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First Impressions: Keeping Buyers in the Dark

By
Real Estate Agent with Long and Foster Real Estate VA License # 0225089470

First Impressions:  Keeping Buyers in the Dark

Yesterday I got to go house hunting with some buyers relocating to my area from the mid-west.  It was a lot of fun to introduce them to the neighborhoods that had peaked their interest.  We even went to look at the neighborhood amenities.  Apparently, not a lot of prospective buyers or agents darken the door of these places.

Stepping inside the clubhouse in one neighborhood you would think we had just said the word bomb on an airplane.  "You aren't allowed here unless you are members," came the snooty greeting.  Some welcome.  Nonetheless, my mom taught me that you catch more flies with honey than you would vinegar, so I introduced myself and the prospective home owners who may want to become members.  The mood lightened.  And we were off to tour the amenities.

The second neighborhood was much more welcoming when it came to showing off their amenities.  Even took us to a map of the neighborhood in the HOA office.  And when we were done, walked up out and wished us well.  A much different impression was made.  Of course, first impressions are priceless with these types of visits, just like they are in showing a listing.  So let me tell you the tale of the homes we saw.

The first home was so inviting.  It was staged to perfection.  All the lights had been left on and there was even a little music playing in the background.  We didn't have to do anything but walk through and take in the space.  Even the closet lights were on.

The second home was like walking into a cardboard box.  Not that it wasn't a nice home.  It was a model very similar to the one we had just seen.  In fact, it was right across the street.  Yet, no lights had been left on.  Just like the former, it was also neat as a pin.  However, fumbling for lights in every room we went through had me desperately trying to stay ahead of my buyer . When I did find the lights, they were energy efficient and needed time to warm up to full brightness. Meanwhile, the buyer wasn't spending any measurable time anywhere.  They just wanted to walk through and be done.  So as quickly as I would flip a light switch, I was turning it back off.

After the showings, I left feedback for the agents that called me.  When the second home's agent called I said, "The home is lovely, but doesn't show well.  The owners need to leave all the lights on when they leave."  

Sellers don't like leaving lights on in a home.  They often feel it is a waste of money.  I'm here to tell you, it will get your home under contract more quickly to leave them on before you leave for showings.  All the staging in the world means nothing if there is little to no light to SEE it.

Just like humans make first impressions with the tone of their voice, facial expressions, body language and words they use, a home also makes a first impression.  The buyer that had walked from the bright cheery home across the street into this one and even said the home, which was perfectly lovely, was depressing.  That's not how you want folks to think of your home.

 

Comments (40)

Elizabeth Weintraub Sacramento Broker
Elizabeth Anne Weintraub, Broker - Sacramento, CA
Put 40 years of experience to work for you

And the light they use is important, too. Home with yellow light look sick. Hot white is the way to go. Oh, but those bulbs are so expensive, people complain. So is losing the sale.

May 10, 2017 06:46 PM
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

This was a fabulous Post!  It's true first impressions become lasting impressions.  But I absolutely loved your last statement:

Just like humans make first impressions with the tone of their voice, facial expressions, body language and words they use, a home also makes a first impression.

May 10, 2017 09:07 PM
Jon Zolsky, Daytona Beach, FL
Daytona Condo Realty, 386-405-4408 - Daytona Beach, FL
Buy Daytona condos for heavenly good prices

In a condo row where I live,each condo is different in the way they leave the first impression.

One high-rise of all of them has a sign in the garage stating that those, breaking the rules will be prosecuted. A big blue sign with white lettering.

And you immediately feel that you are are unwanted in this otherwise wonderful building

May 10, 2017 09:16 PM
Mick Michaud
Distinctly Texas Lifestyle Properties, LLC Office:682/498-3107 - Granbury, TX
Your Texas Lifestyle is Here!

Leaving out little things will kill a deal just as much as ignoring the big things will.

May 10, 2017 11:16 PM
Endre Barath, Jr.
Berkshire Hathaway HomeServices California Properties - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

I am such a compulsive agent I go 15 minutes before a showing and turn all the lights on even when it is daytime:)Endre

May 10, 2017 11:48 PM
Kat Palmiotti

I do also - but usually there's more than one house I'm showing to the buyers and the 2nd/3rd/etc don't get my early arrival attention!

May 11, 2017 03:23 AM
Kat Palmiotti
eXp Commercial, Referral Divison - Kalispell, MT
Helping your Montana dreams take root

Spending a few pennies on the electricity needed to prepare a home is definitely worth it!

May 11, 2017 03:22 AM
Chris Ann Cleland

Kat Palmiotti --It's sometimes so hard to convince sellers though.

May 11, 2017 12:26 PM
Janelle Ancillotti
Seneca Home Staging - Syracuse, NY
HSR Certified Home Stager, Syracuse, NY

All this talk about AC is making me jealous--It's May 11th, 35 degrees outside, and I'm sitting at my computer with my winter coat on and the fireplace on.

May 11, 2017 04:17 AM
Chris Ann Cleland

Janelle Ancillotti --You'll appreciate the utility bill though.  

