The Model Home Effect

The best way to make a buyer "feel at home" is to create an environment similar to that found in a model home. Obviously, you can’t recreate the feeling of a perfect display home without starting from scratch, but there are some valuable techniques to be learned.

When walking into a model home you will notice several key points.

• The environment is neutral.
• The colors and interior decorating accent the home’s features.
• The smell is new and clean.
• The sound is either quiet or enhanced by subtle background music.
• The details are looked after from the manicuring of the lawn to a floral arrangement in the entry.

Appeal to the Senses

There are many ways to create a more exciting and saleable interior, at surprisingly little cost. We will briefly discuss the sensory selling tools that can have enormous impact, then provide you with suggestions on how to improve each room.


Light

It is proven that people react more favorably to property shown under bright light than dark. The following steps should help you keep your home as bright as possible.

• Keep windows clean.
• Use adequate wattage in light bulbs.
• Consider replacing older fluorescent lamps, which darken with use.
• Use mirrors to magnify the feeling of light and space.
• Use light wall colors.
• Open drapes and blinds and turn on lights prior to showings.

Color

A fundamental rule when selling your house is to keep colors neutral and light. The following are specific suggestions:

• White, beige and gray are the most popular exterior colors.
• Shades of white, off-white and very light pastels are the safest choices for the interior.
• Avoid highly patterned wallpaper whenever possible.
• Try to limit bright colors to accents like fresh flowers, towels, area rugs and shower curtains.

Sound

The sounds of peace and quiet are some of the best sounds to have when your home is being shown to a prospective buyer. But there are other sound considerations you should also be aware of.

• Avoid barking dogs and noisy children, if possible.
• Also avoid sounds of work like vacuums, dishwashers and lawn mowers.
• Make sure there are no sounds of mechanical problems like banging pipes or faulty appliances.
• Light classical or instrumental music can be effective in creating a pleasing atmosphere.

Smell

Smell has more impact than you might expect. It can work for or against you.

• The smell of newness is positive. This scent can be achieved by applying a fresh coat of polyurethane to natural wood or latex paint to walls.
• The smell of cleanliness is important to the selling environment of your house. Beyond actually cleaning, lemon oil or lemon wax can help create a lasting scent of freshness. Fresh flowers can also be effective.
• For a real heart-warming touch, place a dish of vanilla in a warm oven to create the aroma of fresh-baked cookies or bread.
• Sweeten the refrigerator with a box of baking soda.
• Smells to avoid include strong pet odors, tobacco, and cooking oil or gas.

The First Impression

The Interior

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