If your home is estimated to be worth $400,000, for example, an agency may negotiate a commission of 2.5 per cent of the overall sale price, plus a 5 per cent variable commission, for any amount it achieves over $400,000.

Assuming your property sells for $440,000 (about the median value for a house in Melbourne), the agency would receive an $11,000 initial commission and a $2000 variable commission.

What is negotiated will usually depend on agency competition in the area and should be formalised in writing during the interview process with agents, along with any additional extras, such as professional photography.

According to Melbourne real estate agency Woodards, average commissions in suburbs more than 10 kilometres from the city rise to about 3 per cent of the house’s sale price.

Agents will typically not charge their fee until after your property has sold, which may be months after a campaign starts, and will usually withdraw their commissions from any deposit paid by a buyer.

Advertising is a separate cost. A full media campaign is typically between 1 per cent and 1.5 per cent of the property’s value and will cover costs associated with a For Saleboard, copywriting, online listings and print advertising, including in local newspapers.

A basic internet-only campaign, which includes photographs, a floor plan and online listing on several websites, costs about $500 to $600, according to Woodards.

Some vendors pay for building inspections to be carried out on their properties, which they make available to prospective buyers, saving them the hassle and cost. These can vary from between a few hundred dollars to a few thousand.

Vendors should also expect to pay at least $1000 for legal costs, including preparing the Vendor Statement, an auction contract (if the property is being sold by auction) and any amendments required to the title.

The government will not charge capital gains tax provided the house being sold is your primary place of residence.

However, the controversial home loan exit fee  which may be paid if the property is mortgaged and the home loan balance is paid early can be up to several thousand dollars. The leading banks usually charge an exit fee of between $500 and $1000.

You can only make a first impression once, and the front garden is where it happens.

“A charming front garden will always create a lasting impression on the minds of buyers and set the scene for the further attractions the home has to offer,” said Robert Elezovic, director of Raine & Horne real estate in Brunswick.

Simple landscaping such as trimming trees and shrubs, mowing lawns (including your neighbour’s nature strips), keeping paths moss-free and weeding garden beds will raise the appeal of your home. Freshening up faded guttering, timberwork and fences and painting, if necessary, will give your home a fresh appeal.

Additions such as colourful spring bulbs and mature trees can give your home that well-established look, while feature pots are an effective way to lift unexciting or awkward corners or block unsightly spaces.

EMPHASISING THE FEATURES:

Make sure the features of your home are not overpowered by a theme.

While it might work for you, it has been known to backfire, according to agents.

Prospective buyers could spend more time checking out your flair for decorating, drawing attention from the home’s actual features.

“In most cases, less is considered more and a simple neutral theme can work best,” said Mr Elezovic.

“Remember, you can’t please everyone.”

Going with simple furniture or period pieces that suit the era of your home will complement it.

Borrow or hire furniture if you need – a spectacular piece could set off a room.

SPRING CLEANING:

A spring season needs to start with a spring clean.

Steam-clean carpets and polish floors. Clean windows, light fittings and clear cobwebs – inside and out.

Personal items, bric-a-brac, family portraits and ornaments should be kept to a tasteful minimum.

Give your home a greater sense of space by storing unnecessary items and organise wardrobes and closets.

Your home may have limited storage space, but you don’t want to demonstrate this to the buyer.

FURNITURE & LIGHTING:

“The best features of the house can be highlighted with furniture and lighting,” said Michael Fry, property consultant with Nelson Alexander in Northcote. “Any dark areas, includ-ing hallways and corners, should be lit.”

Placement of furniture can make a world of difference to the sense of space of your home. Don’t close off rooms by overcrowding them.

A mirror opposite a window can project light into darker places creating a larger sense of space to prospective buyers.

Remove any unnecessary items such as large coffee tables or bulky desks.

If you have a home office in a room other than a study, pack it up before the sale campaign. Rooms have an intended purpose – there’s no need to showcase your home’s lack of features or space.

MAIN BEDROOM:

Present the main bedroom to potential buyers as tranquil, calm and spacious.

De-clutter all surfaces, remove unnecessary possessions, and invest in a nice sheet set for your bed.

Do not store items under the bed or on wardrobes where they are visible.

Organise wardrobes and ensure they look clutter-free and spacious. This will give prospective buyers a better sense of storage capacity and leave less to the imagination.

KITCHEN:

Your kitchen needs to demonstrate its function.

All bench tops should be free from clutter, although stylish appliances such as a kettle and toaster can stay if they enhance the kitchen’s appeal.

Cupboards and pantries should give the impression of ample storage, so toss out anything you don’t use. Clean all appliances including the oven, as agents say buyers will inspect a house from every angle.

Improvements can be made from something as simple as changing cupboard handles and bench tops – or consider replacing it altogether. New kitchens start at about $3000 but can be the key to whether a prospective buyer comes for a second inspection.

