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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 in mind.
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 lives.
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 first time.
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 they’re looking
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; furthermore, this goes along with the above point about their suspiciousness. Consequently, present the home with the facts and, in addition, leave room for the buyer to get a sense of it themselves. Ultimately, be sure to 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 living there
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.
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