Buyers are really buying a fresh start
“Clean and declutter your home” is the mantra sellers have heard over and over again from their listing agents but this isn’t your typical post about prepping your home for sale. Instead, this is about THE WHY you should get out microfiber cloths and charge up the Roomba: it’s to appeal to the buyer’s EMOTIONS.
Buyers, whether they want to admit it or not, choose to buy a home largely on emotion. The home may remind them of their childhood home or their grandparent’s home when they felt safe and secure. A certain odor (for me, it’s the smell of a wood-burning fireplace) may bring them back to that happy memory. But for nearly all buyers, buying a home signifies a fresh start.
For sellers, although you preparing your home for sale is more than just cleaning and decluttering, you are also providing the buyer with that fresh start they are craving. If the buyer sees a home that they can just move in and get going on the new chapter in their life, that is a very desirable home to that buyer.
Create that emotional bond with buyers. Instead of having these things buyers hate about your house, turn them into things they will love about your house.
#1 A Dirty Home
A dirty home affects buyers because they immediately think if the seller can’t even vacuum the home, can the seller even maintain the home? Does the home have deferred maintenance issues that require repair? These are some of the things that go through a buyer’s mind when they see a home that is not tidy. What sellers may think are small details and complaints from nitpicky buyers end up snowballing into bigger issues in the buyer’s mind.
Buyers are really turned off by:
- Dirty oven, range and/or microwave – yes, they are looking inside these appliances so be sure to clean them.
- Dirty walls and light switches. Buyers have fresh eyes and will notice the grimy patch on the wall by the light switch and the dirt caked into the switch. Clean the wall and get out the toothpick!
- Dirty doors. This can be from not using the doorknob and over time, grim builds up on the door when the door was touched. This also can come from a pet and/or pets scratching the door. Clean the plastic pet door, too.
This is in conjunction with the obvious of vacuuming, mopping, steam-cleaning, dusting, polishing, cleaning the windows, cleaning door and window tracks, cleaning the kitchen, kitchen appliances, bathrooms, etc.
Buyers cannot have a fresh start if they have to clean up your mess first.
#2 Clutter
This is another obvious thing that buyers will hate about your home – if there is just too much stuff. Buyers cannot envision how their things will fit in the house if your things don’t fit in the house. They will view your home as being too small. Take out extra or oversized furniture, clear off kitchen and bath countertops, and reorganize closets.
Some think you cannot have too many houseplants. In real estate, you CAN have too many houseplants! Buyers who walk into a “jungle” have a hard time seeing the home put together and well-kept. Houseplants are key in staging and creating a comforting environment. Just reduce the number of houseplants or spread out the plants throughout the house. If all the houseplants are stuffed into the one sunny window of the house, it can have that undesired jungle effect.
Collections – pack away collections to not only reduce clutter but to also keep the buyer focused on the house. Don’t steer the buyer’s attention away from the wonderful things about the house by your amazing Pokemon collection.
Personal photos, educational degrees/diplomas, honors, affiliations are also things that detract buyers from looking at your house and instead are focused on who you are. Keep the buyer on track and pack up your collectibles and personal items.
#3 Odors
Odors whether they are good or bad are a turnoff for buyers. For the bad smells, the number one complaint from buyers is food odors – either food that has been recently prepared or food spoiling in the garbage can. Pet and cigarette smoke odors are also high on the list of offending odors.
What sellers may think are “good” odors are just as offensive. Artificial air fresheners are not appreciated by buyers. If your home is clean, it is less likely you’ll have odors to deal with, and if you are concerned, crack a window to let in fresh air or boil water with lemons or cinnamon sticks.
#4 “What is this room for?”
Now more than ever, homeowners are using their formal dining room as their home office and their breakfast nook as a playroom. When selling your home, return these areas back to their original functions. Don’t make the buyer guess what the room should be used for or make them use their imagination. Buyers are too focused on a million other things to stop and be creative for the room’s use.
#5 Dark Homes
- Open up the blinds or replace heavy drapes with lightweight window treatments.
- Replace cold lightbulbs with warmer light bulbs.
- Add lamps to dark corners and to rooms with no overhead lighting.
- Consider repainting dark rooms with a lighter color.
- Open interior doors when the home is being showed. Buyers (and their agents) are uneasy going into a home where the bedroom and bathroom doors are all shut. Have the doors open.
Buyers are very sensitive to light. Most buyers despise homes that appear to be “dark.” They equate a light and bright home with a cheery, happy home. Appeal to their emotional senses.
In Summary
This may not be your typical list for prepping your home for sale but hopefully this post sheds some light as to the why. Appealing to buyers’ emotional decision-making can help you sell your home for the most the market can give.
Finally, here is a more conventional list of things sellers could do to prep their home for sale and get the most money for their home:
- Repair any known issues
- Consider having a home inspection and repairing discovered items. Provide this report to potential buyers.
- Service the HVAC system and fireplace
- Pump the septic system and apply for the county’s Time of Transfer septic paperwork
- Gather HOA meeting minutes and financials
- Replace outdated light fixtures
- Replace worn out flooring
- Hire a stager to place furniture to highlight the room’s best features
VIDEO: 5 Things Buyers Hate about your House
Be sure to watch the P.S. at the end.