In a slower real estate market, sellers
cannot afford to ignore any part of the marketing process. Price,
preparation, and presentation must be excellent in order to attract a buyer.
The price must be set realistically.
Preparation should include fresh paint, de-cluttering, updated floor materials,
and no glaring repair needs. And, presentation should be meticulous, with
drapes open, lights on, lawn mowed, and interior cleaned.
Showing your home is the final step in
winning the heart of a buyer. When a buyer calls for a showing, he or she
already has an interest in your neighborhood and may have viewed your home on
line. They are willing to invest time to visit your home. It is
worth the effort to make each showing one that will be remembered.
Here
are some questions to consider:
1.
Is your home easy to show?
If possible, schedule showings in the same way that is used
by a majority of the homes in your area. This may be by special
appointment or by a lockbox system. Remember that this will be the
buyer’s first contact with your home, and it should set a positive tone.
Make the buyer and agent feel welcome. Be as flexible on timing as
possible. The buyer may be viewing many homes over a large area.
To allow flexibility, you could wait until they arrive, and
then slip out the back door. You may get a last minute call for a
showing. If this happens, start by thanking the agent for the interest,
and discuss how to work with the timing.
I can recall instances in which the seller came to the door
in a hostile way and demanded to know why we were 30 minutes late. Or,
the buyers sensed that they were inconveniencing the seller or their agent by
asking to see the house. Many people have a strong reluctance to intrude
or bother other people. Remember that the decision to buy a home is
emotional response. Don’t turn people off before they come in the door.
2.
Does your home have emotional appeal?
Buyers use all of their senses to experience your
home. The buyer is there to make a big decision, and they will be
comparison shopping. Their job is to eliminate homes and reduce the list
of choices. A dark interior, unpleasant smell, barking dog, or
uncomfortable temperature can take the home off the list.
I see this happen all the time. The simple experience
of being in the home during the showing is a key indicator of whether the buyer
will enjoy living in the home later. Consider the builder’s model
home. It very light and fashionably decorated, with soft music and
pleasant scents. This sends a message to the buyer that the home has been
prepared for him, and he is welcome to enter. People are often sold when
they walk in.
Some tips: Take off some screens, open blinds,
increase bulb sizes, play some light music, and make sure the temperature is
perfect. Be careful that your scents are designer quality. Don’t
use plug in scents that remind people of a public bathroom. Create a good
mood with natural and lamp light. Use pillows, framed photographs, books,
fresh towels and flowers throughout the home. Avoid having the TV
on. Be very careful about cat litter boxes or other pet odors.
Terez B. Harris
Keller Williams Realty New Orleans
504 975 1033
TerezHarris@KW.com
TerezSellsNolaHomes.com
8601 Leake Ave., New Orleans, La 70118
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Terez B. Harris Terez Harris NOLA Realtor Group 504-297-2619 www.TerezHarris.com
Keller Williams Realty New Orleans 8601 Leake Ave. New Orleans, LA 70118 504-862-0100
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