Neutrality is one of the most difficult concepts for homeowners to understand as they prepare their homes for sale. Real estate professionals have a range of strategies for asking clients to "tone things down" before a home is opened for showings. If owners don't understand the motivation for this request, often times they're offended at what seems to be a criticism of their tastes and interests.

There are three main areas where neutrality is most critical when preparing a home to be shown to potential buyers. Understanding and correcting the mistakes you can make with your floors, walls, and personal "statements" will go a long way toward easing the selling process for all concerned.

** Carpets and Rugs **

Although a good cleaning may be all your carpets require before the house is shown, it may be to your advantage to have new carpets put down anyway. Many homeowners balk at the suggestion saying, "The new owner can put in what they like." That's true, but the point is not to confront them with something they don't like before they sign on the dotted line.

You may love the purple shag in your living room, but if that's all the potential buyer sees, and if they loathe purple, they will hate the room on sight regardless of its other features. Opt for a cream, tan, or beige carpet, but stay away from white. In another irrational aspect of buyer fear, prospects recoil in horror at "keeping" a white carpet, forgetting that they, too, can just have it replaced.

** Paint Choices **

The same neutral concept holds true for wall colors. In recent years there has been a decorating trend toward having a "focus" wall, particularly in the main living area or dining room. One wall is either a different color, wall papered, or textured with an elaborate pattern or decorative treatment.

Take that featured wall out. Regardless of what you paid for it, broaden the focus to encompass the whole room. Yes, it may pain your soul, but muted wall colors sell best. And, in yet another buyer quirk, people balk at taking down an obviously specialized design treatment. So, do it for them. Stick with the tried and true light colors -- pale yellows, sage green, tan, beige, or cream. These are your best choices. (Note that you may need professional help to appropriately remove a textured treatment from a wall.)

** Eliminate Personal Statements **

It is fair to say that at the present moment feelings on a wide range of topics from politics to religion are highly polarized in our society. Potential buyers will likely react strongly to items on display, from collections to clippings on the kitchen bulletin board. It is no commentary on either your interests or beliefs when your real estate professional suggests removing those items.

As extreme as it may sound, scan your bookshelves or better yet, clean them out. Select only a few books, perhaps those with nice leather covers, to be grouped with a vase of flowers or some other decorative item on them. Remember, the rule of thumb is always neutrality. When in doubt, assume some one will be put off and remove the item.

The only emotional reaction you want to stir in a prospect is love for the house and a desire to buy it. Simply take down and store anything that makes a strong statement for or against -- well, anything -- and know when you are settled in your new home, all those things can return to their rightful place in your personal surroundings.

** Setting Your Home's Palette **

Buyers don't do well with a blank canvas. Furnished, staged homes sell faster than empty homes. At the same time, however, don't assume that the people who are looking at your home have enough imagination to see beyond any dramatic statements you've made. The human brain does better at starting to paint on its own canvas when it's pointed in the right direction, but not overwhelmed.

Striving for a neutral palette on the walls, floors, and in the personalized decor of your home is your best strategy to help the buyer envision what they would do with the space. Don't take the suggestion to neutralize your home as an insult to your tastes. When you move to a new space, you can create whatever environment you like. While your home is on the market, play to the neutral to help your buyers with their own vision. That translates to a sale, which is always the primary goal.