What Sellers Need to Know About the Buyers Perception

By
Real Estate Agent with DFW FINE PROPERTIES 0506509

First Impressions

People tend to overestimate their needs based upon what other people have, what they see on television, articles they read in magazines, or because they have no idea what it’s really going to cost them to live there, decorate, maintain, or the distance it’s going to take to get to where they need to be on a daily basis. The home buying process takes time to adjust. The perception is not the reality.

Unfamiliar size, shape, color, or location can sometimes be intimidating. The indoor temperature may be too hot or too cold, which can also have an adverse effect on people. Buying a home is a big decision. People need to feel comfortable about their decision. Internal factors can have a negative consequence. Once a home is sized up to have undesirable factors, it’s hard to get people to change their minds.

The buyer has already formulated an opinion about a house, before they even set foot inside. Perhaps, they chose the house based upon the type of photos that were put into MLS or the marketing media provided for that particular house. When a home is marketed one way, and the buyer’s expectation is not met, it doesn’t matter what the Realtor® says, the buyers will most often resist any further consideration or possible negotiations.

Putting a Home on the Market

Getting a home ready to sell is an art and a science. It is a skill that can make or break a deal or prevent a prospective buyer from even further consideration. When this first impression is formed, buyers then only see what is consistent with their first impression. Once a decision is made, the mind will prove that they are correct. Buyers don’t want to be lied to, misled, tricked, or manipulated.

Times Change

There’s an emotional bond between a home and the way people live. This emotional bond shows in their choice of colors, the age of the kitchen appliances, countertops, window treatments, the bathrooms, floors, paint, décor, light fixtures, ceilings, and home furnishings. The same labor of love that took place ten, fifteen, twenty years or more ago does not transfer over to the new buyers in the same loving way. There’s a reason why things depreciate and home decorating matters.

What causes one person to be attractive to a home, and another homebuyer from wanting to live there are two different things. Perhaps the schools are desirable, there is a great community pool or park, the location may be perfect – but if the house is outdated, people start adding up labor and costs. They may quickly dismiss the thought of buying a home that really does have the perfect floor plan and has great potential.

Deciding to Buy a Home Has Nothing to do with Logic

When it comes to size, number of bedrooms, list price, location, what people say they want, and what they end up buying is often completely different. A Realtor® can spend countless hours, time and energy searching for a home that matches buyers criteria, but the truth is; people find an attraction to a home for different reasons. Whether or not the house is too big, too small, or just right, buyers don’t know what they want, until they find it. There’s more than a house that meets the eye. First impressions do matter.  In my professional opinion, when there is a true representation of the home, the house is clean, updated, shows well and has no obvious emotional attachments they will tend to sell quicker and for the right price.   

Home ownership can have a signficant positive impact on net worth. Bringing a home up to current value by making the right improvements does have its benefits. People still buy houses. First impressions do make a difference. No matter how great the neighbor and schools are, if a house doesn't meet the buyers expectations, it may take a lot longer to sell.

If you would like additional information, please call me, I'm the Little Realtor® that Could.

© Patricia Feager - not to be reprinted without authors permission except for use by members of ActiveRain.

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DFW FINE PROPERTIES

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                                         Patricia Feager
                                                        Cell: 469-951-4758

                                                        Email: patricia.feager@gmail.com

 

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Ambassador
1,886,412
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Patricia - You have touched on so many of the issues in a home buying process. The emotional connection is a biggie. My dad used to say "Does it make you tingle?" to my mom when they'd consider big purchases. I got that concept at a pretty young age because of their exchanges. I have to say, I see it when people walk into the "right" house. It's almost a sigh of relief. (Unless it's for investment purposes - of course)

Another Realtor brought the buyers to the last house my husband and I sold. She told me the wife started crying when she walked in - she could feel our similiar energy and knew she was home. Even though she was represented by the other agent  ( a family connection), she and I became friends. I'm visiting her this weekend to see the changes they've made to the house/yard.

I love this post and I too will hit the button. (It made me tingle) :)

Oct 15, 2011 11:23 AM #16
Rainmaker
1,729,119
Rob Thomas
Prestige Homes of The Tri Cities, Inc. CALL....423-341-6954 - Bristol, TN
Bristol TN-VA & Tri Cities Agent, ABR, GRI, e-Pro

Patricia.......as always you give us all a great amount of info that is so true.........Thanks!

Pumpkins
Have a Great Weekend!


Go VOLS!

Oct 15, 2011 12:01 PM #17
Rainmaker
3,208,906
Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Home and Condo Specialists

Patricia, It's an emotional process for both the buyer and the seller and one of the great times of being a Realtor is when you know you have found the Perfect house for your buyer, and the perfect buyers for the sellers!

Oct 15, 2011 12:07 PM #18
Rainmaker
611,096
Judith Parker
ProStead Realty - Charlotte, NC
CRS, GRI, CMRS, Charlotte, NC

Hi Patricia, nice post and you reminded me of a couple that told me their wants but what they ended up purchasing was totally different.  I also agree that it makes a big difference in how the seller is or is not invested in the house that they desire to get sold. 

Oct 15, 2011 12:42 PM #19
Ambassador
2,081,119
Barbara-Jo Roberts Berberi, MA, PSA, TRC - Greater Clearwater Florida Residential Real Estate Professional
Charles Rutenberg Realty - Clearwater, FL
Palm Harbor, Dunedin, Clearwater, Safety Harbor

Patricia - this is indeed a great post and you are right on that different things make a house the 'right' house for a buyer and we can't always understand the reasoning behind it.

