Comments on: Less You, More Them: Why Removing Buyer Distractions Makes Home-Selling Sense

By: Ken

Ken — Tue, 18 Mar 2008 23:47:48 +0000

Lori: Thanks for your comments. There’s a real knack to working with clients on the preparation of their homes. We have a stager on our team, and she’s the best. The first thing she says to a seller is this: “There’s a big difference between the way we live in our homes, and the way we present our homes for sale.” That’s the foundation she builds upon.

Almost all of our seller clients buy into the idea that – wonderful as these photos and things are – they really are buyer distractions and therefore an obstacle to a sale. They know it’s not personal, and that once they’re moved they can unpack them and display them in their new home. Meanwhile, I like your “hotel suite” analogy; that’s a concept everyone can easily understand. Best wishes to you.

Ken

By: Lori Turoff

Lori Turoff — Tue, 18 Mar 2008 11:23:15 +0000

I live and work in a very young community. Lot’s on newlyweds. I can’t tell you how many condos I show where every decorative piece is some sort of wedding memorabilia. Framed invitations, replica bouquets, bridal party favors, photos and more photos of the happy couple. It’s like the home has become a little shrine to the bride. When they have a baby or two, they add the 500 photos of Junior. Then they outgrow the place and want to sell. What a challenge we realtors have trying to convince them that nobody cares about their wedding pictures and icons and while Junior may be cute, the buyers probably have their own baby they think is even cuter. My approach is to try to get them to imagine thier home as a suite at a W hotel. Chic but clean – well designed but anonymous. The better they are at removing all their little personal touches and making the home welcoming without being family specific, the better it sells.

Good site with some interesting info!
Lori

By: Ken

Ken — Thu, 13 Mar 2008 21:33:02 +0000

Don – You make a great point about “empowerment.” Like you say, it’s up to the seller and selling agent to make sure the stage is properly set so a buyer has a clear picture of the home’s assets and potential.

But the buyer agent’s role is key. The best buyer agents really understand their clients and know how to tell a home’s narrative through the buyer’s eyes. That’s key. What IF your original agent had shown you your condo with the lights turned down? You’d have discovered its charms right away. May seem like a small thing, but those little things can add up to a sale.

It also helps if a buyer agent doesn’t show too many homes in a single outing. That becomes a marathon and everything a buyer has seen – charms and all – becomes a big blur.

Incidentally, if anyone would like to see Don’s Riva Trace condo that’s for sale – in low light or any other light – just give us a call. Meanwhile, check it out at our website – http://www.HomeSalesInMaryland.com Just click on the Featured Property tab and you’ll find it, listed at $315,000.

By: Don Boonstra

Don Boonstra — Thu, 13 Mar 2008 18:27:32 +0000

Ken, have you thought in the context of ‘empowering the buyer’? Empowering them, specifically, to imagine themselves in this space. You mention neutrality, but empowering goes a stop beyond to inviting the buyer to see themselves enjoying the real assets of the property. I always thought my place had the advantage of great indirect light during the day and soft lighting (lots of dimmer switches) at night, and bisque (not beige) walls and the invitation to enjoy the outside with the double French doors – and I know you and Bev see this potential, too. A stager helped me a lot with the bisque color choice, light fixture changes, and some picture rearrangements. The seller needs to look at their home as empowering the buyer and the seller’s rep can help. But, how do you get the buyer’s rep to see that? My rep turned on every light full blast when I bought the place – it took me several weeks to discover the real charm of the place with lots of dimmer, indirect lighting.