Much effort is made to get a potential applicant to your Sotogrande front door. Obviously listing the home on the Noll Sotogrande website is one such activity, but also marketing it to the big digital world be it with real estate portals, AdWords and social media, but also local press. This has not only cost money but a lot of thoughtful effort and man-hours. Once at a property therefore we should maximise our chances of a sale. Staging, depersonalizing, and decluttering are highly recommended, but if we can sub-consciously appeal to the buyer’s five senses, we probably stand an even better chance of selling the property. The five senses are of course sight, sound, touch, smell, and taste. Here are some thoughts on how to maximize your home’s appeal to the five senses. So what can be done….
5 Senses
Sight – During daytime hours open all curtains and blinds so sunlight enters the property, and if it is evening or night turn on all illumination to properly light up the home. Soft mood lights are better than very bright white overhead lights.
Sound – Try and have some light relaxing music playing in the background if possible. Some background soft jazz or classical baroque, noy loud rock or techno which will distract.
Touch – Ensure the property is as clean as possible allowing the buyers to walk about the home freely, comfortably, and un-interrupted. Make them feel at ease. Touching surfaces is part of viewing a home.
Smell – We have all heard of baking bread and brewing fresh coffee as subliminal props, but doing this for every visit is probably unrealistic so just have some form of air freshener available and spry just before the visit.
Taste –Difficult to offer an applicant to eat something during a visit but have some chocolate or sweets in view. Sometimes just something appetising will have the same effect.
Other Suggestions:
The Dog – Keep your pet dog away. Pet lovers will be distracted by your pet, and for those who do not have pets it may be bothersome, and maybe even scary if your dog is large.
A the say children should be seen not heard – Naturally children may be excited, or even sad and afraid if they know their home is for sale. They should not be allowed to disturb the professional flow of the showing. Ask children to remain away from the agent and buyers, maybe to go outside or watch TV.
Greeting. If you are at the home answer the door as you would for any welcomed guest. The agent will take care of the introductions. Once done you should ask the agent to begin showing the home and then you should excuse yourself.
It is important that vendors discretely remain away from the buyers. As helpful as you wish to be, your presence will be distracting, and not allow honest feedback to the agent. Buyers need to be able to discuss the property freely with one another without having to mind their P’s and Q’s. The agent needs to learn from the buyers and understand how they are responding to your property. Your presence can limit that free communication.
Talking with buyers – If you are asked any questions about the area, schools, etc., answer pleasantly, and avoid becoming engaged in a conversation.
Questions regarding terms of sale should be referred to the agent.
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