Myers Barnes Blog

Differential demonstration: Is your new home presentation on the right route?

Categories: Customer Service, Leadership, New Home Sales, New Home Sales Coach, New Home Sales Management, New Home Sales Marketing, New Home Sales Process, New Home Sales Training | Posted: April 19, 2016

I’m still en route to differentiating new home demonstration the right way. In this article, I’m literally on the route to success.

curb appeal

Differential demonstration is a process for showing a new home in a way that drives the vision in the prospect’s mind of living in this house—from the furnishings to the activity. It’s not just a matter of walking them through the new home and exalting its wonderful features, but rather finding the “touch points” that matter to this buyer and hitting as many as possible. Help them picture themselves cooking in the kitchen, relaxing on their own furniture in the family room, waking up to the sunshine streaming through the master bedroom window, and getting ready in the morning without having to share a sink.

A new home presentation is enhanced by these differentiating points but you can also up your psychological advantage by following a pre-planned route through the home. Yes, it matters not just where you go, but when.

Is your new home sales presentation on the right route? Here’s the tour I recommend to new home sales consultants:

  1. Start at the curb. Your presentation should begin with a full view of the home’s curb appeal. Stand as far back as necessary, even stepping into the street if you have to so your prospect can get the big picture.
  2. Pause at the entry. Distinguish the home by telling the homebuyer the name of this particular home design, also noting the basic features, like number of bedrooms and baths, and the square footage. This is the introduction, appropriately offered at the threshold.
  3. Enter the foyer slowly and intentionally. Look around and remind your prospect of this place where they will be welcoming their guests.
  4. Point out the formal dining room. If there is a formal dining room off the foyer, introduce this space first.
  5. Move to the family room. The family room is probably close to the kitchen. To give your buyers the best view of the family room, move into the kitchen, far enough so they can see the full room—but you’re not going to give them the complete family room and kitchen tour…not yet, any way. Instead, you’re building up the anticipation for this important room so you can present it later in the presentation. Just let them know you’ll come back to this area.
  6. Visit the secondary bedrooms. Remember, you’re rising to a crescendo in anticipation. So, never start with the master bedroom. That’s like presenting the main course before the appetizer. Show the buyers where the other family members or guests will stay.
  7. Return to the family room and kitchen. I bet you thought I was going to guide you to the master bedroom, huh? No. Take them back to most of the living takes place. Give them the details. Talk about family activities that would happen here—family movie night, enjoying a crackling fire on a chilly night, hosting friends at the holidays. Take your time here. Paint that image so clearly that they can see, hear, smell, and taste the experience.
  8. Save the master suite for last. You’ve teased. You’ve offered subtle hints. Now take your prospects to the master suite. Ask them how they would arrange their furniture in this space. Explore the “tv or no tv in the bedroom” debate. Have them linger here so they can create the image of “home” vividly in their minds.
  9. Walk back through the family room. Redundant? Certainly not! This is the heart of the home. Bring them back here a few times to feel comfortable in this space.
  10. Exit to the patio. Guide them to the entrance to the outdoor living space. Let them take it in a moment.
  11. Move from the patio to the corner pin. Just as you started from the farthest reach in the front to enjoy the curb appeal, walk to the end of the property in the back yard. Explore the activity that could occur here. Kids playing in the yard. Cookouts. Evenings by the fire pit. Ask them to envision how they would enjoy their outdoor living in this home.
  12. Re-enter through the family room and kitchen. Again, return to the core. Ask the potential homebuyer(s) if they would like to revisit any part of the home. Invite them to browse on their own. While they wander, stay in the family room, relaxing comfortably. That means no talking or texting on the phone. Show them how it looks to have a friendly visitor.
  13. Finish. When they return, present your close in a casual, conversational manner. Your goal is to gain some type of commitment before they leave. What is the next step in this process? What do they need in order to choose this house as their home?

Practice the differential demonstration tour of your home before actually guiding any prospective homebuyers. Finetune your presentation and know your touch points so well that they are reflexive and don’t come across as scripted. Train yourself to escalate your energy level so they feel your enthusiasm for this home.

