In a slower real estate market, sellers cannot afford to ignore any part of the marketing process. Price, preparation, and presentation must be excellent in order to attract a buyer.
The price must be set realistically. Preparation should include fresh paint, de-cluttering, updated floor materials, and no glaring repair needs. And, presentation should be meticulous, with drapes open, lights on, lawn mowed, and interior cleaned.
Showing your home is the final step in winning the heart of a buyer. When a buyer calls for a showing, he or she already has an interest in your neighborhood and may have viewed your home on line. They are willing to invest time to visit your home. It is worth the effort to make each showing one that will be remembered.
Here are some questions to consider:
1. Is your home easy to show?
If possible, schedule showings in the same way that is used by a majority of the homes in your area. This may be by special appointment or by a lockbox system. Remember that this will be the buyer’s first contact with your home, and it should set a positive tone. Make the buyer and agent feel welcome. Be as flexible on timing as possible. The buyer may be viewing many homes over a large area.
To allow flexibility, you could wait until they arrive, and then slip out the back door. You may get a last minute call for a showing. If this happens, start by thanking the agent for the interest, and discuss how to work with the timing.
I can recall instances in which the seller came to the door in a hostile way and demanded to know why we were 30 minutes late. Or, the buyers sensed that they were inconveniencing the seller or their agent by asking to see the house. Many people have a strong reluctance to intrude or bother other people. Remember that the decision to buy a home is emotional response. Don’t turn people off before they come in the door.
2. Does your home have emotional appeal?
Buyers use all of their senses to experience your home. The buyer is there to make a big decision, and they will be comparison shopping. Their job is to eliminate homes and reduce the list of choices. A dark interior, unpleasant smell, barking dog, or uncomfortable temperature can take the home off the list.
I see this happen all the time. The simple experience of being in the home during the showing is a key indicator of whether the buyer will enjoy living in the home later. Consider the builder’s model home. It very light and fashionably decorated, with soft music and pleasant scents. This sends a message to the buyer that the home has been prepared for him, and he is welcome to enter. People are often sold when they walk in.
Some tips: Take off some screens, open blinds, increase bulb sizes, play some light music, and make sure the temperature is perfect. Be careful that your scents are designer quality. Don’t use plug in scents that remind people of a public bathroom. Create a good mood with natural and lamp light. Use pillows, framed photographs, books, fresh towels and flowers throughout the home. Avoid having the TV on. Be very careful about cat litter boxes or other pet odors.
Keller Williams Realty New Orleans
504 975 1033
TerezHarris@KW.com
TerezSellsNolaHomes.com
8601 Leake Ave., New Orleans, La 70118
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Terez B. Harris Terez Harris NOLA Real Estate Group 504-297-2619 www.TerezHarris.com
Keller Williams Realty New Orleans 8601 Leake Ave. New Orleans, LA 70118 504-862-0100
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