BATHROOM:

Ensure your spring clean focuses on the bathroom, as buyers consider this to be a reflection of the usual condition you keep the home, according to agents.

Your bathroom should be light and airy.

Where natural light isn’t available or is limited, a fan heater with a strong light might be an important and inexpensive investment. Re-enamel basins and the bath if they look worn.

“Towels should be matching and clean,” said Mr Fry. So put out your Sunday best.

Make sure the bathroom is free from mould and stains, and keep clutter-free all ensuites and toilets.

PAINTING:

Check out display homes for contemporary colour schemes to give your home a modern, fresh look.

However, agents advise that you should think about the dimensions of your rooms. A feature wall or dark colours may look good in a display home, but can close off a room, particularly if it doesn’t catch natural light.

Light, neutral colours are best, according to agents. They can add to the sense of space and carry light through dark corners.

“Take the time to research your period-style home,” said Mr Elezovic.

“Find out the original colours from the local council and/or the internet and adopt them for your colour theme.”

Ensure all colour schemes complement your furniture for the sale campaign.

“You could always invest a small sum of money and hire a colour co-ordinator,” Mr Elezovic added.

THE DOG HOUSE:

Agents agree that pets should be locked outside or removed from inspections and auctions altogether. Prospective buyers do not want to be distracted by an excited dog or be sneezing because of an allergy to cats. Be sure fur, pet food and associated odours have been removed before opening your home to prospective buyers. It may be worth setting your dog up in the dog house after your major spring clean and during the sale campaign.

THE LITTLE THINGS:

Start attending inspections and auctions for the months before listing your property for sale, to get an idea of real estate agents and auctioneers in your area. It’s a great way to see what kind of service prospective buyers of your home will receive, should you list that agent.

When talking to real estate agents about listing your property, don’t be fooled by “cowboys” who promise a sale price significantly higher than the others you have received.

Your agent should pass a basic test of knowing how much properties in the area have sold for.

Be careful not to sell your home on holidays, long weekends or grand final day.

Baking a cake or making a pot of coffee does help make a good first impression, according to agents. But turn off any music: agents say this can distract prospective buyers from giving the place their full attention.

“The natural sounds of spring should be enticing enough for the potential buyer so, if it’s a nice day, leave a couple of windows open and take in some of that wonderful spring air,” said Mr Elezovic.

A well-presented home has a much better chance of becoming an object of desire that potential buyers will compete for with more gusto, says the LJ Hooker franchise manager for Victoria and Tasmania, David Harris. While most vendors readily understand the importance of presentation, the reality of turning their homes into a marketing dream can be daunting.

Shoddy emergency work to patch up a problem like a cracked wall or faulty electrics is typically noticed by prospective buyers or professional inspectors and may risk creating a negative perception of your home, Mr Harris says. He believes prospective vendors who are prepared to make cosmetic changes throughout their houses should start their improvements in the kitchen.

Look at replacing the face and handles of your cupboards and even consider new taps for the kitchen,Mr Harris says.

But think twice about replacing the floors.

Don’t replace your carpet before seeing what it looks like after some professional cleaning a lot of people are going for easy-to-maintain timber floors, so replacing it may be money down the drain, he says. Strategic placement of rugs can lift the tone of your home and be useful in high-traffic areas.

Replacing the grouting in tile work can lift a tired bathroom or laundry wall very quickly and doesn’t require great skill,Mr Harris says.

Clearing clutter within the home and the outdoor areas is also a way to make the house’s overall space seem much more efficient to prospective buyers.

Mr Harris says with growing awareness about climate change and the rising costs of energy and water, there is definite evidence some buyers will pay more for a house with environmentally friendly features.

Energy-saving appliances and design measures can make a property stand out for certain buyers, when they have similar properties to choose from; they may even be prepared to pay a bit more knowing environmentally friendly features are in place,he says.
Solar heating, water-saving fixtures and fittings, water tanks, five-star energy rated appliances, double glazing and energy-efficient lighting are examples of environmentally sustainable measures available for houses today.

Location is still a prime attractor but a low-energy home is climbing the desirability list,Mr Harris says.

In regard to marketing, he says a common mistake prospective vendors make is skimping on advertising.

You cannot sell a secret. In the global village we live in today, buyer inquiries can come from a couple of streets away, interstate or overseas,he says.

It is no surprise that an estimated 75 per cent of real estate inquiries today  both from potential buyers and sellers come through the internet.

Online research tools now available include detailed maps, most including street view, and access to sold properties in the area, often with images or such details as land size.

Sellers also view websites to measure the worth of the real estate name they intend to do business with.

Mr Harris says prospective buyers are increasingly looking for marketing agents with an online reputation and credibility.