Isn't That Rich Podcast

If you’ve ever stood in your living room staring at that chipped baseboard or outdated kitchen wondering, “Do I need to fix this before I list?”, you’re not alone. The truth is, prepping your home for sale can feel overwhelming. That’s why we sat down with one of Southern Illinois’s top real estate pros, Shelly Cain of Coldwell Banker J. David Thompson, to break it all down.

Shelly has closed more than 271 deals in the past five years alone and knows exactly what makes a buyer walk through the front door, or drive right on past. From curb appeal to carpet choices, we covered it all in this week’s episode and here’s what we learned.

Start at the Curb

Before anyone even thinks about loving your kitchen backsplash or updated master bath, they have to actually walk through the front door. And Shelly says curb appeal is the very first impression buyers get. Overgrown shrubs, cracked sidewalks, or tired paint on the front door can instantly signal to a buyer that the home may not be well maintained. In fact, many buyers do "drive-bys" before ever scheduling a showing. If your home doesn't pass that first-glance test, they may keep on driving.

Shelly recommends cleaning up landscaping, adding fresh mulch, trimming bushes, power-washing the exterior, and painting the front door if it’s looking faded. You want your home to look loved. Even simple solar lights or a clean welcome mat can make your front entrance more inviting.

In some cities, like Marion, there are even grants available for exterior improvements. If that’s an option in your area, take advantage of it.

Clean and Declutter First (It’s Free!)

Shelly calls decluttering one of the most important and cost-effective steps you can take. It's completely free but makes a massive difference. Buyers want to be able to picture their lives in your home, not get distracted by your collections or storage overflow.

Clear countertops, pare down bookshelves, remove extra furniture, and tidy up closets. And yes, buyers will open your closets. If your closet is bursting at the seams, it makes the house feel smaller. Use this as an opportunity to pre-pack or donate what you no longer need.

Also take time to deep clean. Dust your baseboards and ceiling fans, clean the windows, and get rid of any lingering odors from pets or cooking. Mismatched lightbulbs or dirty air vents can signal neglect even if it’s just cosmetic. Shelly’s tip: ask a brutally honest friend if your house has a smell. You might be used to it, but buyers won’t be.

Should You Paint?

Paint is one of the cheapest ways to make your home feel new, and according to Shelly, it's often well worth the time or small expense. But there are rules. Skip the bright or trendy colors and opt for neutral shades. When buyers see different paint colors in every room, it can feel chaotic or like a lot of work to repaint. A neutral color palette gives a sense of cohesion and allows buyers to project their own style onto the space.

Shelly recommends warm grays, soft whites, or greige tones that appeal to a broad audience. If you're not a confident painter, hire it out. A professional job will always show better than a rushed DIY job with streaky walls or paint on the trim.

What to Fix—and What to Skip

This is where smart decisions can save you time and money. Shelly says the biggest mistake sellers make is overspending on the wrong things. The golden rule? Your updates should match the value of your home. Don’t install a $30,000 kitchen in a $120,000 home. You likely won't recoup the cost.

Instead, focus on minor but impactful updates. Swap out cabinet hardware, update light fixtures, add crown molding, or replace outdated faucets. These small updates can dramatically modernize a space without breaking the bank. Shelly says a little effort goes a long way, especially when buyers feel like they don’t have to make a to-do list on day one.

The Bathroom Debate: Tub or Shower?

What if your one bathroom has a dated tub and you’re dreaming of a walk-in tile shower? Shelly says it depends on your buyer. Families with young kids typically need a bathtub. Older buyers or couples might prefer a walk-in shower with easy access. If you know your likely buyer, lean in that direction.

That said, in Shelly’s opinion, most buyers these days are leaning toward beautiful, modern showers. If you remove the tub, make sure the shower is well done and accessible. And if you’re staying in the home while it’s listed, invest in fresh towels and a new shower curtain for staging. It sounds simple, but it creates a spa-like vibe that leaves a strong impression.

What About Flooring?

Shelly is a big fan of luxury vinyl plank (LVP). It looks like wood or tile, is waterproof, and stands up to pets and kids. Most new homes are being built with little to no carpet for a reason.

If your home has dated, stained, or smelly carpet, consider replacing it with LVP. But if your carpet is in decent shape and you don’t want to invest in new flooring, offering a flooring allowance is a great option. That way, buyers can choose what they want without being turned off by the current flooring.

Don’t forget about kitchens and bathrooms. Consistent flooring choices throughout the home make it feel larger and more updated. If you have the budget to replace flooring in one area, start in the kitchen. It’s a high-traffic space that buyers tend to scrutinize.

Appliances and Fixtures

Unless your appliances are broken or a major eyesore, Shelly says you probably don’t need to replace them. But if they don’t match or look outdated, it might be worth replacing the most visible ones. Stainless steel is still the go-to for most buyers.

What you should replace are dated light fixtures, cabinet knobs, and faucets. These are relatively inexpensive changes that have a major impact. Matte black or brushed nickel fixtures can add a modern touch without a full renovation. They also help make the home feel cohesive and fresh.

Big Ticket Repairs

Roofs and HVAC systems don’t come cheap, but they’re some of the most important elements of your home. Shelly says if they’re functional and not causing issues, don’t replace them just to sell. But you should get them inspected and serviced so you can show buyers they’ve been maintained.

Insurance companies are asking more questions than ever about the age of roofs. If there’s any storm damage, get it fixed. And if you’re unsure of the condition, bring in a roofer to inspect it before listing. It can prevent surprises that derail a sale at the last minute.

Same with HVAC. If it’s older but still working, have a service record to prove it. A buyer is much more likely to accept an older system if they know it’s been maintained.

Don’t Skip the Crawl Space

Yes, buyers and inspectors will check your crawl space. Shelly says it doesn’t need to be perfect, but it does need to be dry, clean, and functional. If you haven’t checked it recently, now is the time. Hire someone to evaluate for moisture issues or standing water. Make sure your sump pump is working and your vapor barrier is intact.

A neglected crawl space can scare off a buyer fast. But a maintained one gives peace of mind and shows that the home has been cared for from top to bottom.

Small Touches That Go a Long Way

You don’t need to spend tens of thousands to prep your house. Shelly suggests starting with $5,000 and allocating it smartly:

• Tidy up your landscaping

• Freshen up paint in key areas

• Replace cabinet hardware and faucets

• Update light fixtures

• Buy new towels, shower curtains, and rugs for staging

• Offer an allowance for flooring if needed

Staging is powerful. Rearrange furniture to make rooms feel bigger. Add a table to an eat-in kitchen if it’s currently empty. Use a blow-up mattress to stage a bedroom. These subtle moves help buyers picture how they’d live in the space.

If you have a pool, Shelly says to include a photo of it open and clean, even if you’re listing in the off-season. Buyers want to see what they’re getting.

Timing Is Everything

Finally, don’t list your house before it’s ready. You may only get one shot at impressing a buyer. If you rush to market with bad photos or an unfinished to-do list, you risk losing your ideal buyer before they ever walk in the door.

Shelly says most listings can be photo-ready within a week if you’ve done the prep work. And your agent can help you prioritize where to spend time and money so you’re not guessing.

Final Thoughts: Sell Smarter, Not Harder

At the end of the day, buyers are picky—and rightfully so. They want a home that feels clean, well cared for, and move-in ready. But that doesn’t mean you have to spend a fortune.

Make smart updates, clean like crazy, and lean on an expert like Shelly Cain to guide you. You can reach her at 618-922-5072 or visit shellycain.com.

Now light a candle, fluff those pillows, and get ready for your next showing. You’ve got this.