Understanding Home Buyer Psychology

It’s human nature to want what everyone else wants. Likewise, it’s also human nature to not want what everyone else is foresaking.

So, if a happy, bustling household is the real estate equivalent of the popular girl — or guy — everyone wants to go out with in high school, what is a vacant, unstaged home?

The wallflower in the corner.

Forlorn and (too) available — one might even say a bit desperatelooking.

Staging’s Role

What Realtors know — but home Buyers can forget — is that a relative pittance spent on staging (new paint, carpeting, optimally deployed furniture, rugs and wall art, etc.) can transform the barest of homes into a showcase.

Still, it’s the “showcase” most Buyers prefer — and want to buy — even if the forlorn home is the better deal.

The lesson for would-be Sellers?

Show — don’t tell — prospective Buyers what your home can look like at its best.
About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

Leave a Reply