example, your home needs a completely new roof, then the most sensible option is simply to adjust the asking price accordingly. No buyer will pay Lm 5,000 more for your property simply because that's what it probably cost you to re-roof it.

Stripping personality from your house

When viewing a property, the buyer tries to imagine what it would be like to live there. If strong personal statements dominate a home, buyers are less likely to be able to visualise living there.

Your personality is usually reflected through unusual art or furnishings; unusual wall colours; strong odours from tobacco, pets or cooking; loud music or television; barking dogs or noisy children; powerful political or religious statements; and an excessive number of personal photographs.

A buyer can be put off by any of these and feel your house could never become his or her home. You can dramatically increase your market potential by paying attention to detail. You are selling a lifestyle as well as a home.

When showing your home to a prospective buyer, avoid having too many people present. Friends and family may be very well meaning but in this case less is definitely more!

Be polite, but don't try to entertain your buyers. They want to inspect your home - not pay a social call. Never apologise for the appearance of your home. After all, it's your home!

And, if you're asked why you're selling, don't hesitate to be honest about it unless it is too personal.

Promoting your home can be fun. Don't hesitate to give it a try.

Mr Busuttil is managing director of Propertyline Real Estate Agency and secretary of the Federation of Estate Agents (FEA).

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