May 11, 2017 12:27 PM
Jerri McCombs, Broker/Owner
Dogwood Real Estate Services - Hendersonville, NC
Hendersonville Living

Great article! Absolutely true, some homes have light switches so well hidden I never find them. Leaves a bad taste in their mouths. Also true about the amenities. Some of our neighborhoods make it impossible to show off the very thing a buyer may be looking for. Very odd indeed!

May 11, 2017 04:23 AM
Chris Ann Cleland

Jerri McCombs --Both boil down to first impressions.  Sellers don't have control over the amenities, but they do over their homes.

May 11, 2017 12:27 PM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

The majority of the times, our biggest obstacle is ourselves aka...beliefs

May 11, 2017 06:40 AM
Richard Bazinet /MBA, CRS, ABR
West USA Realty - Scottsdale, AZ
Phoenix Scottsdale. Sellers, Buyers & Relocations

That's a very good post Chris Ann. It makes the argument for listing agents to educate and train their client-sellers on packaging and presentation of a home to sell.

May 11, 2017 07:13 AM
Chris Ann Cleland

Richard Bazinet /MBA, CRS, ABR --Checklists are a great way to do this.  A perpetual reminder of things to do.

May 11, 2017 12:30 PM
Donna & Larry Johnson
Keller Williams Real Estate - West Chester, PA
Chester & Delaware County

I am working with buyers right now that are relocating. Trying to help with my knowledge of the area is key. Hopefully they listen?

May 11, 2017 08:12 AM
Nick Vandekar, 610-203-4543
Realty ONE Group Advocates 484-237-2055 - Downingtown, PA
Selling the Main Line & Chester County

Along with making sure a home is clean, having it feel bright and cheery is a big plus. I am seeing more agent instructions to please leave lights on in our MLS.

May 11, 2017 08:13 AM
Chris Ann Cleland

Nick & Trudy Vandekar, 610-203-4543 --I always make sure to leave a house the way I found it.  If the lights were on, I leave them on.  If they were off, I turn them off.

May 11, 2017 12:35 PM
Dorte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Chris Ann,

You have a great point with leaving the lights on, especially with all the recent rain. Blue skies & sunshine sell the same home much faster, but in lieu of that a little wattage will do wonders too.

May 11, 2017 03:26 PM
James (Jim) Lawson, DBA
DomainRealty.com LLC - Bonita Springs, FL
Broker Associate, RSPS, BPOR, HI & PE

Need to make that emotional connection and the lights on certainly can help. Thnks for reminding us Chris Ann. Nobody wants to buy a dungeon.

May 11, 2017 10:16 PM
Chris Ann Cleland

James (Jim) Lawson, DBA --Lights off gives a down emotion for sure.

May 13, 2017 10:41 AM
Andrew Mooers | 207.532.6573
MOOERS REALTY - Houlton, ME
Northern Maine Real Estate-Aroostook County Broker

I was brought up on a farm, to turn off those lights, shut doors and be frugal. But with homes, burn those KWH. Ad especially during the shooting of images, video. Nothing worse than creepy late at night or dusk looking "dark shawdows" appearances to warm the hearts of home buyers. The relocating from the midwest part... of your blog. If you want more of those out of towners in small rural areas especially to relocate. Make sure you don't keep them in the dark about the local community flavor and promote your area, sell them on the surroundings to get more out of state often cash buyers who have already sold their last castle. Good points about being in the dark... don't be afraid to turn on the local information high wattage speed of light content, images, videos Chris Ann Cleland !

May 12, 2017 05:49 AM
Chris Ann Cleland

I was taught to be the same way, turning off lights when I wasn't in a room too.  Selling is an entirely different thing.

May 13, 2017 10:42 AM
Curtis Van Carter
Better Homes & Gardens Wine Country Group - Yountville, CA
Your Napa Valley Broker Extraordinaire

Chris Ann

Very interesting read. I have not thought about this but given what you wrote, I will in the future. cheers cvc

May 12, 2017 07:10 AM
Chris Ann Cleland

Glad to help.

May 13, 2017 10:42 AM
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Chris Ann

So which home is sell first? My guess would be the first home home. The second agent as a duty to take the customers about having the ready to be sold.

Good luck and success.

Lou Ludwig

May 12, 2017 07:23 PM
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Chris Ann 

Congratulations on being awarded a feature for an outstandng post.

Good luck and success.

Lou Ludwig

May 12, 2017 07:25 PM
Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

Hi Chris Ann -- a tale of two homes...you're so right about first impressions making a big difference.  Real estate, like life and the theater, is not a dress rehearsal.  Be prepared or you may not like what the critics say.    

May 13, 2017 08:18 AM
Chris Ann Cleland

Very well stated Michael Jacobs .

May 13, 2017 10:43 AM
Kasey & John Boles
Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com - Boise, ID
Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties

This is a good real situation example of showing your home well.  I've also shown amenities (or tried to) in neighborhoods.  Sometimes we have resorted to peering creepily through windows because we couldn't gain access as non-members...sigh..but, I also understand that they could have a slew of people touring day and night if they let everybody in.  Have a great Saturday Chris Ann! -Kasey

May 13, 2017 08:38 AM
Chris Ann Cleland

Kasey & John Boles --I have always said a real estate card can get you anywhere.  I usually just flash the card and walk in like I belong there.

May 13, 2017 10:44 AM