Creating A Positive First Impression - Burden Of Proof Falls On Sellers

By
Home Stager with Sharon Tara Transformations
https://activerain.com/droplet/4ZKb

One aspect of Home Staging that many sellers don't fully understand is "first impression". 

You have heard it and read it time and time again....You don't get a second chance to make a good first impression.  It's been said millions of times, so often that it's become background noise. It's like "declutter and depersonalize", you hear the words but it's such a generalization that it has lost its power.

Stagers say it and real estate agents say it. Sellers hear it, but they don't really fully understand the full impact of the statement. 

 

  • When sellers make the decision to list first and see how it goes before making needed improvements....
  • When sellers make the decision to offer an allowance for new appliances or new carpeting rather than replace....
  • When sellers see getting the house listed as the priority over getting the house show ready....
  • When sellers won't remove old wallpaper because it's too much work...
  • When sellers don't apply fresh paint because they think buyers want to choose the paint colors themselves...
  • When sellers think of improvements as an expense rather than an investment....

these sellers don't fully understand the financial value of creating a positive first impression. They certainly don't realize how much money they are leaving on the table. 

 

In a recent post, Serious Home Sellers Are Serious About Marketing, I wrote about the importance of taking the necessary time to prepare and present a house for sale. I received a comment from New York real estate agent Brenda Mayette:

" Just last week I visited a home with the buyers and found a note left by the seller 'the painter will be here tomorrow; the carpets will be cleaned when he's done.' WHAT?! There is NOTHING that can't wait a few days to get it done right! We left less than impressed. "

 

 

Of course they left less than impressed.

They saw behind the curtain!

You remember the great line from The Wizard of Oz....Pay no attention to that man behind the curtain?

 

Buyers

should never

see behind

the

sellers' curtain. 

 

 

 

Making all necessary improvements and updates PRIOR to listing the house creates VALUE. Not making those necessary improvements creates DOUBT in the minds of buyers.

Don't expect buyers who are looking for a well maintained home to be interested in a house with old appliances or torn wallpaper or stained carpeting. These are things that leave buyers wondering what else was neglected in the house.

When it comes to convincing buyers that a house has been well maintained, 

the burden of proof falls on the sellers.

 

Home Staging is all about first impression.

It's about increasing perceived value.... making a house feel valuable....creating the impression of being well maintained and cared for.

 

 

 

Read more: 

Houses Don't Kill Deals - Sellers Do!

Another Perfect Example of Seller Sabotage

You Don't Want To Remove Wallpaper?  News Flash: Buyers Don't Either

One Of The Best Investments You Can Make If You Want To Sell Your Home

 

 

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Re-Blogged 5 times:

Re-Blogged By Re-Blogged At
  1. Jeff Dowler, CRS 02/20/2017 08:17 AM
  2. Anna Banana Kruchten CRB, CRS 602-380-4886 02/22/2017 10:56 AM
  3. Brenda Mayette 02/24/2017 05:13 AM
  4. Roy Kelley 03/27/2017 01:00 AM
  5. Gabe Sanders 03/03/2017 11:45 PM
Topic:
Home Selling
Groups:
Realtors®
Home Staging
REALTOR LIFE
Advice for Sellers
Bananatude
Tags:
nh home stager
new hampshire home staging
prepare new hampshire home for sale

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Rainmaker
2,099,863
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Mary Hutchison, SRES, ABR  I tell my clients that there are three "first" impressions made...

1. mls photos

2. curb appeal upon arrival

3. first steps in the door

Feb 22, 2017 01:29 PM #67
Rainmaker
2,486,716
Rebecca Gaujot, Realtor®
Vision Quest Realty - Lewisburg, WV
Lewisburg WV, the go to agent for all real estate

If only sellers would take heed.  Making all necessary improvements and updates PRIOR to listing the house creates VALUE.

Feb 22, 2017 06:02 PM #68
Rainmaker
1,977,961
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Southlake, TX
Selling Homes Changing Lives

Sharon Tara - Congratulations on an excellent feature story! You inspired me!l

Thank you!!!

Feb 22, 2017 06:43 PM #69
Rainmaker
225,055
Mark Neighbor
A O Home Solutions - Sell House Georgia - Buy House Georgia - McDonough, GA
Sell House Fast In Georgia

Great post. You are right the buyes should never see behind the sellers' curtain.  

