Most homeowners have no idea how to prepare a house for sale. And most agents are too scared to tell them.

They walk through with a polite smile, ignore the mess, avoid mentioning the weird smell, and pray the photos will “turn out okay.”

Meanwhile, the house sits.

If you want to get top dollar — and actually serve your clients — you need to stop playing nice. That means guiding your sellers through the real work it takes to make a home show-ready.

The Golden Rule — You Don’t Live In a Home the Way You Sell It

This one mindset shift changes everything.

Sellers need to hear it straight:
“You don’t live in a home the way you sell it.”

The way they decorate, arrange, and fill a space may work fine for their lifestyle — but that doesn’t mean it works for buyers.

Your job is to show them what buyers see:

• Rooms that feel smaller because of too much furniture
• Walls covered in photos that pull attention away from the space
• “Charming” decor that reads as “dated” or “distracting”

This isn’t HGTV. It’s about creating an emotional response — one that leads to offers.

Decluttering Is Non-Negotiable.

Want to know the cheapest, fastest way to boost perceived value?

Make the house look bigger.

That starts with taking out:

• Extra chairs
• Side tables
• Appliances on countertops
• Toys
• Baskets
• Anything that isn’t part of the sale

Less is more. Every item in the room either helps sell it — or hurts it.

Pro tip: Tell your sellers to start packing.
It gets them mentally ready to move, and it gives you a cleaner canvas to work with.

Depersonalizing Is About Buyer Psychology

Here’s what most sellers don’t get: When a buyer walks in and sees photos of your family, they’re no longer imagining theirs. Same goes for diplomas, religious items, collections, even pets.

It’s not about being cold or impersonal — it’s about clearing emotional space so buyers can see themselves living there. Agents who can explain this with confidence win trust — and listings.

Smells, Sounds, and “Small Stuff” That Kills Showings

Here’s what never shows up in your photos — but absolutely wrecks a showing:

• A strange smell (cooking, pets, mildew)
• Squeaky doors or floorboards
• Barking dogs or loud neighbors
• Burnt-out lightbulbs
• Dirty baseboards or vents

These little things create big red flags.

You need to train your sellers to think like buyers. Walk through their home with fresh eyes and ask: “If I saw this for the first time, would I be impressed… or concerned?”

Then give them a list — and hold them accountable.

When to Bring in Reinforcements

Sometimes the house needs more than a quick declutter and a Magic Eraser.

You might need:

• A professional stager
• A deep cleaning crew
• A handyman
• A landscaper
• Fresh paint or flooring

Don’t wait for the home to sit before having these conversations. Great agents talk about this at the listing appointment. They come prepared with resources, recommendations, and a game plan.

This isn’t about “being nice” — it’s about being effective.

The agents who rise to the top aren’t the ones who smile politely and hope for the best.

They’re the ones who know how to take charge, guide the prep process, and make homes irresistible to buyers — the kind that sells fast and for top dollar.

If that’s who you want to be…

Subscribe to my YouTube Channel Now

Inside, I teach you how to:

• Lead listing appointments with confidence
• Get sellers to do what needs to be done — without resistance
• And turn every listing into a win for your clients (and your reputation)

Click. Watch. Level up.

To your unstoppable success,

Greg Luther