Home : Blogs : Michael Klijanowicz - Relocation Specialist - Baltimore & Harford County : Michael D. Klijanowicz - Baltimore County & Harford County Real Estate Agent - WWW.ISELLMDHOMES.COM

Would you buy a DENTED CAN or a DENTED CEREAL BOX?

This is a question that I always ask my sellers while on a listing presentation when "CURB APPEAL" comes up. I like to use it as an analogy with selling their home. By the way, they overwhelmingly answer this question with a NO! I then go on to ask them why not? "Is the food in the can or box any different than what the others have in them that are not dented?" (Usually they say NO) "So it is simply because it looks bad from the outside, right?" (Usually they say YES!)

I go on to tell them that the same is true of their home. It's called curb appeal and if your home doesn't have it (especially in this market), then many of the same people (like yourself) who wouldn't buy the dented can or dented cereal box also won't want to see what your home has inside of it!

Do you have any analogies that you like to use with your sellers while on your listing presentations?

Posted by Michael Klijanowicz - Relocation Specialist - Baltimore & Harford County on 12/27/2007 08:32 PM

Comments (66)

dented can, curb appeal, listing, selling, buying, shopping, real estate, homes for sale

Originally posted at: Michael D. Klijanowicz - Baltimore County & Harford County Real Estate Agent - WWW.ISELLMDHOMES.COM: Would you buy a DENTED CAN or a DENTED CEREAL BOX?

66 Comments on Would you buy a DENTED CAN or a DENTED CEREAL BOX?

DEC

2007

Love it! That is so funny and I'm going to use that!

Glad it could help you out LaNita...

lol yes ... yes I would and do buy the dented goods at the store.

But you are right about homes most sellers won't give a 50% discount because the home is "dented" :-)

Much as a person would not pay top dollar for a dented mercedes... they would expect for their investment the car would match the price... Some sellers don't see it ...

I love taking a client to identical homes ( floor plan) and showing them the difference staging and curb appeal makes on price.

Good idea.

On the other hand, many buyer's agents, like me, will advise my buyers that, if the visible maintenance is not good, think of the maintenance on the systems like the furnace, AC, heat pump, water heater, etc.

Yep. It all starts with curb appeal.

I like that analogy. I think I will use that next time.... of course I will give you the credit,Michael!

Great analogy. Never thought of using that in regard to curb appeal, but it sure sounds like it works. Thanks.

Gary, feel free to take the credit yourself! I love to share on my little secrets and hints with those that like to read them...

Really good visual. I am sure it produces results.

Good post, great analogy.

Patricia Aulson/Hampton NH Real Estate

Michael, great analogy! I am going to use that one. Congratulations on your gold star!

Great visual!

Great analogy. By reading the title, I thought I was supposed to actually choose between the dented can and the dented box and I wanted to say that I wanted a better choice, but I had misinterpretted what you meant. Good laugh on my sleep-deprived self.

Michael,

Thanks for this new jewel. Momma always said "Put that back, It's DENTED!" You can never have too many objection busters or reality checks. I relocated to SC from Cecil County, MD 2 years ago. Great state, Maryland and often misunderstood. If you like to read and haven't read Michener's Chesapeake yet please invest the time. It will give you insight into the people you meet.

I wrote this long response with different ideas and then wham I wouldn't submit.

The short version is

Dentist with good teeth and fresh breathe Or one with broken teeth.

Two men at the resturant. One with low riding pants with area to plant flowers in the back, stringy hair and unkempt appearance.

Other man with neetly combed hair and neet clothes.

Which one make you comfortable with getting to know?

Very good analogy... and if they do say "yes," then ask if they'd pay full price or expect a discount.

Michael, I use the can analogy frequently when helping realtors help their clients understand the need.

Here are two more:

If the client is a single lady....you're in a housewares store. You see a decorative item that you love. You have two choices for the same price and they are the same item. #1 is chipped and dusty, #2 shines and no chips...which one do you buy?

