Reaching the Tipping Point in a Buyer's Mind

Last week I was interviewed for an upcoming listing in Rancho Palos Verdes. One of the habits I've acquired after viewing thousands of properties during the last twenty years, is to immediately target what I consider to be the tipping point for the upcoming sale.

Every seller wants to zero in on the tipping point in a buyer's mind. Maybe it will be the view, or the new kitchen, or perhaps fabulous grounds, but whatever it is, it's my job as the listing agent to identify it and make it a focal point in my marketing efforts.

If the grounds are the outstanding feature I have staged a courtyard, patio and lawn with conversations areas, eating areas and recreation areas. A blank canvas will not work for many buyers--their imagination must be activated with real time vignettes.

A "Plain Jane" property can spring to life with emphasis on its best features. Since many prospective buyers come to Palos Verdes in search of a home with a view, the wise agent and seller will make the most of the one they have by removing heavy drapes, opening blinds and shutters and making sure the windows are clean so the view can dazzle unencumbered.

Many of the homes on the Palos Verdes Peninsula were built from 1940-1980 and are in need of a facelift (or major reconstruction). Busy buyers are often delighted to find a home move-in ready with remodeled kitchens and bathrooms. If everything else about the property is "average" but the remodel is outstanding this is where the focus and the camera should point. I'm still amazed at the number of MLS write ups that mention a remodeled kitchen but show only one distant photo of the room. If the kitchen is a selling point then the photos should be ample. The idea is to capture the buyer's eyes and compel them to pick up the phone and make an appointment to see the property.

Find the highest and best feature, play it up and enable it to become the tipping point in a buyer's mind.