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Don't Underestimate The Power Of Negative Impression

Let me be the first to admit it: I've been known to whine and complain. I'm not perfect and I haven't yet mastered a positive attitude. I'm not alone...there is no shortage of people willing to piss and moan right along with me. Misery loves company and, more times than not, people will dwell on what's wrong, not on what's right. Negative energy is quite powerful.

It is much easier to complain and whine about problems than it is to come up with solutions. Today's buyers are looking for a home they can move right into, not a house they have to improve or customize to meet their needs. They are more likely to notice negative features before positive ones, and the negative features will make a stronger impression on them.

Don't underestimate the power of negative impression. Think about it....if you got ten compliments on a new haircut and then one person made fun of your haircut, the negative comment would be the most memorable of all the comments you received. One negative erases the ten positive...it's that powerful.

Positive marketing begins with preparation and positive impression begins with quality MLS photos. When listing your house, the pictures you choose for the MLS are crucial to the impression that is made. Show eight fabulous pictures and then one bad one and it's the bad one that will get the most attention. The bad picture is the one that will make the strongest impression on potential buyers.

There is a lot of attention given to the power of positive thinking, but when it comes to selling your house, it is very important that you take into consideration the power of negative impression.

Something you should keep in mind when preparing your house for sale. is that it is very difficult to see your own house through buyer's eyes. Your emotional attachment hinders your ability to be impartial. If you want buyers to notice the positive features in your house, those features need to be highlighted and the negative features need to be minimized.

Consult with a professional home stager to learn more about creating the right impression through preparation and presentation.

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Posted by Sharon Tara New Hampshire Home Stager on 11/09/2009 08:53 PM

Comments (33)

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33 Comments on Don't Underestimate The Power Of Negative Impression

NOV

I tend to think the glass is half full. Pictures do mean everything. That one bad photo will likely reflect more on the listing agent than the potential sale of the house imo.

"Your emotional attachment hinders your ability to be impartial" Amen! That's why we hire professionals to advise us. That's why doctors aren't supposed to treat family members. Hire competent professionals, listen to their advice and then TAKE IT!

Thanks for the great post.

Sharon, you are totally correct. Most of the times it's the little things that people just don't want to change because they are "minor". That's really too bad because a little thing can really spoil the big picture and be the difference between a good or bad first impression.

Sharon- So right. It just takes one negative photo, feature or comment to derail a possible sale. I also liked "Your emotional attachment hinders your ability to be impartial. If you want buyers to notice the positive features in your house". All the more reason to hire an objective 3rd party professional (ie. a Stager).

Does anyone really underestimate the power of negativity? Based on my experience, many not only understand but actually embrace the power of negativity in order to gain favor. Many home buyers use it to leverage a better sales price or reason why not to move forward.

Greg: Half full is the way to go...I totally agree. I also agree that a poor photo is a reflection on the agent. I always advice clients who are considering agents to check the agents' listings to see what their photos look like.

Dan: What you said!! Thanks for the great comment!

Silvia: Often times it is the small things. It's a shame. Thanks!

Kathy: Thanks! I'm sure you are no stranger to the power of negative impression!

James: You are right about buyers understanding the power and using it to get a lower price. It's sellers who just aren't getting it. I have told many sellers that their negative conditions are going to make buyers offer less or move on to the next listing. Thanks for the comment.

Very well stated Sharon...

Excellent advice, Sharon! And who IS that guy? LOL

Debi

NOV

Don't know what it is about human nature, but things are just never good enough.

(I hope you got permission to use the gentleman's photo to illustrate your point!)

You are so right! Why DO we remember the negative more than the positive? I'm going to work on this in my personal life!!

Hi, Sharon. What a good post. Buyers ARE looking for a home they can move right into! Many of the listings here are cabins that may not suit buyers who, in retirement, want easy one-floor living. If they have to try to figure out how to re-do the stairs to a loft, chances are they will move on to another prospect. One woman put it pretty succinctly, saying, "I don't want to buy a house and start doing surgery!"

