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Preparing Your House To Sell - Understanding The “Buyer's Fantasy”
By Reba Collins
When selling your home, there’s so much to do and getting the highest selling price possible is probably the most important thing to be considered. Yes, there are a lot of things to think about but the bottom line is getting the most you can possibly get. Sometimes, your situation will dictate whether or not you can fully utilize the suggestions we’re going to cover in this article but understanding the what’s going on in the buyer’s mind will help you to get focused on what needs to be done first and what can wait until later.
The first thing you need to understand is the psychology of your potential buyers. These people, in their minds, are trying to size-up your house and how it will fit into their lives. They are trying to figure out if they will be happy having your house as their home.
A lot of people who look at your home will not like it. It’s usually the “un-changeable” things they don’t care for, like the floor-plan, the location, what school you’re zoned to, whether there’s a pool or not, if you have big trees or not, and so on, you get the picture. These are the things that can’t be changed and these people just don’t like them. Don’t worry, everyone’s different and you can’t change these things either.
There will, however, be plenty of people who love your “un-changeables”. For these people it will be the “changeable” things that convince them to actually make an offer or just keep looking. So, what are the things that will convince these potential buyers to fall in love with your house?
First, put yourself in one of these buyer’s shoes, this shouldn’t be hard because you were there once, when you bought YOUR house. This person is in a state of mind that can be compared to a fantasy, we’ll call it “buyer’s fantasy”. They come through your house trying to “see” what it would be like living there. In their mind’s eye, they “see” themselves always wearing a smile and laughing with their friends and family. They “see” themselves entertaining, relaxing, doing the things they love and loving the place they’re doing it.
Unapparent to them, all the things they “see” themselves doing leaves little time for cleaning, organizing, or home maintenance and repair. The last thing you want to do is take them out of their “buyer’s fantasy” by reminding them of the responsibilities that come with owning a house, especially THIS house. You want them to live in their “fantasy” the entire length of their visit, you even want them to remember the “fantasy” in such a way that they want to return and soon.
So, what to do you need to do set the “buyer’s fantasy” in motion? Here’s a short list.
First Impressions
Curb Appeal – The front outside of your house is the first thing the prospective buyer sees. It’s the beginning of his “buyer fantasy”. He sees his friends and family admiring him when they arrive at his front door. It had better be good, this will reflect on him.
Your house must, with an emphasis on must, look good from the moment he drives up with his realtor, in other words, from the car. First impressions are very important and the front of your home is the first thing the potential buyer sees. So, at minimum, make sure
· the landscaping is maintained at all times
· the lawn is mowed and edged
· the grass is green
· the hedges are neatly trimmed
· the landscaping or flower beds are weed-free and mulched
· seasonal color? – all the better
Obvious repairs need to be made.
· make sure gutters are attached
· shutters are attached
· the doorbell works
· screens have no tears
· replace rotten wood
· paint is in good shape, if not, paint or at least touch-up
If you normally park more than two cars in the driveway or on the street in front, see if you can find another place to park until the house is sold. Maybe a neighbor will help you out, or park one car in the garage.
What you want to do is feed the “buyer’s fantasy” that the lawn is always green, cut, and beautiful. You don’t want to remind him that he will have to do it. You want him to think there’s plenty of room for his cars even if he decides he needs another one. You certainly don’t want him to think about any minor repairs that will need to be done, so just do them yourself.
The Insides
First Things First – When a potential buyer steps into the house, it needs to smell clean. You don’t need or want to burn incense or candles, spray air fresheners, or have a Glade Plug-In going. It just needs to smell clean. You should try to eliminate cooking odors as quickly as possible after a meal is cooked and there should be no pet odors or cigarette smoke odors. Pet and smoking odors are one of the first things that will turn a potential buyer away. Even if they smoke and own pets themselves, they don’t want to buy another person’s odors.
Kitchen
About the Author
Reba Collins is a homeowner and work at home mom. Follow her journey to sell her home of 18 years at her blog ~ http://www.PuttingUpTheForSaleSign.com. Find out how she copes with all it takes to sell her home and whether or not she follows her own good advise. Also find links, reviews for products, services, contractors and more!
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| Some other articles by Reba Collins | |
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