Thanks to Terrylynn Fisher in her blog. Loose diamonds scattered in a plain box, versus a sparkling diamond ring, beautifully set in platinum. I put this one in my New Years realtor newsletter, with photos. Most people are visual.

Last is the car analogy. I think everyone knows that one...if not I'll post it. And oh yes how about the dollar bills...

Like Ginger, I tend to use the analogy of detailing a car before selling it just as you should detail your home before putting it on the market. Packaging is everything!

Wow, nice. I like it...I bet the effect will play out more if you actually brought 2 cans goods to a Listing presentation and flop them on the table and ask them" Now, which one would you buy?". The visual will make a big difference. Its will be totally off the wall analogy. I think I will try it...Thanks...Michael

RYAN, I like your comeback about full price or expect a discount...great stuff...

Great analogy, I will share it with others, thank you

Michael,

Your analogy is pretty simple and that's why it's so powerful. En excellent way to remind sellers how important curb appeal is to attracting prospects and moving property in a timely manner.

That's a great analogy - I'll have to use in the future. What do you say to the sellers that don't think they have a dented can???

Great analogy. I'll have to try that.

Michael,

Point well made! Congratulations on your featured post!

I definitely like the can analogy. Keep it Simple...

Good point, thank you for writing such a good blog and giving me some ideas when it comes to listing presentions. Keep blogging and have fun with it

Ooh, that's a great visual for me. Personally, I'd buy a dented can but I wouldn't buy a house that got hit with an ugly stick. I will use the can analogy in the future.

Although I know that the food in a dented can is still good, I never buy one unless the price is significantly discounted...I guess that's the lesson to be learned -

DEC

2007

Michael, That is a great analogy and a great visual! A great way to explain curb appeal to sellers.

Thank you, you have added one more option to use for my listing presentations, a gently little analogy always works the best and this is a good one.

Michael, Thanks for sharing this great little analogy. I use to carry an old worn out dollar bill to demonstrate the same point with my sellers. I spent it and need to find another.

I love that analogy and I think I will use it.

Great comparison, Michael! (btw - been fun playing leap frog with you!)

I tell my sellers that they are getting ready to "date" some buyers. So, if you were going on a date for the first time, you would get cleaned up, put on a new outfit, comb your hair, etc. You want them to see the best side of you...same goes for your home. First impressions are a big deal!

Michael - that's a great analogy. Curb appeal is so important, and buyers in this market will simply go on by if the home does not appeal.

I always encourage my buyers to explore areas and do drive bys first, and so often they eliminate homes that way. Plus problems with the initial impression from the street will lead buyers to expect there will be other deferred maintenance issues (which is likely true) and either avoid the house or immediately start to subtract money from a potential offer.

Thanks for sharing.

Jeff

great analogy.....

Great analogies I will put some of them to use.

That's a good comparison. I like the dented can analogy. Nice job.....

Great analogy, Michael. I also love the suggestion to bring the cans to the listing presentation.

I've used this one. I usually say "dented and dusty" to include the need for cleanliness. :-)

would you prefer to have this brand new $20 bill that still smells like the printing press, or this crinkled, half torn $20 that is barely usable? (If I've had a slow month, I will use a $5 or a $1.. :)

I use the fresh bread analogy as well as the dented can. Although the bread works best when they want to over price their property.

Many will buy the dented can, but they want a huge discount. The same is true for homes.

Great analogy. I use "When you go to a job interview you always dress your best." Or. "Which fruit do you buy? The clean fruit or the dirty fruit."

Lota of great ananlogies here, thanks lots, I am sure lots of us will be using them

You all really have contributed some more winners, I have really enjoyed reading all of your remarks! My favorites being:

You are getting ready to go out and "date some buyers"...

Loose diamonds scattered in a box vs. a perfect set stone in a perfect shaped platinum band...

Actually bringing the cans to the listing appointment (REALLY GOOD IDEA if you don't already bring too much)...

If they actually answer yes, then ask them if they would expect to get it for a discount...
When you go to a job interview you always dress your best...