You're right about creating a positive impression. That loft space can look like an adorable, private cozy office or it can look like a bedroom which makes the would-be buyer start thinking about getting down the stairs in the middle of the night.

Gary: Thank you!

Debi: Thank you! That guy is clipart! He seemed to serve the purpose!

Mike: There are some who are capable of always seeing the good, and some who have to turn everything negative. The gentleman is from a clipart site that I use.

Kim: I am working on it in my life too!

Leslie: Thank you! Not wanting to do "surgery" is a great way to put it. I bet you could use that for a post...I'll be watching for it!

You are so right with your analagy about the haircut! I'm trying to think of one that men can really relate to. You know us women are so critical of ourselves anyway. I will definately use that in my marketing. Thanks!

Excellent reminders Sharon about focusing on solutions and not the problems. Thanks!

Great Post Tara, at the risk of sounding negative, we need to keep wacking sellers and agents over the head with those reminders:)

Leanne: For men, how about ten people compliment their jacket and then one person says it looks feminine. That would be the end of that jacket!

Debby: It would be much healthier for us, reducing all that stress!

Ana: Wack away!

Sometimes I forget to share this kind of info with my Sellers. Perception is reality as they say. So, when a buyer tours the house and see missing trim or damaged trim.........the negativity translates to the entire house. Thanks for the reminder.

Chris: You are welcome! I hope the info is useful!

I'm always trying to find topics for our newsletter that will help the realtors on our list, and I think this could be a good thing to remind them of. I get the feeling that many of them don't truly understand the importance of solving or minimizing as many negatives as possible (and creating positives through staging), so they aren't fully equipped to help their sellers accept reality. Thanks for this excellent post!

Laurie: You are very welcome. I hope the subject matter works for your Newsletter!

Hi Sharon,

Great Post - and you are so right. Attitudes are Contagious.

Thanks for the reminder to stay Laser Focused on the Positive, let the negative roll off my back.

Tomorrow will be a Great Day! Thanks, Laurie

"Are you kidding?!?!? What are you thinking?!?! My House is beautiful, and someone will want it just the way it is so you must not know what you're talking about!" - OK, now that we got all that negativity out of the way, comments 11-23 should balance it out ;)

XO - EXCELLENT POST!

The difference between a buyer and a seller. The buyer sees the dog scratched back door and wonders what else needs to be done and the seller thinks has long forgotten about the scratches.

NOV

Focus on the positives - Well said. It's been my motto my whole life.

I thoroughly enjoyed this post, Sharon! Thanks for making the time to create.

Kathy

Morning Sharon, Yes it's that darn emotional attachment to the wallpaper...What???

When I explain the wallpaper dilemma and hassle factor from the buyer's eye, 90% of the time it comes down. Gotta make the home hassle free!

What a great post that I almost missed-so glad I searched back a page this morning. Possitivity matters in all things!

Laurie: Sounds like you have the whole "positive" thing down pat! Thanks for joining in!

Connie: I have met that person, who you are quoting, many times! And many times they have been proven wrong! Funny how that happens! Thanks for balancing out the comments!

Beverly: Thanks for the great illustration! The smart seller thinks like a buyer or gets help from someone who does.

Kathy: Funny you should say "thanks for making the time to create" because this little post took quite a long time to write. I worked on it off and on over three days. I am so happy with the response it is getting. Thank you for your contribution!

Cynthia: If your closing rate is 90%, you have a great sales pitch! You go girl!!

Cathy: I'm glad you found it too! Thanks for the positive input!

NOV

Thanks for the attitude reminder ! It's easy to get bogged down in the negatives of life, especially in economically tough times. But as stagers, we are all about the positive first impression and it's important to keep helping sellers and agents in this regard.

It's good to get reminders like this post.

Mel

Melody: You are so welcome! I'm glad you found the post useful!

NOV

Many decades ago I used to let negative people run my life. Then eight friends of mine sat me down and explained how I was ruining my life by letting negative people run my life. That was 1980. I've been happily positive ever since.

Best wishes!

NOV

Russel: Eight friends, huh? That sure sounds like an intervention! You are lucky to have such caring friends! Thanks for the awesome stamp!

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