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How to Sell a Modest Home in an Upscale Area

If you are selling a “C-level” house in an “A level” area, what’s the best way to market the house?

"You're never going to get as much for your house as you do the big boys, the people with the 'A' houses," says Mark Nash, a Coldwell Banker associate and author of 1001 Tips for Buying and Selling a Home. "But on a square footage basis, you could get even more per square foot — assuming you present your house well."

Here are some pointers from Nash:

• Price carefully. "Sellers who overshoot on price at the outset can be severely penalized later in the game — especially if their houses remain unsold for a lengthy period," says Joan McLellan Tayler, the author of several real estate books.

• Consider hiring a landscape designer to create an overall plan for the yard, emphasizing blooming plants.

• Pay attention to the details. Paint colors, faux finishes, and specialty wallpaper sell homes in posh neighborhoods.

• Focus on the floors. Quality carpet or hardwood floors are expected. Nash is partial to hardwoods. “They speak volumes about [the home owner’s] good taste,” he says.

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