It's Just Not Me!

Have you ever wondered why it is one person will come into a home for sale and just love it, and person will look at the same home and just hate it?

Clients often ask me about this.  They just don’t understand how two people could have such differing opinions about their house for sale.  One reason this occurs is because buyers are unique with individual personalities.  People try in the first 10-15 seconds of entering a house, to fit their personalities into the home.

This is a tall order.  To complicate the task of this matching, consider that each home also has a “personality,” and for the buyer to move forward, they must feel a match of their personality to that of the house.

What often happens is that a home seller will emphasize the “open-space” and really highlight the soaring ceilings and the huge window at the prow of the ceiling.  The more the homes’ openness is emphasized, the more it serves to turn away the approximately 38.3 percent of buyers who say they prefer completely separate areas for kitchen or family room, or prefer them side by side but with a wall between.

Here is how I look at it.  A feature is a feature is a feature, but the benefit is different for each buyer’s personality. Different people see things in different ways, and to be successful, it’s imperative to speak the language of all the potential buyers.