Angela May: Destination Sold: Chapter 4: Nine Strategies to "Wow" Prospective Buyers - Visit Angela’ Mays Husker Home Finders Omaha real estate website at - Get Angela’s book "Destination SOLD!: A Roadmap for Home Sellers in the Offutt AFB & Omaha Metro Area" at ————————
Chapter 4.
Nine Strategies to "Wow" Prospective Buyers
The quest for finding 'the perfect' home is both a very emotional and personal experience. I often correlate the exact moment a Buyer walks through the door and feels it's 'the one' to an excited bride-to-be when she steps into her perfect wedding gown the very first time. Something special happens, and from that moment on, all other possibilities pale in comparison. That magical feeling is the exact experience we're striving for with each and every prospective Buyer who steps over the threshold.
By paying special attention to some seemingly unimportant details when presenting their home to prospective Buyers, Sellers have a unique opportunity to set themselves apart and tap into the emotional aspect of the buying process.
By focusing on both positive and potential 'perceived' negatives during a Buyer's viewing experience, the homeowners have an opportunity to position themselves as forerunners in the competition for an offer.
In the end, Buyers typically narrow their selections to two to three favorites, followed by second showings on each. Our first goal is to always be on the 'Top 3' list, and of course the ultimate goal is to become the chosen one and receive an offer.
Sellers who share their personal experiences about living in their homes have an opportunity to connect with prospective Buyers on a more intimate level, which could ultimately end up being the tiebreaker when it comes down to the Buyer's final selection.
Here are a few of the ideas that clients have used to help clinch the deal after their second showing:
1. WRITE A PERSONAL LETTER to prospective Buyers sharing all of your favorite elements about where you live. Some suggested topics include:
WHO LIVES NEXT DOOR
Are your neighbors awesome? Do you like having a police officer at the end of the street? Is the doctor next door helpful when your son gets sick? Are there great babysitters nearby you trust with your children on date nights? Try to think of anything you'll genuinely miss when you move away - Buyers will love and appreciate it.
ADDRESSING CHALLENGES HEAD-ON
Address any obvious or potential challenges that you or your Agent believes could hinder an offer. Was there something about the property when you were considering it that almost held you back (such as backing to a busy street)? Has something obvious changed since you moved into the home that could worry a Buyer? One example might be a developer building apartments on a vacant lot behind the property. Buyers will likely have some of the same concerns as the area homeowners did. Perhaps there were concerns regarding traffic and noise levels, but after the buildings were fully occupied, nearby neighbors were happy to find out it was very quiet. Or maybe parking lot lights are noticeably bright through the master bedroom window, but the developer has already approved a plan to install a six foot privacy fence and mature pine trees.
Information addressing known concerns up front can be incredibly powerful. Even if a prospect loves a property, any perceived problems can result in it being crossed off the list. By confronting potential issues up front, the Seller has an opportunity to stay in the game for a win.
NEIGHBORHOOD FAVORITES - What are some of the benefits to living in your neighborhood or subdivision? Does it have a private park with new playground equipment, are there community activities such as Easter Egg hunts, 4th of July parades, Bunko or book clubs, etc.? Odds are if you love participating in these activities, the new homeowners will as well! I've found most people (especially military and relocation families) are looking for a place to live with a sense of community.
LOCATION - Areas of interest include things such as proximity to schools and/or bus stops, shopping, favorite hangouts and/or restaurants, interstate access, traffic/drive times to main areas.
TIP - Don't over think this - just be honest and genuine and write the letter as if you're describing your neighborhood to your mom or best friend. Authenticity is key. If you're not comfortable writing in letter form, a document bullet-pointing all the same information still gets the same points across!
6. SPECIAL FEATURES - Notes placed throughout the home pointing out unique features, especially those that might easily be missed during a showing will help the Buyer remember ...
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