The Psychology of Home Selling

Tuesday, February 26, 2013

Area homeowners have come to realize that homes that are Staged, or prepared for sale look better than other homes on the market by being clean, clutter-free, and ready to show to prospective buyers.

And, although some popular TV shows have put Staging® in the spotlight, DIY’rs need to be aware of ALL that’s involved. A plan that includes some psychology is what’s vital to create the “Model-home concept”.

Builders are the masters of this concept. They study their target audience to determine what type of décor to use. These days, the audience is very sophisticated and has high expectations. Builders use surveys and focus groups to create the profile for their potential buyers. The builders hand their research to designers who choose furnishings that will appeal to a type of buyer. The home has to be something the buyer will identify with.

If you have very affluent interiors, you will most likely turn off a young first time buyer as they will feel it’s beyond their reach.

Builders also go thru great lengths to provide a local feel. In Annapolis, Nautical art may be used in the home, in Leesburg, the home office may have an equestrian theme.

As both a Realtor® and Stager®, I work to identify who the target audience is for a particular property. A condo at Reston Town Center should offer very different décor than a 4 bedroom family friendly Colonial!

Know who a likely buyer would be! Will they have small children, pets?

Visit area model homes so that you really understand the WOW factor you need to relay to potential buyers.

Staging® is NOT about the seller – it’s about appealing to a buyer pool for that particular property! This is where strategy and added value really stand out!

Need some help with YOUR home? Let's chat about it!


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