Sealing the Deal with the Five Senses

In my January 21, 2009 post, I shared the importance of the five senses. Specifically, how the five senses bring buyers into your listings. Then I shared about one: sight.

As I tell my clients all the time, “You never have a second chance to make a first impression.”

That’s why the house has to look top-notch from the moment buyers pull up to it. I suggested a freshly painted door with a gleaming door knocker, a well groomed front yard with new plants, and a clutter free driveway—no tricycles or newspapers.

The five senses are so important that I devote a chapter of my book to them. For now, here’s a brief explanation of the next four: touch, taste, smell, and sound.

Touch

Your prospective buyers may sit on a bed and use the bathroom towels. That’s why I suggest that you buy new bedding and place fresh towels in the bathroom. A fluffy comforter and pillows create an inviting space. Soft towels in the bathroom provide simple luxury.

Taste + Smell

Often these two work together. For instance, baked cookies are high impact and simple. They are as easy as stopping by the market and buying a tube of ready to bake dough. Once you slide the cookie sheet into the oven, you fill the room with the scent of cookies. Similarly, coffee has a soothing smell and can be consumed too.

Fruit displayed on a platter or resting in a bowl is another example of a two for one. Fresh fruit adds visual life to a space, and a buyer can reach for an apple and eat it. Candles and orchids also provide visual appeal while filling a space with relaxing smells. While you have countless floral options, orchids last a long time and have an intense scent.

Sound

Finally, I bring along a CD of classical music with me to a listing appointment. I suggest classical music because you don’t want to scare away buyers who are averse to other types of music. If you don’t bring along a CD, I recommend that you find a classical music station and set the volume low.

The name of the game is to appeal to buyers consciously as well as subconsciously. That's why if a home is empty I often recommend that my client stages his or her home. They often balk at the price. But when I tell them how much more their homes can sell for as a result, they usually follow my advice.

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