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Unintended Negative Messages
Many sellers don’t realize the unintended negative messages that could be conveyed by the choices they make when preparing the house for sale. Buyers make assumptions about your house as a result of unintended messages, so be certain the impression your house creates is positive before you list. Details matter! Buyers may not be consciously aware of all their negative responses, and likely won’t verbalize them, but their actions, or lack of action, will reflect how they truly feel about the house.
If you were a buyer, consider how you would respond to the following:Outside
- Overgrown landscaping
- Dirt and mold on the house
- Deferred repairs
- Ragged, unattractive lawn
- Cracked sidewalks and driveway
- Chipped and peeling paint
- Small, pre-fabricated storage sheds
- Maintenance equipment in plain view
- Weather-beaten light fixtures and hardware
Garage
- Crowded with belongings
- Items stored haphazardly
- Dirty, dark environment
- Crowded workspaces
- Oil deposits on the floor.
Inside
- Mustiness or pet odors
- Rooms not used as intended
- Space heaters or portable fans
- Dated, inadequate lighting
- Dirty carpet or floor coverings
- Personal or dated paint colors and wallpaper
- Walls that need painting
- Dirty windows and window treatments
- Dated appliances and fixtures
- Dirty, damaged grout
- Bulging closets
- Crowded cupboards and countertops
- Family pictures, memorabilia and collectibles in abundance
- Rooms crowded with furniture and accessories
- Out of scale furniture
Assumptions Buyers Could Make
- There has been deferred maintenance that I’ll have to pay for.
- Major investment is needed to make this house liveable.
- Extensive cleaning is needed.
- Other things are wrong with the house.
- The house is old and dated.
- There isn’t enough storage.
- Daily living is inconvenient.
- The house is uncomfortably hot in summer and cold in winter.
- The rooms are too small and my furniture won’t fit.
- Maintenance is overwhelming.
- They don’t care about the house. Why should I?
- They’re not serious about selling.
- If I make an offer, I can low-ball it.
What unintended messages could your house be sending?
Smart Selling Tip:
Look at your house through a buyer’s eyes. Be sure that you’re not conveying unintended messages that will have a negative impact on buyers. Don’t give them an excuse to move to your competition.
© 2011 Sandy LeRoy and Mary Stephens