Oct 15, 2011 01:04 PM #20
Rainmaker
841,108
Joshua Zargari
MJ Decorators Workshop LI staging and home decorating - Lynbrook, NY
MJ Decorators Workshop

Good evening Patricia.

A great post indeed.

Nothing to add...

Have a nice weekend.

Oct 15, 2011 01:41 PM #21
Rainmaker
2,974,855
James Dray
Fathom Realty - Bentonville, AR
Exceptional Agents, Outstanding Results

Good morning little lady looks like another star rated post

Oct 15, 2011 11:00 PM #22
Rainmaker
2,048,904
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Fort Worth, TX
Selling Homes Changing Lives

Hi Hannah,

I agree with you. Buying or selling a home is emotional because people's lives are at stake. To sellers, memories are real. The buyer is the decider and carries their emotions with them when seeking to buy. 

People have a tendency to think better when they are in an environment that is calm and comfortable without territorial barriers that need to be crossed. 

Thanks Hannah. You are definetly HelpfulHannah :)

Oct 16, 2011 01:53 AM #23
Rainmaker
2,048,904
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Fort Worth, TX
Selling Homes Changing Lives

Hi Cindy,

You summed it up perfectly. Emotions are like the shadow that follows people. It's those shadows that causes humans to be indecisive.

Have a wonderful day and thank you for your great input.

 

Oct 16, 2011 01:58 AM #24
Rainmaker
2,048,904
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Fort Worth, TX
Selling Homes Changing Lives

John,

I respect your opinion. Thank you for the suggest and your comments.

Make it a wonderful day.

 

Oct 16, 2011 02:05 AM #25
Rainmaker
2,048,904
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Fort Worth, TX
Selling Homes Changing Lives

Hi Debb,

The truth is emotions are real. Few people live with no emotions (those that are, are probably incarcinated).

You learned a valuable lesson from your parents at a very early age. Thank you for sharing that beautiful story about your parents. Motivation takes courage - it moves people to do something big. There's a lot of energy that thrives out of people's emotions. Who understand the human emotions better, than a person's better half! Your mom and dad were proof of that.

Thanks Debb. I appreciate the testimonial.

Oct 16, 2011 02:13 AM #26
Rainmaker
2,048,904
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Fort Worth, TX
Selling Homes Changing Lives

Hi Rob,

Thank you for your commentary. Coming from you, it means a lot.

I hope you have a blessed day.

Oct 16, 2011 02:18 AM #27
Rainmaker
2,048,904
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Fort Worth, TX
Selling Homes Changing Lives

Hi Larry & Sheila,

I appreciate all the knowledge and experience you bring to the table. The rewards of representation are numerous. Everything I needed to know to earn my degrees came from books, tests, and earning it. Everything I learned and continue to learn in the business we're in (even if there was no advanced education, is the direct result of my experience with people. Now, here on ActiveRain, I am blessed to have the sum total of all the years of experience that comes from people like you.

Thank you.

Oct 16, 2011 02:28 AM #28
Rainmaker
2,048,904
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Fort Worth, TX
Selling Homes Changing Lives

Hi Judith,

People are like puzzles, aren't they? Everyone has the right to choose the road they travel on. While intentions are good, one bad experience can shut down the decision. That happened to me once with a single woman with children. Everything was going great until we came into a house. We thought the owners were gone. After spending about 15 minutes in the house, we discovered the owners whereabouts indoors. My clients ran out the door, and said, I decided, moving in with my mom and dad isn't such a bad idea after all. End of subject. She was done.

Thanks for always providing great wisdom based upon your experiences and knowledge.

Have a blessed day.

Oct 16, 2011 02:39 AM #29
Rainmaker
2,048,904
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Fort Worth, TX
Selling Homes Changing Lives

Hi Babara-Jo,

There's no rhyme or reason, but it does happen, doesn't it? I think Helen Keller said it best when she said, "Life is either a daring adventure or it is nothing." The purchase of Real Estate is a lot like that too!

Have a beautiful and inspiring day!

Oct 16, 2011 02:44 AM #30
Rainmaker
2,048,904
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Fort Worth, TX
Selling Homes Changing Lives

Joshua,

It's always a great day to hear from you.

Have a wonderful day and thank you!

Oct 16, 2011 02:48 AM #31
Rainmaker
2,048,904
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Fort Worth, TX
Selling Homes Changing Lives

Hi James,

I wish that was true! I doubt it though. There are so many more worthy people out there in the Rain - but thank you!!!

Patricia

Oct 16, 2011 02:51 AM #32
Rainmaker
506,030
Ellen Caruso
Daniel Gale Sotheby's International Realty - Glen Head, NY

Patricia, an eye opening sharing and exchange of perspectives. These days more often than not the reason to sell is so driven by depression....I pray for that to change! Lets move for the good things, a wedding , a bigger family, sizing down......some reasons to celebrate!

Oct 16, 2011 01:55 PM #33
Rainmaker
846,015
Marco Giancola
Beachfront Realty - Miami Beach, FL
Realtor (305)608-1922, Miami Beach Florida

Morning Patricia! Very good post. I especially can relate to the "times change" paragraph. When you go into these old condo buildings here in FL where "granma" has moved on it is time warp city in everyone. Whoever sold metalic flocked wallpaper must have made a fortune!

Oct 16, 2011 10:40 PM #34
Rainmaker
4,432,317
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Patricia, Buying or selling a home is an emotional experience.Sometimes if sellers like the buyers they accept a low offer that they may have not otherwise accepted and sometimes they do not like a buyer and turn down their offer.

Oct 17, 2011 12:50 AM #35
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