Change a Showing Into an Offer in 4 (or 5!) Easy Steps: Bellingham Real Estate with Kathy Auerbach

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Change a Showing Into an Offer in 4 (or 5!) Easy Steps

“Why Buyers Choose Certain Homes Over Others:”
A One-Act Play

Consider the following conversation...
REALTY CONSULTANT: “The people who went through your house the other day decided to buy a different property. Their agent said they liked your house, but it just wasn’t what they were looking for.”

YOU THE SELLER: “Wait a minute…what do you mean, ‘not what they were looking for.’ They had the flyer, 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 property?”

REALTY CONSULTANT: “Nothing…really. It just didn’t push their buttons.”

Most listing realtors believe the best thing they can do for their sellers is to direct as many qualified buyers through the property as possible. They know that every home has at least ONE buyer, and—sooner or later—all houses sell. Agents also know that the most important factors determining how quickly a house sells are location, price, and condition. While all this is true, a few simple steps you, the seller, take can make your home stand out from the other homes the buyer has seen. Look at the buying process from the purchasers’ eyes. (Perhaps you have experienced this recently yourself.)

Typically, relocating buyers come to town, meet with a real estate agent, and spend several days looking at homes—often from dawn ‘til dusk. Armed with flyers that describe the amenities of each property, the buyers will spend somewhere between a few minutes to an hour at each residence. The buyers will probably see many homes. But, no matter how diligently they try to concentrate on the features of each home, confusion sets in after seeing more than 4-5 properties.

Most buyers rely on their first impressions rather than those flyers they make notes on when they begin that all-important “homes to eliminate” process. You, a seller, want to leave a positive—lasting—impression on buyers so that your home is not eliminated.

One inexpensive, quick and effective technique is to appeal to the buyer’s senses. Senses can be powerful reminders that remain clear long after the “hard facts” have become muddled. Using these FOUR EASY STEPS will make your home the one that the buyers remember.

Capture the Buyer’s Sense of Smell
Nothing says “home” like the pleasant smell of baking. I am not suggesting that you bake a cake every time your home is 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! A word of caution: sense of smell also can work against you. Strong cooking odors that linger, such as those emitted from garlic, onions or curry, for example (or if you burned the cinnamon toast!) may be remembered by buyers long after they forget the color of the dining room walls.

Capture the Buyer’s Sense of Sight
Small visual touches can make or break a room. Colorful pillows, vases with flowers, plants, and attractive throw-covers all give the feeling of a bright, cheerful home. A word of caution: while tasteful personal touches definitely add to a room, do not overdo the effect. Too many decorator touches or too much furniture in a room can create a sense that the room is too small or is cluttered, and anything unusual tends to distract the buyer. You want the buyer to remember that your home felt warm and comfortable, not the one with the tropical forest inside or the thousand collector knick-knacks.

Capture the Buyer’s Sense of Hearing
If you can provide background music during a showing (with an intercom system or a stereo), do it. The key word here is “background.” Choose something nondescript and soothing. For greatest effect, volume should be very low. Heavy metal or opera are rarely the best choices: think of “elevator music” when making your selection.

Capture the Buyer’s Sense of Touch
Think about the surfaces that buyers may come into contact with or absent-mindedly run their hands over. Kitchen counters, bathroom vanities, and doorknobs all have the potential to leave a negative impression if the buyers end up sticking to them. Sparkling clean is the rule here.

A BONUS SUGGESTION: Capture the Buyer’s Sense of Taste
The fifth sense, one that may be most memorable in the buyer’s mind requires some special skill and a bit of planning. A plate of home-baked cookies sitting on the kitchen counter with a “help yourself” note is sure to make a lasting impression—especially if the showing is scheduled to occur right before lunch or dinner! A word of caution: don’t use chocolate (too messy) or nuts (too many people are allergic to them). If you label the treat (Sugar Cookies or Oatmeal Cookies or Cinnamon Cookies, etc), persons who cannot eat the item will not take advantage, but they sill surely remember this thoughtful nice touch! Marketing plays a huge role in everything we buy. Giving your home a little extra help can pay BIG dividends with buyers.

