Sellers, Is Your House Talking Behind Your Back? - Norma Toering RE/MAX Palos Verdes

By
Real Estate Broker/Owner with Charlemagne International Properties BRE# 01147470

You bet it is!  Buyers make an  intellectual and financial decision to look at properties based on location, price and square footage.  They want their new home to be where they want to live, the price they can afford to pay and a size that fits their needs.  Those are the basics and where every search begins.

 

With those requirements satisfied,  the search for a new address moves into the more subtle nuances of home buying.  The psychological factors come into play.  Past history and experiences of the buyer bring forth new requirements and the elimination process is underway.  It often goes something like this:

Oh we could never live here, my husband is allergic to cats and their dander stays in the heating and cooling systems for months.  Sorry, if you have cats your house was just scratched off the list of possible buys--medical reasons for not buying a house are almost impossible to overcome. 

That backyard looks like a park.  It reminds me of where I grew up. Emotional comment is noted by agent.  The buyer has made a connection.

Is this a distress sale?  That is the unkempt yard and blistered paint speaking to the buyer.

Didn't they know we were coming?  That is the garbage cans still at the curb at 3:00 p.m. the unmade beds and disheveled family room revealing the sellers lack of motivation.

 

Buyers are forming an opinion of your home and wondering if it is the one that will become their home before they enter your front door.  Even though you are not at home, you house is talking to the buyers.  Make sure it is telling them what you want them to hear.

More Seller Tips from Norma!

Norma Toering & Team RE/MAX Palos Verdes Realty
(310) 493-8333 / Office Phone: (310) 831-0800

South Bay Los Angeles cities I sell real estate, property, houses and homes in: Palos Verdes Estates, Rolling Hills, Rolling Hills Estates, Rancho Palos Verdes, San Pedro, Long Beach, Torrance, Lomita, Redondo Beach, Hermosa Beach and Manhattan Beach.


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Ambassador
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Tim and Pam Cash
Crye-Leike (Sango) - Clarksville, TN
Real Estate Professionals - Clarksville TN

Norma, great post and so very true.

Feb 28, 2009 11:29 AM #1
Rainer
47,758
Andrew Lietzow
IaREIA | Iowa Landlord Association - Des Moines, IA
MBA-Exec Dir Iowa Real Estate Investors Association -

Norma - Great post.

I learned something profound from Brian Buffini's program, which I now share with my Buyers. 

"Finding the right home is not a process of selection, it's a process of elimination".  

And you're right that house either sell themselves or they eliminate themselves.  

Happy hunting!

Feb 28, 2009 11:32 AM #2
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Norma Toering
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes & Beach Cities Homes in L.A. CA

Tim & Pam -- Thanks, and I always find it interesting to know the reason a buyer eliminates a house.  I think sellers have the right to know why a potential buyer "disappears."

Feb 28, 2009 11:35 AM #3
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Norma Toering
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes & Beach Cities Homes in L.A. CA

Andrew - That Brian Buffini is one smart guy.

Feb 28, 2009 11:37 AM #4
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Norma Toering
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes & Beach Cities Homes in L.A. CA

Colleen - I edited this post and lost your comment....sorry.

Feb 28, 2009 11:39 AM #5
Rainmaker
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John Mulkey
TheHousingGuru.com - Waleska, GA
Housing Guru

Savvy sellers and Realtors understand how to use emotional "triggers" to entice buyers; and they also know what must be corrected. Home buying is an emotional process; those who understand how to generate a positive emotional appeal will win.

Feb 28, 2009 11:42 AM #6
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Norma Toering
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes & Beach Cities Homes in L.A. CA

John - I have found when a buyer has it narrowed down to a few finalists--the emotions take over and like love, the one is simply the one!

Feb 28, 2009 11:47 AM #7
Rainmaker
70,196
Paul McDuell
Realty Benefit - Rancho Santa Margarita, CA

Great post - Seller's should do "everything" right to show their home in the best light possible.

Feb 28, 2009 12:22 PM #8
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Norma Toering
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes & Beach Cities Homes in L.A. CA

Paul -- It's a jungle out there--and it is up to us to enlighten our sellers to the best of our ability. 

Feb 28, 2009 01:04 PM #9
Rainmaker
297,251
Dan and Amy Schuman
Howard Hanna Real Estate Services - Solon, OH
Luxury Home Specialists

That's a really well written post Norma. Thanks for taking the time to write and share it here on AR.

Feb 28, 2009 02:15 PM #10
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Norma Toering
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes & Beach Cities Homes in L.A. CA

Thank you very much Dan and Amy.  The pleasure is all mine, and thanks for stopping by.

Feb 28, 2009 06:20 PM #11
Rainmaker
72,388
Annie Pinsker-Brown
Stage to Sell - LA Home Staging - Los Angeles, CA
Stage to Sell, Los Angeles Home Stager

Norma, this is a great way of putting it. Sellers are always amazed when I tell them what buyers will be thinking as I walk through their home. One example: I never want them to store anything in a room's closet that doesn't naturally belong in that room. For instance, don't put your extra china in a hallway linen closet. It brings up the thought in the buyer's head that there's not enough storage room in the dining room.

Feb 28, 2009 11:30 PM #12
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Norma Toering

Palos Verdes & Beach Cities Homes in L.A. CA
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