After selling real estate on Hilton Head Island for 29 years, it amazes me how some people do not understand how to prepare a house to show. 

I was recently showing property to some prospects; I had made an appointment and the people knew we were coming.  When we arrived, every light in the house was off and all of the drapes were pulled which made the house show a little darker.

I later commented to the listing agent that I felt that the house would have shown better if the lights would have been on at which time the listing agent said that doing that cost money and my seller would never spend that much money.  Sometimes you have to spend money to make money – we both laughed. 

The listing agent later went on to say that this particular seller was a little tighter than most people and that it probably cost him a lot of money over the years.

When one is selling their home, you have to make the house present the best possible because your competition is doing the same thing.

I recently showed property to someone who sold airplanes; he said that they have a real estate trick they use – they cut the lights on in the airplane.  I laughed because that is a real estate trick.

Sellers should see how their home shows compared to the competition.  Buyers are doing that; most sellers never think to do that.  They assume that theirs is the best and that might not be true and it usually is not. 

Selling homes on Hilton Head is a very competitive market.  Today, the three most important factors in selling your home are price, price and condition – it used to be location, location, location.  You can have a great price and great location, but if your condition is not good in this slow market – it is not going to sell.