Making a Grand Entrance

Whether you think 'Belle of the Ball' or making a big SPLASH or simply standing out in the crowd, it all comes down to getting noticed. Effective marketing is all about creating the positive first impression. You might think this post is intended to provide guidance for a job interview - and it could as it certainly applies! But my topic title today is about how important it is for folks selling real estate to have their property in 'show ready' condition. In the next few moments I hope to illustrate to sellers how important it is to 'make the grand entrance' into the real estate market.

Property in today's market has to reach out and capture the emotions of potential buyers. This is especially critical when sellers have multiple properties to consider as the competition for qualified and willing buyers becomes much stiffer. Sellers should not kid themselves. Purchase decisions - ALL purchase decisions - are driven off emotions. It is a fact. And it is critical for the motivated seller to recognize this fact in how they present their property to the market. Seller's cannot control the economy any more than they can control the location of their existing property. However, sellers do control the marketing strategy and they absolutely do control the condition of their property as it is prepared for introduction to the market. Capture the emotions and you've captured the buyer.

Just remember this: ALL purchase decisions, and especially the purchase of homes, are emotion-based decisions. I'll illustrate this key point with one question: Are residential property buyers shopping for 'houses' or are they shopping for 'homes'? The answer is they are shopping for 'homes'. Houses are structures. Homes are those places where people get together and create all types of warm, fuzzy memories. Homes are where the chocolate-chip cookies are baked and where families gather for celebrations and holidays.

A buyer's first impression of your property is the most critical moment in that potential transaction. Is the property neat and clean or does it look like 'work'? Is the yard picked up or will a prospective buyer feel like they are invading someone else's space? Is there a light on at the front steps, are the windows sparkly, is the siding clean and free of blemishes, does the house role out the red-carpet in 'grand entrance' fashion and say 'Welcome Home!'?

I've sold real estate long enough to recognize the look on a buyer's face when they have found 'the one'. And very, very often that 'look' appears before the buyer has even entered the property. They become captured in the moment - their thoughts swirling with emotions of relief and joy in having found their home. Just like in job interviews, homes need to create the positive first impression. If they do not succeed in doing so, the game may already be over.

Are you serious about selling a property soon? Make it SPLASH! Create the grand entrance.

Until next time . . .

Jon Drews
Associate Real Estate Broker
www.SearchFergusFalls.com