| Imagine... the weary prospective buyers, home from | | | | Step 4. Lead them from the street to the door. |
| work after a long day and propping tired sock feet up | | | | If you prepared the home well for the exterior photo, |
| on the couch. (You know the feeling!) But you're the | | | | they should want to see the inside after a drive-by. |
| listing agent, and it's your job to inspire them to get | | | | Here are a few things you can do to draw them in |
| back in their car and tour the home you have for sale. | | | | even more. |
| On that path from their couch to your listing, do you | | | | * Make sure there's a clear line of sight from the street |
| know where you're most likely to lose them? | | | | to the front door. (No big plants or structures |
| Once you do, you can take action to eliminate those | | | | subconsciously blocking their way into the home.) |
| pitfalls. (You'll never get every single buyer into your | | | | * Lead them towards the home with visual anchor |
| listing, but put even just a few of these steps into | | | | points. Pots of colored plants work well for this. |
| place and watch your results improve!) | | | | Step 5. Don't lose them at the front stoop! |
| Step 1. Don't lose them at the starting gate. | | | | Once they've arranged for a showing, there's always |
| It sounds so simple, but before home buyers can even | | | | that moment when everyone stands outside the front |
| consider your listing, they have to know it exists. Over | | | | door while the agent scrabbles around with the key. |
| the years we've seen many homes lose exposure | | | | What are their gazes drawn to as they wait? |
| because the listing agent entered the online data in | | | | Everything! They're gaining an important first impression |
| such a way that buyers and agents never found it in | | | | - make it a good one. |
| their searches. | | | | * Walkways and exterior entryways need to be |
| * Include any information that could be desirable. Does | | | | swept clean frequently. (Accumulated leaves and dust |
| it have mother-in-law unit potential, or do the condo | | | | are depressing.) |
| facilities include an elevator? If so, include that in the | | | | * Spring $12 for a new doormat - preferably one that |
| listing detail! | | | | says "Welcome." |
| * Don't enter frivolous information that could cause | | | | * Give them something to look at. A color spot in the |
| someone with overly specific search criteria to | | | | form of a potted plant attracts their gaze instead of |
| needlessly eliminate it from their online home search | | | | letting it wander. |
| results. | | | | Step 6. Keep the experience going inside. |
| * Double-check all of the online listing data to make | | | | Once they're in the door, remember that you have a |
| sure it's accurate. (It's not uncommon to see a home | | | | plan for them to get the best impression of the home's |
| listed as being in an incorrect location, or as having a | | | | desirable features. |
| carport when it really has a garage.) | | | | * Remove or rearrange blocking furniture so that |
| Step 2. Get them to CLICK. | | | | there's an easy natural flow from room to room. |
| Your listing usually pops up in the search results next | | | | * Use visual anchor points to lead them through the |
| to twenty other homes. Why should they click on | | | | home. |
| yours? Don't lose home buyers here - make that | | | | * Be conscious of any smells that need to be dealt |
| exterior photo entice them to take the next step. | | | | with. |
| * What are the exterior features that appeal to your | | | | Step 7. Create a complete package. |
| target market? Make sure they're completely obvious | | | | Let's face it - agents don't sell homes to buyers. |
| (and definitely not inadvertently hidden) in the photo. | | | | Buyers sell themselves on homes, and we just make it |
| * Cover the basics: Before taking the exterior photo, | | | | as easy as possible for them. So ask yourself - by the |
| de-clutter the yard, hide trash cans and get cars out of | | | | end of the showing, is there any valuable feature they |
| the driveway. | | | | could possibly have missed? |
| * Edit the photo so that the light looks perfect (not too | | | | * Use note cards to point out items that are easy to |
| dark or dreary.) | | | | overlook, such as a pantry, high tech wiring, or extra |
| Step 3. Get them into their car. | | | | storage space. |
| Here's where your online photo gallery should make | | | | * Provide a handout showing desirable neighborhood |
| them sit up and glance at their car keys. | | | | selling points that might not be obvious to a first-time |
| * Prepare the property first. You don't need to be a | | | | visitor. |
| full-fledged home stager - simply de-cluttering a room | | | | The bottom line: |
| works wonders. | | | | In the end, it's all about increasing the odds of success |
| * Use a camera designed for interior shots, such as a | | | | for you and your home seller clients! Put these |
| 24 mm. (A 35 mm camera makes rooms looks too | | | | techniques to work in your business and you'll see |
| small.) | | | | more prospective home buyers getting into (and loving) |
| * Edit your photos for light and color tone. Nearly all | | | | your real estate listings. |
| interior shots need to be brightened. | | | | |