You bet it is! Buyers make an intellectual and financial decision to look at properties based on location, price and square footage. They want their new home to be where they want to live, the price they can afford to pay and a size that fits their needs. Those are the basics and where every search begins.
With those requirements satisfied, the search for a new address moves into the more subtle nuances of home buying. The psychological factors come into play. Past history and experiences of the buyer bring forth new requirements and the elimination process is underway. It often goes something like this:
Oh we could never live here, my husband is allergic to cats and their dander stays in the heating and cooling systems for months. Sorry, if you have cats your house was just scratched off the list of possible buys--medical reasons for not buying a house are almost impossible to overcome.
That backyard looks like a park. It reminds me of where I grew up. Emotional comment is noted by agent. The buyer has made a connection.
Is this a distress sale? That is the unkempt yard and blistered paint speaking to the buyer.
Didn't they know we were coming? That is the garbage cans still at the curb at 3:00 p.m. the unmade beds and disheveled family room revealing the sellers lack of motivation.
Buyers are forming an opinion of your home and wondering if it is the one that will become their home before they enter your front door. Even though you are not at home, you house is talking to the buyers. Make sure it is telling them what you want them to hear.
Norma Toering & Team RE/MAX Palos Verdes Realty
(310) 493-8333 / Office Phone: (310) 831-0800
South Bay Los Angeles cities I sell real estate, property, houses and homes in: Palos Verdes Estates, Rolling Hills, Rolling Hills Estates, Rancho Palos Verdes, San Pedro, Long Beach, Torrance, Lomita, Redondo Beach, Hermosa Beach and Manhattan Beach.
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Norma Toering & Team RE/MAX Palos Verdes Realty
(310) 493-8333
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South Bay Los Angeles cities I sell real estate, property, houses and homes in: Palos Verdes Estates, Rolling Hills, Rolling Hills Estates, Rancho Palos Verdes, San Pedro, Long Beach, Torrance, Lomita, Redondo Beach, Hermosa Beach and Manhattan Beach. Based on information from the Association of REALTORS®/Multiple Listing as of the initial date of this article/blog publication and /or other sources. Display of MLS data is deemed reliable but is not guaranteed accurate by the MLS. The Broker/Agent providing the information contained herein may or may not have been the Listing and/or Selling Agent.
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Norma, great post and so very true.
Norma - Great post.
I learned something profound from Brian Buffini's program, which I now share with my Buyers.
"Finding the right home is not a process of selection, it's a process of elimination".
And you're right that house either sell themselves or they eliminate themselves.
Happy hunting!
Tim & Pam -- Thanks, and I always find it interesting to know the reason a buyer eliminates a house. I think sellers have the right to know why a potential buyer "disappears."
Andrew - That Brian Buffini is one smart guy.
Colleen - I edited this post and lost your comment....sorry.
Savvy sellers and Realtors understand how to use emotional "triggers" to entice buyers; and they also know what must be corrected. Home buying is an emotional process; those who understand how to generate a positive emotional appeal will win.
John - I have found when a buyer has it narrowed down to a few finalists--the emotions take over and like love, the one is simply the one!
Great post - Seller's should do "everything" right to show their home in the best light possible.
Paul -- It's a jungle out there--and it is up to us to enlighten our sellers to the best of our ability.
That's a really well written post Norma. Thanks for taking the time to write and share it here on AR.
Thank you very much Dan and Amy. The pleasure is all mine, and thanks for stopping by.
Norma, this is a great way of putting it. Sellers are always amazed when I tell them what buyers will be thinking as I walk through their home. One example: I never want them to store anything in a room's closet that doesn't naturally belong in that room. For instance, don't put your extra china in a hallway linen closet. It brings up the thought in the buyer's head that there's not enough storage room in the dining room.