Do Your Buyers Hear What You Hear?

By
Home Stager with Staging4Smooth Transitions Connecticut Home Staging

Do you hear what I hear?  Buying decisions are emotional.  Marketers have studied this for years and one thing we know for sure, if we want to stimulate the buying response, we need to tap into buyers' EMOTIONS.  

listening

Home sellers can tap into the emotions of their prospects, simply by employing a little psychology and appealing to the 5 senses. In Love at First Sight I shared how to trigger the buying response by appealing to buyers' sense of sight.  EVERYTHING a buyer sees AND EVERYWHERE a buyer looks in your home has the potential to stimulate a positive [or negative] emotion. In Common Scents I discussed how the way a house smells can either attract or repel your home buying prospects. Today I will share how to engage buyers' sense of hearing.


So what does your house sound like? If its something you've never thought much about, then now is a really good time to consider - what will your buyers hear [and possibly be distracted by] when they enter your home? 

Is your home peaceful and tranquil? If you live on a quiet country road where all you can hear are the birds singing off in the distance - then do what you can to maximize this wonderful selling feature.  Avoid playing loud or distracting music and keep the TV off while your house is being shown.  

Do you live on a busy street with cars and trucks whizzing by at all hours?  Do you live near railroad tracks or an airport? Even though you might have grown accustomed to it, traffic noise can be a huge turn off to potential buyers. Your Realtor might even suggest pricing your house lower to reflect this negative feature. Even if your house is priced appropriately, there's still more you can do to overcome this obstacle. Jeannette Fisher, author of the book Design Psychology for Redesign and Home Staging offers some suggestions..... 

You can try masking the street noise or the sound of your neighbor's barking dog by introducing other sounds, always taking into consideration your selling season. Water falls and oscillating fans contribute a welcome feeling of coolness on a hot summer day, while crackling fires add a feeling of warmth and relaxation when it's cold. And a bubbling water fountain or soft wind chimes can offer the feeling of peace and tranquility in any season. 


Playing music can also help to mask the unappealing noise around you, but be sure you consider your target buyer's taste when making your selection. Playing soft background music can relax and lift the spirits of your prospects as they hum along to a familiar tune. If you have a spa in your house, you may want to consider playing a CD of the sounds of the rainforest to convey the feeling of a luxurious tropical escape.  But don't get carried away.  Avoid playing loud music which can be jarring and too much of a distraction. 

In my next post I will be discussing ways to engage the sense of touch.....

 

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Ready2Sellin30Days

Karen Bernetti is a Real Estate Stager, Former Realtor®, Author, Speaker, and Owner of Staging4Smooth Transitions - specializing in assisting seniors with their downsize moves and offering Home2Home Transitions seminars. Karen is also the Social Media Manager and Administrative Coordinator for Prudential CT Realty, in Madison, CT and Co-creator of the Ready2Sellin30Days System - an interactive multi-media program teaching do-it-yourself homeowners EVERYHTING they need to know about preparing a home for sale. Stay up to date on the latest staging and home decor trends by visiting Karen & Ann's Home Sale Success Blog.  

 

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Re-Bloggged 4 times:

Re-Blogged By Re-Blogged At
  1. Linda Jamail Marshall 03/18/2012 08:19 AM
  2. Gene Riemenschneider 03/18/2012 02:14 PM
  3. Winston Heverly 09/11/2012 09:10 PM
  4. Joy Daniels 09/24/2012 05:59 PM
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design psychology
preparing homes for sale
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Rainer
56,683
Joey Fenwick
Fenwick Team FHA, VA & Jumbo Loans, Phoenix, Scott
Self-Employed, 1st Time & move up buyers,FHA, VA conventiona

One of the biggest "drawbacks" regarding smell, are the smells of cats or dogs in the home.  I love my dogs and never realized they left a smell in the house after we returned from a trip. It's not BAD but is noticeable until a few hours have passed and your nose gets "used to it". Use Febreze just before showing, vacuum carpets too.  A "plug in" type of odorizer will help make the atmosphere smell better too.

 Cat boxes, even if outside, can make a backyard patio a very uncomfortable place to sit so be sure to clean out the box regularly or move it to some other part of yard and definitely NOT in the house, if at all possible. Pick up the cat food from where they were eating will keep them out of that room while showing the house. Vacuum before showing so that the cat hair is picked up as many people have cat allergies. Vacuuming frequentley will help them not "sneeze" while looking at their house.

March 19, 2012 08:21 AM
Rainer
34,528
Jack Snyder
Loan Officer, San Clemente, Orange County, California, 949-204-8584
Loan Officer in Orange County for Omni-Fund Inc.

I love your post Karen, I never considered the approach you've taken. Your catchphrases really capture the intent with Love at First Sight and Common Scents, I would like to take a crack at the next one, is it... Touch of Class?

March 19, 2012 09:25 AM
Rainer
227,555
Karen Bernetti
Staging4Smooth Transitions Connecticut Home Staging

Oh my!  I've been out away and just came back to a very nice surprise.  Thank you to all of you for your thoughtful comments..... I have to head back out but will return later to read and respond.  Thanks again!!   

March 19, 2012 09:49 AM
Rainmaker
186,710
Dana Hollish Hill
Vice President & Associate Broker
Buyer's Edge Company, Inc.

I made an appointment for my clients to see a home on Saturday morning. The owner had a client pull up right behind us. The owner didn't want to miss a chance to show her home, but she gave massages in her home and had a client coming by. When we entered the home, there was very relaxing music playing, The owner let us see the home and then led her client into her massage room. It really started the whole tour off on a good note, even if it was a unique situation.

I know smell plays a huge role in showing homes, but I had not thought much about sound. When I hear loud classical music playing in a vacant home, I always wonder if they are hiding some other noises, but when there is soothing music, I am less suspicious. I guess it is the same a with the overpowering air freshener.

Thanks for reminding us of the importance of sound.

March 20, 2012 07:04 AM
Rainer
23,008
Pam Smits
Home Staging, Appleton, WI, Oshkosh, WI; Green Bay, WI
Staging Fox Valley, LLC

This is probably an area that quite often gets overlooked, but can be so powerful!  Thanks for helping  me increase my awareness in this area, it will help me be a better stager!

March 20, 2012 07:09 AM
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Karen Bernetti

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