Kathy WestonBroker

How to grab your buyer’s attention!

In today’s real estate market, buyers are very savvy. Statistics show that about 86% of all buyers have already done their own research on the internet and have a very strong idea of what they would like to purchase and where they would like to live before they contact a Realtor. What does this mean to you? 

Make an impression! When a buyer steps into your home, typically, they already know that the physical characteristics of their needs are going to be met, they know how many bedrooms, bathrooms, levels, lot size and so on… what they are now looking for is based more on emotions than anything else, even logic. 

This is where the ‘wow’ factor plays a role….
You want your potential buyers to feel very welcome, as though they could live in your home. 

You want them to feel warm and cozy, embracing all of the positives that your home has to offer, not leaving much un-done so that they feel as though they could just move right in and not have to hassle with lots of repairs and fixes. Be sure that the inside temperature is at a comfortable level, usually around 68 to 72 degrees.

Try to stay away from harsh perfumes and deodorizer’s. Simmer pots with vanilla or cinnamon work nicely. Be sure that if you do plan to bake, allow the aroma’s to linger during the time the buyer is expected to arrive. Nothing says home like the smells of freshly baked breads or cookies coming out of the oven. If you would like, you can even set out a plate of your goodies with a nice note thanking them for previewing your home and inviting them to have a treat. This is a great way to encourage them to stay awhile.

Be sure to take out any bad smelling or unsightly trash, clear any messes that may be there. 

Next, be gone before your potential buyer arrives. By you being there, it creates a sense of discomfort for both you and your buyer. You want them to be able to converse freely with their Realtor about the likes and dislikes of your house while they are in the moment. They need to feel that they are not rushed and can take as long as they like. The longer they are in your home, the more comfortable they will be, and the more likely they are going to be able to visualize themselves living there. 

Make arrangements to not have dogs come into contact with buyers, this can make them very nervous and create a potentially dangerous situation.

You want to stage your house to look alive and beautiful to attract the most attention.

You will want to use accents from key elements in your house to create a mood, such as lighting the fireplace, using a combination of warm and rich colors, and by adding a pretty throw to the sofa, making a room feel very inviting. Often scented candles, soft music and lots of natural light will set your house apart from one that may be dark and dingy. If the weather is nice, open a couple of windows for a fresh breeze. Be sure that if you have fountains in the yard, that they are on and working properly. Atmosphere is very important to most buyers. Emotionally attracting them from the moment they pull into the drive way is important, but when they open the front door, now that is crucial. Be sure that all of the lights in the house are on, even under the cabinet lights and above lights such as on plant shelves. You’ll want to be sure that the mini blinds are open and the bedrooms are tidy, making beds and picking up loose laundry, dust and clean all glass mirrors. Anything with a reflection should shine. If you have any areas of your home that you really want the buyer to know about, but they may not notice on their own, be sure to allow your Realtor to know so that he/she can make notes of the items and add it to the tour or brochures.

Often times a buyer will make a decision within the first 30 seconds of being in a home. 

That doesn’t give you much time for a good first impression, yet a lot of time for a bad one. You want them to say ‘wow, I like this’ as they come through the front door. 

Lastly, it is best to have a guest book and encourage potential buyers to add comments and opinions. Your Realtor can assist in the details.