In & Around Kirkwood - Atlanta, GA


Help, They Are Stuck on a First Impression!

As an Atlanta home buyer, have you ever been completely turned off by a home, even before you set foot inside?  As you'll read in the article below, my guess is that the home was overpriced, right?  My second guess would be that the property had terrible curb appeal.

If you are thinking of selling your Atlanta home, the following article is a must read.  If your home isn't priced correctly and you don't have a well maintained exterior with good curb appeal, the number of potential buyers that will cross your threshold may be cut in half.

Remember, you only get ONE first impression. 

first impressions in real estateFirst impressions in real estate, we know how important they are. First impressions start with curb appeal and continue on inside. No brainer, right? We have all encouraged a client to please get out of the car even though the curb appeal may be less than stellar. Sometimes they are so put off they can't get over it. There is also the consumers first impression of us, which is very important. In person, our online presence, the list goes on and on.

Price is part of the first impression too. And not just for the buyer. I read a post on PSYblog by Jeremy Dean and found it eye opening about first impressions, The Anchoring Effect: How The Mind is Biased by First Impressions. And first impressions relate to overpricing a house as well as physical first impressions the house makes on a buyer.

Take the seller who has an unrealistic price set as their first impression of the value of their home. They may have gotten it from thin air, from the dreaded Zestimate, from a neighbor, from a real estate agent, it really doesn't matter. For many sellers that first impression, no matter how much we try to fight it, is the one that sticks. If they don't get that price it can be a very, very bitter pill to swallow. Even if you tell them it is unrealistic, if you make pre-authorized price drops, if you have them sign a paper that says you disagree with that price it doesn't matter. That higher price is THEIR first impression of the value of their home. They may never be happy with your services unless you sell the house at that first impression price, that first impression price is their set point. And I wonder if that explains why many have a problem telling you what they believe their house to be worth.

And buyers have the same first impression. They know what they perceive as the value of a home and getting them to come up to match a seller can be very, very difficult. They can create that first impression of value out of thin air, they can create it because they have been studying the market, or we can give it them ourselves. And often that first impression is made before they even see the house!

Interesting to note, car sticker prices are often set higher, I think because we are all very, very conditioned to negotiate the price of a car. Although there are some who don't negotiate, I believe because they are also conditioned to think that negotiations are the same as confrontation which they avoid at all costs. Home prices are different. To the seller, the value of their home is often more emotional and certainly need driven. To the buyer, too high a price can knock the house off the list before they even get started. 

Did I get an answer how to combat that first price impression? Not really, but being aware of what you are up against can shed some light on those difficult negotiations, including setting a proper listing price for a home. Knowing is half the battle, right?

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Comment balloon 4 commentsKerry Lucasse • May 30 2013 09:40AM
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