What Buyers Really Say When Touring Your Home (And How Sellers Can Prepare)

If you could listen in during a home showing, what would buyers say about your house?

Would they walk in and say, “Wow, this feels like home.”

Or would they quietly whisper, “This house needs a lot of work.”

Many sellers are surprised by the small things buyers notice. Buyers today want homes that feel clean, fresh, and move-in ready. The good news is that many of the things buyers talk about are things sellers can improve before listing.

Some things cannot be changed.

Your home may back up to a busy street.
The yard might slope.
The home might face a direction some buyers do not prefer.
Room sizes cannot be altered easily.

However, many things that buyers talk about during showings are fully within your control.

Before listing your home, your real estate professional should walk through the property and give guidance on pricing, preparation, and marketing. In the meantime, here are some common buyer comments and what they usually mean.

Buyer Thought: “It doesn’t feel very clean.”

One of the fastest ways to turn off buyers is a home that does not feel clean.

Even if your home is tidy, buyers will notice details that homeowners often overlook.

Areas sellers should focus on include:

Baseboards, ceiling fans, and blinds.
Dust collects quickly in these areas. Wipe down baseboards, fan blades, and blinds before every showing if possible.

Bathrooms
Bathrooms should feel fresh and spotless.

Buyers notice:

• moldy grout

• stained toilet seats

• peeling caulk

• water spots on glass showers

Re-caulking, re-grouting, or replacing a toilet seat is inexpensive and can make a big difference.

Remove personal items from counters and place fresh hand towels in the bathroom before showings.

Kitchen cleanliness
The kitchen is one of the most important rooms in the home.

Keep counters clear except for a few decorative items. Put away dishes and wipe down appliances. Buyers will often open refrigerators, ovens, and cabinets.

Organized cabinets and pantries also make storage spaces feel larger.

Laundry areas:
Avoid piles of laundry. Buyers do not want to see or smell dirty clothes or see your unmentionables during a showing.

Buyer Thought: “What is that smell?”

Odors are one of the most common buyer complaints today.

Even a beautiful home can lose a buyer if it has a noticeable smell. Contrary to what many sellers believe, buyers do not want to smell the strong fragrance of wall mounted fragrance diffusers. 

Common odors include:

• pet odors

• smoke

• strong cooking smells

• mildew

• old carpet

Before listing, consider:

• professional carpet cleaning

• replacing heavily worn carpet

• deep cleaning upholstery and drapes

• cleaning HVAC vents and filters

If odors remain, replacing carpet or refinishing floors may be necessary.

Sellers often become “nose blind” to smells in their own homes, but buyers notice immediately.

Buyer Thought: “The floors need work.”

Flooring plays a huge role in a buyer’s first impression.

Buyers often comment on:

• worn carpet

• stained carpet

• scratched hardwood floors

• too many flooring types throughout the home

If hardwood floors are scratched or dull, refinishing them can dramatically improve the look of the home.

If carpet is old or stained, replacing it with a neutral carpet is usually worth considering. Buyers often assume replacement will be needed anyway.

Consistency in flooring is also important. Too many different materials and colors throughout the home can make the house feel disjointed.

These days, hardwoods still rule. The less carpet the better and while LVP may be acceptable, most people want real hardwoods in higher end homes.

Buyer Thought: “There is too much stuff in here.”

Clutter makes homes feel smaller.

Buyers want to imagine their belongings in the home, not see the seller’s.

Start by removing:

• stacks of mail

• extra decorations

• excess furniture

• overflowing closets

• crowded kitchen counters

*Keep the buyer's focus on your house not on your beautiful collectables. 

Closets should only be about half full. Buyers often open closet doors to check storage space.

If you have not used something in a year, consider packing it away before listing the home.

Buyer Thought: “This house feels dated.”

Not every home needs a full renovation, but small updates can make a big difference.

Buyers today often notice:

• outdated light fixtures

• old cabinet hardware

• worn paint colors

• dated wallpaper

• older bathroom fixtures

Fresh neutral paint is one of the most cost-effective improvements sellers can make.

Replacing cabinet hardware, light fixtures, or faucets can also modernize a space without a major expense.

Your real estate agent can help you decide which updates are worth making for your price range and neighborhood.

Buyer Thought: “At this price, I could buy a new home.”

This comment usually comes down to pricing and expectations.

Buyers compare resale homes to new construction. If new homes nearby have upgraded kitchens, newer flooring, and modern finishes, sellers must price their home accordingly or make improvements to stay competitive.

Understanding the local market is essential. Your real estate professional should guide you on how your home compares to other homes currently for sale.

Final Thoughts for Sellers

Selling a home can feel stressful, but preparation makes a huge difference.

Focus on the things buyers notice most:

• cleanliness

• odors

• flooring condition

• clutter

• small cosmetic updates

Many of these improvements are affordable and can help your home stand out during showings.

The most important step is working with a knowledgeable real estate professional who understands your local market and can guide you on which changes will provide the best return.

With the right preparation, buyers may walk into your home and say the one thing every seller hopes to hear.

“This is the one.”

Presented by:

Carla Freund of Keller Williams Legacy

Realtor, CSHP, CLHMS, Relocation Specialist