Do Furnishings
Help Attract Buyers?

Question: We own a second home currently occupied by a renter and we want to sell once the renter moves out (within the next several months). Once the renter leaves, we can put in a few pieces of furniture (a sofa, family room chair, bed, etc.), but we will not have enough furniture to completely furnish the house for showing to potential buyers.

Should we just show the house empty, or is some furniture better than none?

Answer: You're fortunate in that you can put just a little furniture in your home. Most houses offered for sale are cluttered with far too much furniture.

What's important is to present the house in such a way that potential buyers can see themselves living there. An empty home seems cold and unlived in -- a turn-off for most buyers. Too much furniture (which is what most people have after living in a home for years) fills the house and leaves no room for the buyer's imagination to work. On the other hand, just a little bit of furniture helps buyers to visualize where their own beds, couches and other things could fit into rooms. I usually advise sellers to remove a third to a half of all their furniture and store it to show their home to greatest advantage.

You're way ahead because your home will already be in that condition!

Mr. Irwin has more than 25 years' experience as a Los Angeles-area real-estate broker. He is the author of more than two dozen books about real estate and is recognized as one of the most knowledgeable writers in the real-estate field. Mr. Irwin's most recent book is "Tips & Traps When Buying a Condo, Co-op or Townhouse," (McGraw-Hill, 1999).

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Michael, Alexandria, Va.

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