How to pass the 3rd step to getting buyers to buy.
The 3rd step a seller takes to sell their home has 2 parts. If you’ve passed step 1, the online test and step 2, the drive by test, then you’ll want to know how to pass step 3, the lifestyle test.
After all, you’re trying to sell a home but also a lifestyle. What attracts a potential buyer is probably the same reason it attracted you to purchase the home you’re now selling. Maybe it’s the privacy of the property, on farm land, lots of acres, a waterfront, or a desirable cul-d-sac. Whatever the reason it initially interested the buyer, step 3 will show them why they’re there.
Part One
The buyers are coming! The buyers are coming!
Part One of Step 3 is making sure everything is tighty, clean and ready to show. Make sure the smudges on the windows are gone, the floors are sweep, clothes hung neatly, beds are made, and dishes are done. Having a clean house shows buyers you’re a proud homeowner and most likely aren’t hiding anything.
Part Two
T minus 2 hours until curtain.
Start staging. You’ve heard about how staging a home can sell your home faster. You’ve heard this because it actually works. You can ask your realtor for tips to furniture layout, decluttering (what should go and what should stay), but at this point you should have already done so during the prep before listing. Now, you’re staging the home to showcase its best features.
Show off the lifestyle
The place looks great, but what you do next will get you the offer you’re waiting for. Here are some ideas to get you motivated.
~ Refresh any area that you think needs fluffing. Decorative pillows, fresh flowers, water the house plants – they’ll even stand up nice for this if you do.
~ If you can, open the windows. Fresh air is always nice and will balance any vibes already there or coming in.
~ Open the curtains or blinds, let the house shine with natural light. Especially important if outside that window is an amazing view.
~ Light a candle, play soft music – invite the buyers to want to stay.
~ Set the table. I mean like for Thanksgiving dinner. Bring out the chargers, napkins, nice cutlery and don’t forget the centerpiece. I like to use white dishes and napkins, then contrast with chargers and napkin rings.
~ If you have a home theater, make popcorn even if no one eats it. Turn on the TV to the big golf game. Show buyers what staying in is like.
~ If your house has a front porch, patio or deck you’ll want to show it off. Having an area to BBQ and entertain is important. Comfortable cushions for seating, light those lava rocks up, leave out sparkling water or wine with glasses. They may just want to rebel in the moment of this part. Or if its relaxation like a front porch, have nice rocking chairs or porch swing. Don’t forget the cushions and to turn on the decorative lights.
~ How about that hot tub? Open it and turn it on.
~ Keep your buyers comfortable. If its hot outside pump up the A/C and if it’s cold keep them warm around 70 degrees. Show off the fireplace too.
~ Waterfront homes – place towels, suncreen and maybe a book on the dock. Uncover the boat. They may want that too.
Whatever you can think of that will make buyers imagine their lives living here will help get the offer. What made you write an offer?
About Me Section
The last thing is what I call, the about me section. It’s okay to brag about all you’ve done to make this home your castle. Any empirical data that shows worth will interest your buyer. Make a list of repairs or updates, for example, Wolf 48″ gas range with 8 burners. You can list the dates of purchase and cost. This will be helpful when its appraisal time too.
One more thing, about me can include information about the community. I usually do this for my clients, and relocating buyers love it. Great school distract, best places for brunch, nightlife, dog parks, hiking trails or car wash.
This is a competition to sell. Make your buyers want to buy this house for all the right reasons. It’s one of the biggest investments they’ll make so try to make it easy to decide on yours.
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