As for what I say to the sellers that don't think they have a dented can..................

GOOD LUCK SELLING YOUR HOME AND I REFUSE TO TAKE THE LISTING (ESPECIALLY IN THIS MARKET)

What a beautifully simple analogy... Genius in both its simplicity and application. Great post. I'd give it one of my rare 5s... if I could.

great post. The first thing I thought when I read it was, maybe i'd buy a dented or scratched something or other, but I'd expect a discount! That's definitely not the message you want to be creating in buyers.

Right on! A home is a product, a very expensive product. If you want to show off your top-of-the-line, high quality product, it must be packaged right. Buyers are looking for a bargain right now, don't give them ammunition to see your product as a "scratch and dent".

Your friend in Staging,

Jodi

Hi Michael, what a great analogy...easy to understand and makes curb appeal crystal clear. Congrats on the feature...have a great 2008!

I show my sellers two identical photos of a BMW. One is advertised with Car Dealer Jim, the other one with Car Dealer Joe. Jim's BMW is priced at $50,000, Joe's is $40,000. Then I give them a $50,000 pretend Check and ask which BMW they're gonna buy. They always go for the $40,000 one. Then I try to talk them into the $50,000 because Jim really had a rough year and didn't get a good deal when he bought the car from BMW. Then I ask them if they wouldn't be willing to buy the car from Jim for $10,000 more to help him out. They say "no". Then I say, any buyer will say the same thing about your overpriced home.

This is a great blog and a great analogy! I think it is a good tool to use analogies as it takes away the emotions.

Wishing You HAPPY HOLIDAYS and Best Wishes for A GREAT YEAR 2008.

Tommy New York Certified Home Inspector Long Island NY Nassau/Suffolk/Queens Home Inspections

Michael-What an excellent example. You are truly a great writer and a wise sole at that. Thank you and Have a very Happy New Year!

DEC

2007

Your analogy is right on the mark! Cleanliness and staging are the compelling factors that place a home on top. Putting it into simple terms helps clients to understand. Great post!

I am not sure I would buy a fixer upper on the grocery store shelf, but I did like your analogy there, interesting insight, you make a strong argument indeed. Come to think about it maybe I would buy a dented can, I think I have before. Thanks for making us think. Lance

LOL!! I like the dented can analogy! Good one! Plus, I can add that usually dented cans get marked down quite a bit to move the product off the shelf!

Michael, what a great analogy! This is being added to my repertoire immediately. Now, what do you say to get them to spruce up the inside of the house?

Lane, thanks for your 5, I am honored for achieving that!

Andrea, I love the BMW analogy too!

Brian, the outside is most important to get the buyers in the door. Once inside I ask them what they think of when they walk into a model home. What sticks out in their minds. If they don't know or haven't been to one in a while, I tell them to go and visit one just to get a fresh reminder. Then I remind them that some of these model homes are their competition and if they want to sell theirs then they have to get it in TIP TOP SHAPE!!!

In this market analogies are very useful. You have to bring it to their level so they understand.

People love analogies and they understand them. I wrote a similar article here on ezine magazine our thinking is very similar!

Those are some great analogies.

I love using the one about detailing your car before selling it.

It seems to make perfect sense after I tell them that one.

Good Post.

Brian Bloom

All In One Staging & redesign inc, Chicagoland's north west suburbs Elite Staging and Redesign firm. http://Allinonestaging.com

So true. Most times the truth hurts, but it needs to be said.

I don't get to see too many of the homes due to my being in the mortgage banking business, but I have had many clients share their war stories of houses that they have seen. It is amazing that sellers can't see past their noses and fix the obvious things.

You definitely drive home the point when you use this. I am glad we are family so I can repeat it. Great analogy.

DEC

2007

Michael, you totally nailed it with this post! You get my "10 WOW" award! And good for you on that little star thingie!

Leave a response…

Name:

Email:
(optional)

Comment:

What does the graphic say?