Making an impact

Getting the edge over your competitors is the same whether you are selling washing machines or houses. Most of the time, presentation is the key. Houses in poor condition have their own market niche, fuelled mainly by buyers' expectations of getting a bargain. But busy couples have less time these days for DIY say estate agents and "walk-in condition" is what sells most houses.

The current building boom has created an acute shortage of the type of builder who will take on small repair jobs. "It's harder to get work done nowadays. Builders are difficult to get and more expensive. Buyers want a hassle-free house," says Marcus Magnier of Jackson-Stops. If you are preparing your house for sale then think clean and tidy. Absolute cleanliness is a must and houses on view nowadays are often so spotless that it is difficult sometimes to imagine anyone at all living there, never mind the average family with pets and messy hobbies.

There are occasional exceptions, such as the house where one auctioneer had to arrive early to make the beds. But on the whole, sellers should, and do, make a special effort on viewing day. Brewing fresh coffee and making scones are time-honoured ways to make viewers feel instantly at home. It is all about creating a lifestyle people want to buy into, say the experts. But there are other more subtle ideas to put buyers in a positive frame of mind. Earlier this year, interior designer Isobel Morton packed her parents off to relatives in Australia for a few weeks, to allow time and space to get the family house in Ranelagh ready for viewing. When the house went on the market its stunning interior attracted a record number of viewers and the property achieved well over the guide price at auction.

While she doesn't recommend anything so drastic for others, she says that people's standards have risen. "New showhouses are decorated by interior designers and people expect second-hand houses to be the same. Buyers are spoiled now - they aren't interested in deferred gratification, they want to move into a Hello magazine house," she says.

Absolute tidiness is the most important thing, she adds, with fluffy white towels in the bathroom and crisp bed linen changed for each viewing. If the house is presented in a very elegant way, buyers imagine this is how their lifestyle will be.

The ideas used in new showhouses can just as easily be applied to any house for sale. Keep dressing-tables and sideboards clear of clutter, light the drawingroom fire and switch on all the side lamps. Showhouse furniture is usually small-sized to create a feeling of spaciousness. Isobel Morton exchanged the table in her parents' diningroom for a smaller one so viewers would have enough room to move around easily.

Buyers are often influenced by the non-fixtures in a house. A few thousand pounds spent on furniture or fittings could pay for itself on auction day, and you get to take them away with you.

In one house that recently sold for well beyond its estimate, the owners moved out most of their tattier furniture, kitchen equipment and toys and bought several new items of furniture to give the house a more modern look to go with their city centre address. They also repainted most of the rooms in white, and impressed even themselves with the results. "Suddenly, the house looked a lot more appealing and we thought - "Why are we moving!"

Borrowing furniture and paintings from friends is the cheapest option and small portable items like rugs or pictures could transform a dull corner. If you want to make an impression with antiques you can hire them. Flanagans, of Mount Merrion, and Roxane Moorhead, of Francis Street, are among several dealers who will hire antiques for a short time.

The charge is generally 10 per cent of the selling price for the first week with a reduction for the remaining three. A large overmantel mirror could work wonders for your livingroom, while an antique dining table and chairs will add gravitas to any reception room. A mahogany dining table and six spoon-backed chairs valued at £8,000 will cost around £2,300 to hire.

If you need instant wallcover, the Ilac library lends framed prints free of charge to members for a three-month period. The most important things to remember are the simplest. "Get rid of pets on viewing day, pull back all the curtains and have the house warm - there's nothing worse than a cold house," advises Roly Burke, of the Sherry Fitzgerald agency. Gently calming paint shades that won't offend the eye are better than bright colours and "good old-fashioned magnolia" is one of the most reliable, she says.

A coat of paint on the front door and brasses shining gives a good first impression says Robin Palmer, of Gunne. Flowers on the hall table will help to keep the impression going. Another useful hint is to dress the dining table for dinner with the best cloth, cutlery and china. Clutter tends to "take the eye off the ball" so do away with that pile of newspapers in the corner, he says.

ANY drawings or plans for improvements will add another dimension for potential buyers and show what you would like to have done to the house. Most agents agree that a house without personal touches lacks warmth. So it is a good idea to leave family photographs on the walls and books on their shelves.

If selling the house in winter, it's a good idea to display snapshots of the garden taken at more colourful times of the year. Re-laying the lawn is only necessary if it is in really poor condition. The average town lawn will cost around £600 to lay and three weeks to get to the stage where viewers can actually walk on it.

Otherwise, just trim lawn edges and cut back shrubs and hedges well so the full extent of the garden can be appreciated. A few well-filled pots outside the back door will instantly brighten up a neglected garden.