I've worked with over 1,500 home buyers over the decades, and early on in my career I discovered that by the fourth house, the first house was all jumbled in their heads. In their minds, the first house had features from the second house, and vice versa.
Then an old-timer gave me a simple tool for my buyers to use that his buyers had successfully used for decades to keep the houses from getting all tumbled in their minds. It's called 3 up, 3 down, and give it a name. Watch the video to see how it works.
Three ups... what are they? Tell the buyer to take the listing sheet or the brochure and write down three features in the house that that they like, that are good, that are appealing. They may say, "We don't like this house." Just say, "I know, but what are three features that you would want to have in the home you eventually buy? Write them down."
Three downs... What are three features that they don't like, don't want, wouldn't care for? Write them down on the back of the listing sheet or brochure.
Give it a name... Look around the house for one particular feature that will be a memory anchor in their minds; some physical feature that, when mentioned, will bring that house back into focus. There are examples in the video.
Woodbridge and Dumfries, Virginia
EXIT Realty Associates
8998C Lorton Station Blvd
Lorton, VA 22079