How emotion and home sales go together
If you are planning to list your home for sale, you probably feel a whole list of emotions: excitement, fear, nostalgia and more. However, it can also help to remember the buyer's emotional state as well. Here are some ways that emotion and home sales go together:
Psychology of buying
In a piece for Psychology Today, Liraz Margalit, Ph.D., discusses the effects of emotions on buying decisions:
"Although we like to think of ourselves as rational creatures, absorbing information, weighing it carefully, and making thoughtful decisions, many of our most crucial choices are made by what we call hunches, gut feelings and a somewhat automatic reaction that is beyond or beneath consciousness. We like to refer to this feeling as intuition (“I have a very good feeling about this house"), but the reality is that this “intuition” is an established part of emotion-based learning."
Consumers tap into their emotions when deciding to buy (or not to buy), and that applies to viewing and buying a home as well. I can't tell you how many times buyers have told us "It just feels right" when deciding to make an offer.
Selling lifestyle
In a place like Steamboat Springs, especially, do not underestimate the emotional power of selling lifestyle. People move here for the lifestyle, in most cases, so use that to your advantage. Here are a few ideas of how to sell lifestyle in your home:
- Highlight the fireplace and hearth with freshly cut wood and woodsy accessories that hint at cozy nights by the fire.
- Find creative, but tasteful, ways to display your sports gear. A well-placed bike or set of skis screams Steamboat lifestyle. (Note: Don't set out your most expensive item, but think about what you have that could be used in staging.)
- Add flowers and spa-like accessories to your bathroom. Help buyers imagine a relaxing evening after a day of skiing.
Appeal to the senses
The five senses are a surefire way to evoke emotions. That's why many people recommend baking cookies just before an open house. Think about scents, colors, images, textures and sounds that will help potential buyers tap into positive emotions. Think peaceful and relaxing, and it doesn't hurt to offer baked goods to appeal to the taste sense as well.
While we're on the subject, it goes without saying that great professional photographs are the first thing many buyers see. Emotional selling begins with your online listing, so do it right.
We have more than 30 years' experience in real estate and a deep local expertise. Contact us today to learn more about buying or selling a home in Steamboat Springs, Colorado.