To get top dollar when selling your home, you have to present it in a way that makes buyers say, “This is the one!” That emotional connection creates a burning need to buy, even at a higher price than the buyer might originally have anticipated.
How a Buyer’s Perception Plays Into the Sales Price
The two factors that effect home pricing are current market dynamics and perceived worth (why people feel drawn to or put off by a house). The “perceived worth” part gets a little tricky when you’re the seller – obviously there are many things you love about your home. So there’s a certain detachment that has to happen to appreciate how a buyer will feel.
From the moment you sign a listing agreement with an agent, it’s important to see your house as a product on the shelf competing with other products. Your house needs to speak to the buyer.
One thing I always tell sellers, “People don’t live in model homes, but they buy model homes.” That’s the goal – model home perfection: clean, in good condition, and staged to show its best features. You’re selling your home as a vision to buyers about living their best lives – and creating a sense of urgency to own that home.
The psychology of buyers is interesting. Fear of loss often trumps the desire to acquire. That’s why you want to present a house a buyer can fall in love with – they’ll make a connection, worry they won’t get the house, and act quicker and more decisively to buy.
What Sellers Need to Do to Get Buyers to Fall in Love
It’s an additional cost to ready your home for sale, but the reality is that it’s almost required. HGTV and DIY shows have raised the bar on buyer expectations.
Here’s a quick list I give my sellers to help increase their homes’ sales potential:
- Make obvious repairs
- Create a feeling of space by decluttering
- Hire a cleaning service to make sure the whole house is sparkling
- Paint the exterior, tidy the landscape, and add plants if needed
- Stage the home to showcase positive aspects and de-emphasize the weaknesses. This might involve consulting an expert about paint colors, moving (or removing) furniture and decor, or bringing in new pieces.
You can learn more about preparing your home for sale here.
Music to Your Ears and Money in the Bank
My background in consumer behavior and market research lets me translate housing data into meaningful and beneficial insights for clients. When we work together to sell your home, we’ll create an action plan to get you the best price, in the shortest amount of time and with the least hassle for you. It’ll be music to your ears (and money in the bank) when a buyer says, “I’m in love with this house. What do I have to do to own it?”
If you want to get top dollar for your home, let’s talk.