Making the necessary improvements and updates prior to listing the house often provides  a bigger and quicker sale and preceived increase in value. Not making those necessary improvements creates doubt in the minds of buyers and money off the total.

Feb 23, 2017 04:57 AM #70
Rainmaker
2,099,863
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Rebecca Gaujot, the Go To Realtor®  The better an agent can communicate this, the easier their job selling will be!

Patricia Feager  You inspire me each and every time you leave a comment!

Mark Neighbor  I also tell my clients that they are leaving red flags....pointing out exactly what their home's flaws are....never a good thing!

Feb 23, 2017 01:29 PM #71
Rainmaker
5,306,290
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Congratulations, Shara, on your feature recognition. This is great advice to share.

Feb 24, 2017 05:45 AM #72
Rainmaker
3,541,809
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Sharon. Waiting to do what needs to be done is neither cost effective or smart. Terrific post.

Feb 24, 2017 05:49 AM #73
Rainmaker
1,516,591
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg IL Real Estate

Very true words here. Many sellers unfortunately learn after their home has been on the market for eons that maybe painting would have been a great idea. Sometimes after a lengthy market time, a price reduction does not seem to cover even that minor cost. The house is worn out & shop worn in the MLS too.

Feb 24, 2017 09:35 AM #74
Rainmaker
2,099,863
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Roy Kelley  Thank you!

Sheila Anderson  Thank you!  Great quote:  Waiting to do what needs to be done is neither cost effective or smart.

Lyn Sims  Too little, too late. Unfortunate that sellers have to learn the hard way (costing them time and money) sometimes.

Feb 25, 2017 11:47 AM #75
Rainer
38,797
John Oman
Newington, CT

Only one opportunity for a first impression.  Such a waste not to make it a good one...

Feb 28, 2017 07:57 AM #76
Rainmaker
2,099,863
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

John Oman  A huge waste of both time and money! Thanks for taking the time to comment!

Mar 01, 2017 09:47 AM #77
Rainer
38,797
John Oman
Newington, CT

I'm not suggesting to spend lots of money.  Just make more presentable.  How much is up to seller.  With input from their Realtor....  Not huge waste at all.   Makes difference in getting a buyer or lanquishing on the market and continue to lose money when it actual sells...

Mar 01, 2017 10:05 AM #78
Rainmaker
2,099,863
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

John Oman  I think you misunderstood what I meant by "huge waste of time and money".  I meant if you don't stage, don't prepare your house prior to listing, you waste time and money. Longer time on the market and lost money due to price reductions and carrying costs etc.

We are both on the same page.

Mar 01, 2017 11:15 AM #79
Rainmaker
971,124
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

So true!  Homes need to be sparkling clean, painted, odor free, not offensive, and NO wallpaper!  If sellers don't take the time to do those things they come off as lazy and the price reductions will reflect that!

Mar 03, 2017 02:59 PM #80
Rainmaker
2,099,863
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Jan Green  My husband and I went to an open house today and every room was wallpaper. I knew from the listing, but I still wanted to see it in person....I was hoping it would look better than the pictures, but it didn't. Much worse in person, in fact. I'm curious to see how long it takes to sell.

Mar 04, 2017 02:29 PM #81
Rainmaker
971,124
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Wow, will be interesting Sharon!  I can't imagine removing all that paper!

Mar 04, 2017 03:53 PM #82
Rainmaker
764,723
Kasey & John Boles
Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com - Boise, ID
Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties

This is good.  Very very good.  I was trying to think of something clever to say but I can't, just good! lol. -kasey

Mar 07, 2017 05:09 PM #83
Rainmaker
2,099,863
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Kasey & John Boles and the team at Jon Gosche Real Estate, LLC  Much appreciated, thank you!

Mar 08, 2017 05:19 AM #84
Rainmaker
560,320
Nathan Gesner
American West Realty and Management - Cody, WY
Broker / Property Manager

Thank you for the blog, Sharon! This is true in every respect and sometimes it can be difficult to convince sellers otherwise. Have a great week!

Mar 27, 2017 04:49 AM #85
Rainmaker
2,099,863
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Nathan Gesner  Hopefully it will help making sellers understand just a bit easier!

Mar 27, 2017 09:10 AM #86
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Sharon Tara

New Hampshire Home Stager
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