Printable version


	You are here: Home > Articles > For Sellers > Change a Showing into an Offer Change a Showing Into an Offer in 4 (or 5!) Easy Steps “Why Buyers Choose Certain Homes Over Others:” A One-Act Play Consider the following conversation... REALTY CONSULTANT: “The people who went through your house the other day decided to buy a different property. Their agent said they liked your house, but it just wasn’t what they were looking for.” YOU THE SELLER: “Wait a minute…what do you mean, ‘not what they were looking for.’ They had the flyer, 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 property?” REALTY CONSULTANT: “Nothing…really. It just didn’t push their buttons.” Most listing realtors believe the best thing they can do for their sellers is to direct as many qualified buyers through the property as possible. They know that every home has at least ONE buyer, and—sooner or later—all houses sell. Agents also know that the most important factors determining how quickly a house sells are location, price, and condition. While all this is true, a few simple steps you, the seller, take can make your home stand out from the other homes the buyer has seen. Look at the buying process from the purchasers’ eyes. (Perhaps you have experienced this recently yourself.) Typically, relocating buyers come to town, meet with a real estate agent, and spend several days looking at homes—often from dawn ‘til dusk. Armed with flyers that describe the amenities of each property, the buyers will spend somewhere between a few minutes to an hour at each residence. The buyers will probably see many homes. But, no matter how diligently they try to concentrate on the features of each home, confusion sets in after seeing more than 4-5 properties. Most buyers rely on their first impressions rather than those flyers they make notes on when they begin that all-important “homes to eliminate” process. You, a seller, want to leave a positive—lasting—impression on buyers so that your home is not eliminated. One inexpensive, quick and effective technique is to appeal to the buyer’s senses. Senses can be powerful reminders that remain clear long after the “hard facts” have become muddled. Using these FOUR EASY STEPS will make your home the one that the buyers remember. Capture the Buyer’s Sense of Smell Nothing says “home” like the pleasant smell of baking. I am not suggesting that you bake a cake every time your home is 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! A word of caution: sense of smell also can work against you. Strong cooking odors that linger, such as those emitted from garlic, onions or curry, for example (or if you burned the cinnamon toast!) may be remembered by buyers long after they forget the color of the dining room walls. Capture the Buyer’s Sense of Sight Small visual touches can make or break a room. Colorful pillows, vases with flowers, plants, and attractive throw-covers all give the feeling of a bright, cheerful home. A word of caution: while tasteful personal touches definitely add to a room, do not overdo the effect. Too many decorator touches or too much furniture in a room can create a sense that the room is too small or is cluttered, and anything unusual tends to distract the buyer. You want the buyer to remember that your home felt warm and comfortable, not the one with the tropical forest inside or the thousand collector knick-knacks. Capture the Buyer’s Sense of Hearing If you can provide background music during a showing (with an intercom system or a stereo), do it. The key word here is “background.” Choose something nondescript and soothing. For greatest effect, volume should be very low. Heavy metal or opera are rarely the best choices: think of “elevator music” when making your selection. Capture the Buyer’s Sense of Touch Think about the surfaces that buyers may come into contact with or absent-mindedly run their hands over. Kitchen counters, bathroom vanities, and doorknobs all have the potential to leave a negative impression if the buyers end up sticking to them. Sparkling clean is the rule here. A BONUS SUGGESTION: Capture the Buyer’s Sense of Taste The fifth sense, one that may be most memorable in the buyer’s mind requires some special skill and a bit of planning. A plate of home-baked cookies sitting on the kitchen counter with a “help yourself” note is sure to make a lasting impression—especially if the showing is scheduled to occur right before lunch or dinner! A word of caution: don’t use chocolate (too messy) or nuts (too many people are allergic to them). If you label the treat (Sugar Cookies or Oatmeal Cookies or Cinnamon Cookies, etc), persons who cannot eat the item will not take advantage, but they sill surely remember this thoughtful nice touch! Marketing plays a huge role in everything we buy. Giving your home a little extra help can pay BIG dividends with buyers. Printable version
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