- How much time & money are you investing in your home to get it sold for the very best price?
- How much time & money is your agent investing in your home for the very best Price
- How can you get your buyers to invest more time on a viewing?
What makes someone buy?
There’s many different reasons a potential purchaser may choose your home, 90% of the time it will be because of three main factors: (we’ve interviewed homeowners and buyers for this information and here’s what they said – some reoccurring themes:)
- “They feel like Life will be easier in your home”
- “The feel like it will make them happy”
- “They feel that they will have the home they’ve always dreamed of”
Notice the words they use: ‘Feel’, ‘Life’, ‘Easier’ ‘Happy’ ‘Dreamed’ ‘Home’
They aren’t buying your home because you have double glazed windows, or you have light switches and a telephone point (a common theme in estate agents brochures) they buy because of a feeling, ultimately your house makes it easier and happier. It’s easier to imagine living there, and when they get there it’ll be easier to live.
When you want someone to fall in love, yes it is instant, and in many cases they do from stepping over your threshold, but we all have a logical part of the brain to protect us and that side will start questioning things, to make sure when they make the decision, it is the right one.
So, if a viewer is hurried from room to room, regardless of how much they liked it, how can they get over any blockers the logical brain comes up with? They simply won’t have the time to investigate and remove the block or the block will arise as an after thought and they simply won’t be able to get an answer as real life gets in the way and now they have to make numerous phone calls to get the answers. It stands to reason then if they had spent the time, investing in the home they are more likely to put in an offer because they love it and it’ll be high enough because they love it, right? YES!
So how can you make a viewer invest their time on a viewing?
Be clear from the start
Choose an agent that can offer a 30 minute viewing window, and ensure they let the viewer know before they enter, this will keep them focused on what they need to see, feel and ask. It sets expectations and it gives them comfort that they can take their time. For unique and premium homes, ask your agent to set an expected viewing time. Some of our homes have 45/1 hour viewing windows to ensure all the home is covered and all questions are answered in an easy conversational manner.
How do you know if an agent can give the right time to your home, ask them, better still, secret shop them?
Keep it interesting but simplify your rooms
Pick a focal point and simplify the rest. For instance, a living room with a log burner set in original stone walls would be perfect as a focal point, keep the rest of the room simple to let someone imagine their own things in there. A dining room might have the dining table as the focal point, dress with fresh flowers, and remove the trinkets from the side tables.
Keep the temperature not too hot or too cold. Check your outside weather and adjust for it. If they are too warm they’ll want to leave without really looking, shedding articles of clothing gets clunky. Too cold and you risk them wondering if it heats up properly. Play it safe, 19-22 degrees is just right.
Pets smells, we’ve covered before, and yes a non-pet lover will be put off instantly, open hpw windows and let the house breathe if you have pets. Avoid strong kitchen odours the day before a viewing as they can linger – such as smoked fish, curries , and fried breakfasts. On the opposite scale too much air freshener has a similar effect, try warm water and lemons for a gentle citrus hue or a lightly scented candle can work wonders.
Help with dreams
Now, you think that most agents would do this, but you’d be wrong. Its imperative you find out why they are buying and what attracted them to this one. Then keep them in those rooms a little longer. Let them linger and absorb everything. Help them realise their dreams by setting the scene and showing them how to use the space to fit their life in easily.
Just in case you were wondering, all our viewings are a minimum of 30 minutes viewing times, if they’ll be longer, we’ll let you know. We help control the temperature for a viewing, if you let us pop your heating on while you are at work, or even airing out the house if the dog sitter has just been by to collect Rosie your prized pooch. We always offer layout suggestions and do our very best to make sure your home is the only one on their minds. That’s why our viewers and our sellers love us.
That was the end of our three part series of INVESTING in your home to sell.
And how your buyers can invest in – that’s the one you’ve just read
All of which lead to more chance of getting the result you really really want.
Want to find out why you haven’t sold yet? Call me on 01524 230722 or drop me an email, let’s see if we can find out where you need investment and how to get your magic number.
This is me. I own and run my own boutique estate agents, VMOVE. We are in the heart of our beautiful city of Lancaster and we love homes and applying the very latest marketing techniques to get our very special clients home’s sold. If you’d like a chat to see if and how we can help, I’d be delighted. Catch me on 01524 230722