Using Psychology to Sell Your Home in Sacramento

Selling a home is like any selling any other product. It’s about value. You can only address that on the front end of the transaction unless you are willing to lower your price somewhere along the way. That is important because, the value is also what first impressions are made of. To accomplish this you’ll want to make sure you have everything is working in your favor. Depending on your neighborhood, there might be several similar homes on the market, all at similar price points, with similar features. If you want to sell your house quickly, then it is your job to make sure that it stands out for everyone that drives up and walks through the front door.

In this blog, we will give you a glimpse of what that means but from a bit more of that emotional or human side… we’ll offer you… what people see and feel as they approach your house.

6 Tips Using Psychology to Sell Your Home Fast!

1. Love at First Sight

People decide if they are interested within the first few seconds of seeing your home. It is about first impressions and that means that you need to make those first few seconds count. Of course, there are always exceptions to this rule, but first impressions go a long way. If your yard is overgrown or messy, most people are going to see the work that needs to be done. If, however, your yard is well groomed, the shrubs are trimmed and the weeds are pulled, it makes it easier for them to notice the other simple yet easy cosmetic fixes that give relaxed vibe. If you do that, you can set the right tone. (Some things are easy… new house numbers, a new mailbox, or a newly painted front door.) Just remember the more you do the less is perceived that they will have to do.

You will also want to give some attention to your entry area and the places people see upon walking in. Add some flowers and make sure the lighting is on point.

Sound expensive? It can be pricey to make changes that matter to home buyers especially if you live in an older home that has no electricity near the front porch, or outdated or no lighting for the yard.

2. It’s all About the Numbers

Remember in a sellers market there are really only 4 reasons why a house just sits. 1) It’s location, 2) It’s Condition, 3) It’s Age or 4) It’s Price. If your product does not scream value the buyers and their agents will reject your house regardless of the summer heat or winter’s cold.

Do your homework, and know exactly what your home is worth. Setting a specific price shows prospective buyers that you know what the value of the house, and have invested in maintaining the quality of the home. If your houses comes up short, rethink your price and make sure you are willing to adjust it to accommodate the feedback that you receive.

3. Engage the Senses

There are easy ways to engage the senses. Once they walk through the front door, give them a reason to stay engaged. Make the first few seconds mean something. If you can make people have that “WOW” feeling when they walk in the door, you have won. But you also must know who you are speaking to. In this gender confused social and politically correct era that we living in, know your customers. Regardless of the mumbo jumbo of the day, know that women buy houses and unless your kitchens and baths speak to them your house will be a challenge. Women want also want their kitchens and bathrooms to be immaculate.

Secondarily, you dont need to have incense burning or have the illusion of a bake sale in your house. But you do want to make sure there is a light and pleasant smell throughout. People like the smell of a freshly cleaned home and most do not want to smell grandpas cicars or the cats litter box. It is ok to break out the Pine Sol for something citrus or pine scented. These aromas are universally appealing, just don’t let them become overpowering. Clean your house on a daily basis or at least once a week to coincide with showings.

Want to set a mood? You can play music. I never do but that is because my houses are vacant and there are no electronics installed. As far as what people hear, if you are playing music keep it mild and low. Everyone has different taste, and you don’t want to subconsciously make buyers want to leave the room.

As for lighting… always…. always, turn on the lights and open the blinds. People want to leave dark and shadowy places.

4. Don’t Get Too Personal

Put away your wedding, honeymoon and vacation pictures and clean the paperwork off your desk. People don’t want to feel as if they are “intruding” on your space. Making them feel uncomfortable right from start . You want to find the balance of making the house feel “homey” without feeling too specific. Think about a catalog shoot when you are staging. You don’t have to go overboard, but include some pieces of interest that aren’t excessively powerful. This will allow people to imagine themselves in the space, so make it warm and inviting.

This will also make the selling process easier for you. Putting your personal effects away will give you privacy and not broadcast to the parade of people coming through more information than you want strangers to have. There is no reason for any potential buyers to see  your most personal possessions. Take down the Kids and Grandkids drawings and wipe off all of the fingerprints from the fridge.

Packing up you most personal possessions will also give you a headstart in moving and help you through with leaving the place you’ve called home. Being emotionally ready to sell will make the whole process less stressful.

5. Have an Open House that is an Event

Open houses are usually mundane. Real Estate agents camp out and collect the names and numbers of those looking to buy houses hoping to become a buyers agent as well. Remember real estate is a numbers game and real estate agents use your house as a staging area for prospecting for new buyers.

Open houses are a farming technique for real estate agents to attract buyers looking for houses. Forget the notion that real estate agents have a pocket full of buyers that are just waiting to buy your house once it hits the market. As dull as open houses are, demand that your open house be en event. Do something different, and have your open house in the evening or on a Sunday early afternoon for a cheese and cracker platter and a wine tasting. This will bring in a whole new crowd and will definitely make your house stand out above the rest. If you show people a good time, they will be able to envision themselves living in the home, and enjoying it just as much as you do.

6. Keep it Clean

You have to make a conscious effort to keep your house clean both inside and out. If your motivation is to sell quickly, then make an effort that matches your goals. Have a family meeting and assign the chores to everyone. You will be amazed at how clean the house can be kept. Be careful around the front door and don’t leave clutter in and around this area as it is often the place where shoes, backpacks and other miscellaneous items pile up.

Who knows? Once the house sells and these habits become ingrained you can keep it going in the new house for years to come. Clean houses take an effort from everyone and everyone wants to be proud of their house and home.

If you are ready to sell your Sacramento home, we can help you with our innovative approaches! Fill out this quick form and we will be in touch right away!

Or give our office a call now! (209)481-7780

Why Houses Don't Sell -

Peter Westbrook

Peter Westbrook is a local Cash Home Buyer / Real Estate Investor in Stockton, Sacramento and Modesto CA and Tulsa Oklahoma. He has written numerous real estate articles that have been published here and by other blog and news outlets. Peter has appeared on several local and national news reports regarding the state of the Stockton and Sacramento Real Estate Markets.

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