Sell Faster When You Understand the Buyer’s Mindset

When most sellers list their home for sale, the first thing they think about is how much will I get and that is usually followed by how soon will I get the money. It's certainly understandable that those two concerns are, most often, top of mind. After all, you're likely selling your home to buy another one or invest the money in something else. But, if as a seller, you can get into the buyer's mindset, the sale of your home can come faster and for more money. Your goal is to get others to see it as their potential home, not yours.

Understanding the way buyers think involves seeing things not from your perspective but from your potential buyer's mindset. The psychology of buying is driven by emotional experiences, money, and timing. With that in mind, sellers can help create optimal circumstances that literally help walk the buyer through the process and completion of the sale of your home.

When you meet someone for the first time, you form a first impression based on a feeling. That's exactly what happens when buyers set foot into your home. A good agent can point out to you exactly what kind of impression your home is giving off. If it's a small home, make sure it's not overfilled and cluttered.


Pick up all the loose stuff that's floating around.
People like to see things that are streamlined, clean or fresh looking. There's nothing worse than walking into a place and seeing magazines scattered all over the place or an unmade bed. Go the extra step and take care of items that might have been overlooked for quite some time. Steam clean the carpets, the upholstery, the furniture, if that's what's needed. Have the windows cleaned, repaint, etc. Make it feel clean and uncluttered when you walk in.

Go back to basics.
You may love your turquoise carpet but do you really think buyers will? As soon as buyers see this they automatically think about re-doing. That, of course, means they are already beginning to calculate the amount of money they need to take off of the sale price in order to get the home in the condition they would like it. Getting inside the buyers mind will help you answer these questions. You can also pick up home décor magazines and see what appeals to the masses. You don't have to change everything in your home, but returning to basics in a few areas will help buyers see how your home can become their home. That’s what you want!

Repair anything that looks torn, worn or broken.
If you walked into a retail store and saw a garment that you liked but it was torn or missing buttons, chances are you'd search for another one or ask for a discount if that were the only one of its kind. That's what buyers will do with your home when they spot torn screens, garage doors that don't open, or broken light fixtures that are hanging out of the wall. Buyers, if at first they don't get completely turned off and walk away from the sale, will first begin to think that there is more damage to the home than what they're able to see and then they start to calculate the cost of repairing those damages. Seriously consider a home inspection prior to listing your house to identify and fix problems before they become problems or negotiating points for potential buyers.

Don't miss an opportunity to get the word out about your home being listed for sale.
It only makes sense to let your neighbors know. By doing this, your neighbors can sometimes become great facilitators and supporters of the sale.

Most people are visual buyers.
If the home doesn't look clean, spotless, and repaired then the buyer thinks, "What's behind the walls? How much more money do I have to put into this home?" Staging your home with well placed furniture and complementary accessories will make a huge difference. The cost to stage your home will always be less than your 1st price markdown! Remember understanding the psychology of the buyer's mindset can help you sell faster and for the price you really want.


July 2008

Larry Barton, REALTOR ® (S), SFR, CENTURY 21 All Islands Kauai
P.O. Box 223700, Princeville, HI 96722
(808) 639-7532 Cell   /   (808) 826-9884 Fax   /   Email Larry