The Hidden Work That Gets Homes Sold (And Why It Matters More Than Ever)

A particular Beverly Hills home had been on the market for six months with a well-known agent and did not sell when the owner called me to list it. It had beautiful photos, strong exposure and it showed well online. But in all that time, they received just one offer which was about 25% under asking price.

When I first walked through it, I understood why it hadn’t sold. I could tell the Seller was trying to save a few bucks by not handling repairs, cleaning and staging. They thought a buyer would have vision and it was the views that would sell the property anyhow.

There wasn’t anything dramatically wrong with the home. It just felt... tired. It didn’t sparkle! A few small repairs had been ignored. The baseboards needed attention. There was mismatched furniture, and lots of little mishaps that pulled your eye away from the actual space. Nothing major. Just enough to dilute the impact.

Instead of changing the price, we focused on changing the experience.

When I took over the listing I handled for the seller: a deep clean, some minor repairs, removed excess furniture and anything that felt distracting or disjointed. We staged it properly so the layout made sense and the home felt cohesive. The total investment was around 1% of the asking price.

Within 11 days, we had two offers! Both at the same asking price the previous agent had been trying to achieve for six months! One of the offers was from the original buyers. The same couple who had previously offered 25% below asking.

The home itself hadn’t changed. The square footage was the same. The location was the same. The price was the same.

But the feeling was different.

That’s the part that’s easy to overlook. Buyers respond emotionally. Small unfinished details, even inexpensive ones, can quietly signal “work” or “cost.” And even if the repair is minor, it creates hesitation.

Buyers today want to feel ease. They want to walk in and feel clarity, not distraction. A home can absolutely need cosmetic updates and still feel solid but it shouldn’t feel neglected or chaotic. They need help with vision. Would the property have sold eventually with the previous agent? Probably, but it had already been months and would likely have sold at a discount.

Preparing a property for market is about refining that first impression with a small cost, you can reap big rewards. Choosing an agent that can help guide you through these areas will be the difference between selling it and simply “putting it on the market”. This is where choosing the right agent makes all the difference.

If you’re looking for professional representation from an experienced agent, please email or call me directly.