4 Easy Steps That Can Dramatically Increase The Number
of Showings on YOUR House. Secrets Reveal Why Buyers Choose Certain Houses Over
Tired of having THIS conversation with your listing agent?
AGENT: "Those people who went through your house the other day decided to
buy a different property. Their agent said that they liked your house, but it
just wasn’t what they were looking for."
YOU: "Wait a minute … what do
you mean, ‘not what they were looking for’. They had the feature sheet, they had
the picture of the house, they already knew our price, and the location. We’ve
painted, and cleaned, and repaired. What’s wrong with OUR
AGENT: "Nothing …really. It just didn’t push their
Most listing agents believe the best thing they can do for
their sellers is to direct as many qualified buyers through the property as
possible. They know every home has at least ONE buyer, and that -sooner or
later-all houses sell. Agents also know the most important factors determining
how quickly a house sells is: location, price, and condition. While all this is
true, there are some simple steps that you, as a seller, can take to make your
home standout from all the others the buyer is seeing.
Let’s look at
the buying process from the purchasers’ eyes...
buyers come to town, meet with a real estate agent, and spend several days
looking at houses, from dawn 'til dusk. Armed with feature sheets that describe
the amenities offered by each property, the buyers will spend somewhere between
a few minutes and an hour at each residence.
The buyers will probably
see many, many houses. No matter how diligently they try to concentrate on the
features of each home seen, after a while confusion sets in. It is not at all
unusual for buyers to ultimately rely upon their impressions, rather than the
features sheets, when they begin the all-important ‘Houses To Be Eliminated’
What you, as a seller, want to do is leave a good lasting
impression on the buyers, and make certain your house is not one of the ones to
be eliminated. An inexpensive, quick, and EFFECTIVE way of doing this is by
appealing to the buyers’ sensory faculties.
Consider, for a moment, that
famous advertisement for Wind Song Perfume. The ad shows a man thinking of his
love, and a voice saying, "I can’t seem to forget you, your Wind Song stays on
my mind." The senses can be powerful reminders that remain clear, long after
‘hard facts’ become muddled. Employing these 4 EASY STEPS will make YOUR house
the one that stays on buyers’ minds.
Here Are 4 Ways That You Can Use
‘Common Senses’ To Help Sell YOUR Home!
Sense of Smell:
Nothing says "home" like the PLEASANT smell of baking. No one is suggesting you
bake a cake every time your house is being shown. However, you’d be surprised
how wonderfully a few pieces of bread, sprinkled with cinnamon, can smell, when
placed in the oven on a low temperature for a few minutes! Here’s a word of
caution: sense of smell can also work against you. Strong cooking odors that
linger, such as those emitted from garlic, onions, and curry, for example, may
be remembered by buyers long after they forget he color of the dining room
Sense of Sight: Small visual touches can make or break a
room. Colorful pillows, vases with flowers, plants, and attractive afghans all
give the feeling of a bright and cheerful home. Here’s another word of caution:
while tasteful personal touches definitely add to a room, do not overdo the
effect. Too many decorating touches give a feeling of clutter, and anything
truly unusual tends to distract the buyer. You want the prospective purchaser to
remember your home as the one that felt warm and comfortable, not as the house
with the tropical forest inside.
Sense of Hearing: If you have the
ability to provide background music during a showing, (with an intercom system,
or a stereo), then do it. Again, the operative word here is "background". Choose
something nondescript, and soothing. Something that sounds like ‘elevator
music’! And, by all means, keep the volume very low!
Touch: Think about all the surfaces that buyers may come into contact with
or, perhaps even absent-mindedly, run their hands over. Kitchen counters,
bathroom vanities, and doorknobs all have the potential to leave a negative
impression if they buyers end up sticking to them.
Sense of Taste: The fifth sense, and the one which could
actually be the MOST memorable in the minds of buyers, is presented as a bonus
tip because it requires some special skill or, at the very least, some last
minute planning. A plate of home-baked cookies sitting on the kitchen counter
with a "help yourself" note is certain to make a lasting impression, especially
if the showing is right before lunchtime! As before, a few words of caution:
don’t use chocolate (too messy) or nuts (too many people have allergies). In
fact, a good idea might be to label the treat (Sugar Cookies, or Oatmeal
Cookies, or Cinnamon Cookies, etc.)
Marketing plays a huge role in
everything we buy. Giving your home a little extra help can pay BIG dividends
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