UGANDA, Kampala | Real Muloodi News | Author Kimberly Dawn Neumann explores some very interesting scientific studies that examine the hidden psychology of home buyers, and what influences them to purchase. In this article, we will help you to use science to your advantage when selling your home.
Buyers know within seconds if they want a home
Purchasing a home is a major life decision. One would think it involves logical reasoning and weighing up the pros and cons. But studies show otherwise. It turns out, most home buyers know within seconds if they want to buy a home. Love at first sight!
According to the Psychology of House Hunting, 80% of prospective buyers know if a home is right for them as soon as they step inside.
Researchers theorise that: “Our minds process far more information in less time than we think, so a lengthy deliberation process may be a waste of time.”
Since buyers’ minds are unconsciously processing so much information, it’s essential to keep the area they will see first tidy, i.e., the entrance and foyer. Ensure that the entry is clean and free of clutter. Pick up shoes and clear away any other unnecessary items.
Engage buyers senses
Smell has a big unconscious influence in home buying; a pleasant smell can tempt buyers to a sale, whereas an unpleasant smell can deter buyers.
A house that smells won’t sell, so do a deep clean before putting your home up for sale. Remove garbage and pay special attention to the kitchen. Food smalls are not good because they distract buyers if they are hungry, or can be off-putting if they don’t like the food. Try to keep pungent cooking to a minimum.
You can add scents that trigger positive emotions and home sales. But be careful – according to science, scents should not be complex, but they need to be familiar.
A study by Eric Spangenberg at Washington State University found that buyers spent 32% more time in stores in the ambience of a simple diffused orange scent, rather than a complex smell. The study concluded that complex fragrances are distractive. Therefore, keep fragrances simple as buyers are constantly processing a place they want to live.
Fresh scents are found to be most effective:
- Citrus (lemon, orange, or grapefruit)
- Herbs, like rosemary, basil, or thyme
- Pine and cedar
Stage the house
Staging a home, or “setting the stage,” involves aesthetic strategies to present the home in the best possible light, such as redecorating and rearranging furniture.
A study by the Real Estate Staging Association observed 63 non-staged houses that sat on the market for an average of 143 days. The houses sold, on average, 40 days after they were professionally staged. Sissy Lappin, a realtor in Houston, explains:
“Seeing a house without furniture is like seeing someone naked in bright light: You can see all their flaws.”
In Part 2 of this series, we explore staging a home in detail, and how it can result in a higher selling price.
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