When it really comes down to it, sales is psychology. There are so many ways that you are communicating to a buyer that you may not even be consciously aware of!
Know Your Audience
You must be able to adapt to your buyer and understand what type of person you are dealing with. Do some market research and understand the demographics of the area. Are there younger couples or more retirees? First time home buyers or home owners that have been there for years? What is the average income and education level? All of this information will help you in understanding your audience and what type of messages you can send them.
Disorganization Makes Your Buyers Feel Like They Are Intruding
This is a great example of ways that you can communicate without speaking. If you make someone feel uncomfortable then they are not going to feel comfortable seeing themselves living in that house. If you have sentimental items or personalized decorations in the house then that is going to create a subconscious feeling within the buyer that they are intruding in someone else’s space. Not a good buying feeling!
Create a clean environment, remove your person items, and create an open, bright, and “blank” space.
Get The Home Ready For Your Buyer
Going back to the statement “know your audience” – you have to set up your house for the type of buyers that will be looking at the home. If they have small children then highlight the kids rooms and bonus rooms and stay away from showcasing the pool if you have one. On the other side of the coin, if it is a retired couple looking at the home you don’t want to have kids rooms set up and you should rather highlight the kitchen and living areas. You’ll also want to make the property feel as low maintenance as possible.
The point here is to adapt and market your property to your buyers so that they can have a connection that speaks to them when viewing the house.
Staging the home
Having a well staged home will give off the impression that the house is newer than it is and that is has been well cared for. Paying for a professional staging will get the trendy and modern furniture and style into your home and send a positive message to the buyers as they are looking through the home.