Sellers, buyers buy with the eye.

Real Estate Broker/Owner with Cornerstone Business Group Inc 0225086119

Sellers, buyers buy with the eye. If you don't believe me, think about the last time you bought a car. Did you buy the rusty bucket of bolts on the lot, or did you buy the shiny and clean car? I know the answer to that.

I had two clients over the past year and a half that did an amazing job getting their homes ready for sale. I asked them to clean the carpets and everything else, and paint and repair all of the things that needed repair. In both cases, the clients not only did what I asked, but they went beyond and in both cases, the homes sold for full price.

One sold in 12 hours, and the second one sold within the first week. They both listed within the range of the CMA, and they sold immediately. Those two clients got it. Buyers buy with the eye. A great house that looks like a million bucks will sell quickly. 

Leaving deferred maintenance for new owners will run off a lot of potential buyers. Assuming buyers can overlook a few stains on the carpet, dings on the wall or burned out lamps is a big mistake. Buyers buy with the eye. Make sure the home you're selling is the one you would buy. Sellers, buyers buy with the eye.


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Kathleen Daniels
KD Realty - 408.972.1822 - San Jose, CA
San Jose Homes for Sale-Probate & Trust Specialist

They sure do Mike.  Some sellers resist getting a home ready for show time. They have lived in the home for years with the deferred maintenance issues and just can't get their heads around doing the work ... and then selling it.  I had one set of sellers say they did not want to move after they fixed their home to ready it for sale.  They did sell and move but they sure loved their home free of clutter, painted, new carpets, etc. 

Sep 03, 2016 10:53 AM #1
Sybil Campbell
Long and Foster REALTORS® 5234 Monticello Ave Williamsburg, Virginia - Williamsburg, VA
REALTOR® ABR, SFR, SRES Williamsburg, Virginia

That is a great expression Mike, and it is very true. I have "seen it with my own eyes"!

Sep 03, 2016 11:21 AM #2
Tammy Lankford,
Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA
Broker GA Lake Sinclair/Eatonton/Milledgeville

We recently went to a house and the seller listened and did what we asked.  We'd given him an "as is" and a "repaired" price.  He did the repairs and it cost him about $16,000.  Netted him about $30,000 in profit. 

Sep 03, 2016 11:27 AM #3
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Mike, it's so nice when sellers take out advice!  Glad your sellers got their just reward!

Sep 03, 2016 11:37 AM #4
Sussie Sutton
UTR Texas Realtors - Pearland, TX
UTR TEXAS Realtors - Rep for buyers and sellers.

I love the title of this post!  Most of all it is a true fact a buyer is going to buy what is appealing first! I have even seen buyers buy homes with some defect because the house was so beautiful.  Which has a lot to say about staging!

Sep 03, 2016 12:09 PM #5
Florida Tolbert Team Keller Williams Advantage
Keller Williams Advantage III Realty in Lake Nona - Orlando, FL
Keller Williams Land Division Specialist

Excellent advice and congrats on getting them to listen to you.  We advised a client to take out the 1970's wall paper, recarpet, and paint.  He did after we expired and then relisted with another company.  Best part is he didn't understand the marketing advantage of our powerful company and now they expired and he is back with his tail between his legs.  

Sep 03, 2016 12:15 PM #6
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude


We all know that this is how it happens, and it can happen quickly when the eye is pleased. No doubt you have heard Barbara Todaro's thoughts on "the eye buys!" Something sellers need to keep in mind - always! I have definitely seen this in my listing that just hit the market yesterday morning.


Sep 03, 2016 01:48 PM #7
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Good morning, Mike Cooper it's a known fact in marketing "the eye buys".... and it doesn't matter what product one is marketing.... if it attracts the eye,the rest is history....

Sep 03, 2016 08:21 PM #8
James Dray
Fathom Realty AR LLC - Bentonville, AR
Exceptional Agents, Outstanding Results

Good morning Mike, like with food when you are being served the eye dictates the first impression of the treat to come. 

Sep 03, 2016 08:49 PM #9
Kat Palmiotti
Grand Lux Realty, Monroe NY, 914-419-0270, - Monroe, NY
The House Kat

This is so true. A house that's not repaired/prepared simply won't sell quickly and won't sell for market price. Many buyers can't see past the broken bannisters, missing oven doors, scuffed paint, torn screens, etc. 

Sep 03, 2016 09:26 PM #10
Andrea Swiedler
Berkshire Hathaway HomeServices New England Properties - New Milford, CT
Realtor, Southern Litchfield County CT

Mike, so true! And the proof is in your pudding. 

Sep 03, 2016 10:58 PM #11
Dick Greenberg
New Paradigm Partners LLC - Fort Collins, CO
Northern Colorado Residential Real Estate

Hi Mike - I=You're right. I had two sets of buyers last week wo ruled out otherwise good matches for their needs because the homes just hadn't been prepared well for showing, and every flaw and potential problem stood out.

Sep 04, 2016 02:14 AM #12
Denise Hamlin, Broker/Owner
Cardinal Realty ~ 319-400-0268 - Iowa City, IA
Helping Happy Clients Make Smart Choices

Never a truer word as the saying goes. Buyers buy with the eye. In fact they'll have less trouble accepting the 40 year old A/C, (as long as it's working), than they will accepting the stained carpet and messy living room.

Sep 04, 2016 02:41 AM #13
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

You're absolutely right about buying with the eye.  I've often said that if you can get a buyer to emotionally connect with a home, then the rest comes easier.  It's difficult to accomplish that connection when homes have been neglected, are messy, and are simply unappealing!

Sep 04, 2016 12:38 PM #14
Amanda S. Davidson
Amanda Davidson Real Estate Group - Alexandria, VA
Alexandria Virginia Homes For Sale

Mike, you couldn't have said it any better. It's always refreshing when sellers take our advice and we know it always pays off in the end. Buyers do not want to purchase deferred maintenance.

Sep 04, 2016 11:03 PM #15
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Mike Cooper

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