Nail that sale: Joe and Jeannie Leocha

This couple in Fairfax, Va., faces a sagging market and needs to get more aggressive with their marketing.

Make it vanilla
Make it vanilla
Buyers need to be able to visualize their own belongings in a room, says Moe's partner, Chelle Gassan. If your taste is too unusual, they can't do that.

The Leochas, for instance, had teal-colored walls in the master bedroom but repainted them a more neutral color at Gassan's suggestion. The stager also recommended removing a standing glass cabinet filled with knickknacks from the foyer.

"People walk in and look at your stuff, not your house," Gassan says. The goal is not for people to admire your home but for them to be able to imagine it as theirs.
The problem Marketing Move-in condition Smart cosmetic fixes Make it vanilla Price it right Give extras
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