I showed a home to a potential buyer yesterday and was quickly reminded that some people need to go back to school when it comes to selling their homes.
As I unlocked the door and we slowly walked in to the house, it hit me. I looked over at my clients and quickly realized that they had noticed it as well. "I'm not sure what that is, but it can probably be cleaned out." I stated.
After walking through what is undoubtedly a beautiful home (if it was cleaned up), my buyers looked at me and said "It just didn't feel like their home."
"What would we need to fix with this to make it the right home?" I questioned, knowing full well that this was exactly the home they have been searching 4 months to find.
"I just don't like it." one of my buyers stated, "I cannot live in a home where my very first impression is 'WHAT'S THAT STENCH'"
Understanding of their thought process, I told them we should wait on this one. I would call the listing agent and see if we couldn't get the home thoroughly cleaned and maybe come back for a second look. My buyers agreed and we left.
Moral of the story. If you are selling your home, make sure that you have all of your bases covered before allowing tours. In this case, the home was not cleaned properly before allowing us to walk through. The real problem was from leftovers that had obviously been left to rot on the stove for the past few days.
I always tell my sellers that buyers have sized up your home within 15 seconds of being in the front door. They have decided that they like the location, the price and amenities are good, and now all the home can do is un-sell itself.
Smell is one way for a home to un-sell itself. Cleanliness, bad floor plans, unfixed maintenance problems, and being outdated are just a few of the other ways. I like to use this example when I discuss the topic of smell in a home:
I was a competitive swimmer in high school (and a fairly decent one). I actually still have a varsity record at Monticello High School (over 15 years removed now). Anyway, because of all that time spent in a pool, I am a little bit soggy and I love the smell of chlorine. It reminds me of good times as a youth. Consequently, when I walk into a home and they have been scrubbing with bleach it is appealing to me.
I don't recommend the bleach smell as a home owner trying to sell. Most people aren't as fond of bleach as I am. Instead, I recommed the baked goods smell. There are candles that smell just like cinnamon rolls, cookies, or whatever if you don't have the time to make some goodies yourself. These are the smells that seem to make most buyers think of good thoughts.
Remember, you only have about 15 seconds after they enter your home to make a good impression. Make them count.
Jason Tangen - GRI e-PRO - Real estate broker associate with Edina Realty St Cloud
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