When you’re selling your home, have your home
staged, and begin showing it, it’s important to understand what potential
buyers are really paying attention to. At the end of the day, you are selling your home, and therefore,
guidelines that pertain to sales in general truly apply. Here are 5 things
potential home buyers notice when touring a home, and ways you can make sure as
a seller that you’ve addressed them.
How they feel
They may be trying to hide it and may hide it
well, but ultimately, home buyers are really taking note of how they feel when
they enter and look at your home. This has a lot to do with how they make their
final decision, even though they will go through many, many points to validate
their decisions – which is totally reasonable, and okay, but something to keep
Any validating fact about your home – such as
the walk score, crime rate, school system, points of interest, will all fall
short if the home buyer just doesn’t quite feel right in your house. However –
for a home buyer who does feel at
home there, all of these facts will greatly help their decision-making process.
Keep this in mind when you’re showing your
home. These facts are very powerful based on how the homebuyer feels, and when
it feels right, they are looking for you to give them these facts to quickly
validate their decision.
How much value your home offers
Basic selling guidelines will tell you that
people make purchases based on the value relative to the price. So, while you
have a home buyer in your home looking around and your asking price is in their
budget, what they are really looking for at that point is value – the
intangibles, how your home gives value to their and their family’s day-to-day
Remember: home buyers are looking at homes all
in the same price range as your home because that is what is in their budget,
so the only differentiating factor at that point is value, not price. There’s a
big difference. If you can stage your home to add value, say, by making it
clear that they will be able to make valuable memories in the home (again, the
intangibles) whether that be outside by a firepit, or an incredible kitchen
table area, or a large backyard for them to play with their dog – whatever it
is, they are looking for that intangible value when they see your home for the
Some of this is luck, and some of this is
common sense as far as what intangibles are valuable to people’s lives. Make a
list of what it is you know for certain will add value experience-wise, and
make sure these assets are made clear during your showing.
That being said, you can also add more value
to your home by lowering the price point. If you use a site that will refund
you on commission like beycome,
you have a better chance of having the ratio of value to the price point for
your home working out in your favor.
What problems they can find – and
Naturally suspicious, as they should be, home
buyers are coming in with smiles on their faces but their eyes are looking
around suspiciously to find whatever is “wrong” with your home. Don’t take it
personally, and realize it’s just part of the process! If you see this for what
it is, it will be easier to get past and relieve a lot of tension – but no
matter what you do, a home buyer will be looking for whatever is critically
wrong with your home.
A buyer will be looking to see whether or not
they feel like you are hiding massive issues with the home’s infrastructure or
not, and they will be asking questions and looking around to see if they can
spot anything on their own.
Some things they will take note of in this
regard will be the roof, the paint jobs inside and outside of your home,
whether or not the toilets are flushing and sinks are working, and they may
even turn on and turn off some or all of the lights.
Most will do this mid-sentence, sort of
casually, but this is an important step towards a home buyer feeling
comfortable with your home. And while their suspiciousness will likely follow
them all the way to closing, managing it is key!
How pushy you are being
Ultimately, you cannot force anyone to
purchase anything, and this includes your home. A home buyer will be looking to
see how pushy you are being, and this goes along with the above point about
their suspiciousness. Present the home with the facts and leave room for the
buyer to get a sense of it themselves – and definitely give them room to ask
questions. The pushier you are, the more the buyer will feel like you aren’t
trying to help them, but either cheat them, trick them, or just get to the
bottom line. While it is a sale, it’s also something very important to the
buyer – after all, it is their future home – so they will only buy from someone
who they feel truly understands that.
Whether they can “see” themselves
Home buyers need to be able to imagine
themselves inside the walls of your home. They will notice and won’t appreciate
if it’s staged to look like they just entered your house – not a home that can
be theirs. Staging your home appropriately is largely about keeping it simple
enough but not so simple that it’s barren. Remove all obvious items that are
very personal to you, or at least take them out of plain view.
Home buyers are looking at things that might not
necessarily be only physical – after all, if they are entering your home to see
it in person, they already know the number of bathrooms and bedrooms. The
basics need to be covered – keep the place clean, simple, and inviting, but
keeping these tips in mind will give you an edge while you show your home to
potential buyers and get you one step closer to closing the sale on your home.