One of the biggest mistakes sellers make is not putting themselves in the buyer’s shoes. We were once a buyer ourselves, but it’s easy to forget the subjective and objective thoughts we had.
If you’re a seller, you should be meeting your buyer’s needs. So what are they?
Just because you feel that your home seems ready doesn’t mean it’s appealing to your ideal buyer. Everything you do to prepare your home should be to please your ideal buyer. So, it is worthwhile to sit down with your real estate agent and figure out who you’re selling to, and what they want.
Your real estate agent should have plenty of information for you. For example on the types of demographic you’re attracting – giving you answers to ‘who’. Otherwise, do your own research on the current market. Have the answers to: What’s hot? When is the right time to sell?
What do the buyers see vs. What do they want to see?
The first thing buyers notice during an inspection will most likely be the cleanliness. Are the windows clean? How does it smell? Is the garden well kept? So on and so forth.
When they enter the home, what’s the experience? Your front façade is the cover of your book. Try to avoid over powering artworks or distracting decorations. Keep the buyer’s focus on the features of your home.
I cannot stress the importance of smell and sound of your property. It has a major influence on the buyer’s decision! Keep the place clean, air the space, and have some soothing (not too loud) background music to make their experience pleasantly memorable.
If your suburb or street has a lot of traffic or is highly populated, see if that claustrophobic feeling is consistent inside the home. If it is, it may be a good idea to rearrange the furniture or de-clutter to make it feel more open and spacious.
Speaking of feeling claustrophobic, how many people are registered and invited to your inspection? You don’t want your home to be a party house and be full to the brim. The buyers should have a smooth experience, so be aware of the how many people are going to be walking in and around your property.
What are your competitors doing?
Go to inspections yourself and see what others are doing! This is a great way to get a first-hand experience of what buyers go through. Observe what people notice and the type of questions they are asking the owner and the real estate agent.
At the end of the day, you’re trying to aid your potential buyers in visualising themselves living in your property. If your personality is reflected quite strongly all over the property (eg family photos, and other personal items), this may not help them.
Maybe think of your home as Ikea. When you look at their interior design ideas or furniture, you’re standing there and imagining how you can piece it together and blend it into your home. This is exactly what the buyers are doing every minute they spend during your property inspection!
Need more advice? Let’s grab a coffee and have a chat about your potential buyers!