The Importance of Broader Appeal When Selling

Real Estate Agent with Long and Foster Real Estate VA License # 0225089470

The Importance of Broader Appeal When Selling

The intensely seller favored market, happening in so many places around our country, has homes flying off the shelves.  In the process, some sellers are getting sucked into believing that doing nothing to their home will gain them just as much money.  Unfortunately, that is not how it works.

The broader appeal a home has, the more buyer enthusiasm exists.

The more buyer enthusisam exists, the more buyers will be want the home.

The more enthusiastic buyers writing offers, the higher the price goes.

It is pretty simple.  Yet, so many sellers are taking the zero on basic listing preparation.  And because someone purchases their home, they get a confirmation bias that they did great.  Professional listing agents shake their heads at some of the messes that hit the market and reinforce flawed logic.  We know sellers that do the preparation and have broader appeal will make even more money.  One example that I have been using locally for sellers is a real life example of the cost of skipping listing preparation.  Having dollars and cents to show someone that were made above and beyond in less than three months from one seller vs. another on the same property is eye opening.

Don't let your home's message get buried in less than optimal non-verbal communication.  When it does, buyers are left having to search for what would be otherwise be obvious to them.  Could be room size. Could be floor plan usage.  Or maybe they just avoid the feeling that there is so much work to do that it overwhelms them.



Comments (6)

Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Chris Ann - I love the label of non verbal.  That is a thought for communication which is quite frankly very much is showing your home.

Dec 15, 2021 12:26 PM
Chris Ann Cleland

Most of what we say is non-verbal, including how a how looks.

Dec 15, 2021 12:28 PM
Ed (Edward) Silva, 203-206-0754
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

There is a direct correlation between the aesthetics of the home and the values of the offers. Doing a marginal job of presenting the house to market, whether by the sellers or their agent will not get that golden ring.

Dec 15, 2021 04:41 PM
Chris Ann Cleland

It matters in every market, no matter the conditions.

Dec 15, 2021 06:46 PM
Hannah Williams
HomeStarr Realty - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-820-3376

I also find that not only preparing the house for the eye, but for the home inspections. Little things like GFCI's that can be done and other repairs that we know will be called for . This money should be pointed out so they may be prepared for these issues. I also have them prepared if there are township repairs that must be completed  before the house can be sold .  These issues lately have been over looked  

Dec 15, 2021 08:41 PM
Chris Ann Cleland

Makes a huge difference to be prepared before selling.

Dec 16, 2021 02:16 PM
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Chris Ann - examples of flawed logic seems to be "Most Active" these days.  Definitely in real estate but in everyday life too.   

Dec 16, 2021 04:43 AM
Chris Ann Cleland

Flawed logic is definitely out there.

Dec 16, 2021 02:16 PM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Good morning, Christ Ann... I'll second that! I've long told me clients that people are visual... so satisfying the eye is very important... especially these days when people start out looking on the internet and maybe give a home 5 seconds of attention before clicking through to the next. You need to capture and hold their attention.

Dec 16, 2021 04:44 AM
Chris Ann Cleland

I find myself doing it just browsing possible vacation properties.

Dec 16, 2021 02:17 PM
Brian England
Ambrose Realty Management LLC - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

That is definitely a sad side effect of a strong seller's market and the people that don't get it lose out.

Dec 16, 2021 05:56 AM
Chris Ann Cleland

They certainly leave money on the table if they are not preparing.

Dec 16, 2021 02:17 PM