Please feel free to contact me to learn more about the essential skills involved in differential demonstration.

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

The key to new home demonstration: WIIFM?

Categories: Customer Service, Leadership, New Home Sales, New Home Sales Coach, New Home Sales Management, New Home Sales Marketing, New Home Sales Process, New Home Sales Training | Posted: April 5, 2016

In my last post, I talked about “differential demonstration” and the “Ta-Daaa Girl”. She’s the one on the game shows who waves her arm to show all the lovely prizes a contest might win. Yes, that’s a real job.

I want to explore differential demonstration a bit more, because I think there are many new home salespeople who still don’t understand how to effectively present a model to a potential buyer. The key to new home demonstration boils down to answering the buyer’s unspoken question:

“What’s in it for me?”—or “WIIFM?” as the marketing industry likes to call this approach to establishing value proposition.

whats-in-it-for-me

You can guide the buyer through the home and point out lovely features, but if you don’t connect the value to the prospect, you don’t gain any points. You haven’t effectively communicated to this person why they should care about that feature. You need to establish that connection and make it personal. Paint the picture of this individual, couple, or family living here in this home. They should picture themselves, with their furnishings, eating meals, relaxing in the living room, playing in the yard, working in the garage. Make no assumptions that they are having these visions. For all you know, they are overlooking a valuable feature, or are simply distracted.

Try this as you walk through the family room:

“This is where you and your family will spend most of your time. You can see, we move away from a traditional plan and have combined the family room and the kitchen in a manner that is both convenient and inclusive, meaning everyone in the family can enjoy one another’s company.”

When you give your buyers a tour of the kitchen, ask them to picture themselves preparing meals in this space. Don’t you love this kitchen? This open design allows everyone in the family to spend time with one another. How’s the kitchen design feel to you?”

In the master bath, communicate the value of the double vanity. “The design of double vanity is perfect for the on-the-go couple trying to blend two busy and sometimes similar schedules—getting ready for work or play at the same time. Also notice the enclosed, private toilet. It allows two people to access to the bathroom to dress, groom, or wash at the same time, while still affording privacy and space.

From room to room, plant the seed that converts their minds from browsing to living. Pull them into this home, rather than just showing it, like the Ta-Daaa Girl.

Before you demonstrate a home, differentiate it. Walk-through and create scenarios for buyers. Be prepared to adapt your presentation to the needs and wishes your prospects have communicated or might appreciate. Show them a room that would be ideal for a home office or media center, even if it isn’t presently decorated for that purpose. It’s your job to create the image of this model being a home to your buyer.

If you can’t answer their “WIIFM?” question, you haven’t done your job.

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

Differentiate your demonstration: New home presentation success

Categories: Customer Service, Leadership, New Home Sales, New Home Sales Marketing, New Home Sales Process, New Home Sales Training | Posted: March 29, 2016

I heard someone use the term, “TV spokesperson” and I asked what that job entailed. He told me it was usually a woman, the one who demonstrates an item on television, like on the game shows.

“Oh,” I said in a moment of enlightenment. “The ‘Ta-Daaa Girl’!”

Vanna White made a career of waving her arm at a display of prizes on a stage. It doesn’t take any skill. Those players will drool at the prizes with or without an attractive woman “demonstrating” them.

So, when I was talking to a group of new home sales professionals about the importance of “differential demonstration”, I recalled this conversation about the Ta-Daaa Girl.

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When you’re presenting a new home, you must do more than guide the prospect from room to room, waving your arm at various features. Unlike those game shows, your new homebuyers have other choices—other “prizes” to be had, with other salespeople who do more than smile and nod.

“Differential demonstration” is a careful process in which you understand and communicate the noteworthy features of a new home in a way that resonates with the potential buyer. If they have a growing family, you point out the back yard play area, the open floor plan that provides a comfortable gathering space, and the second-floor laundry. For someone who is downsizing, you show that the space is easier to manage, while still offering comfort, luxury, space, and ample storage.

Differential demonstration utilizes a planned route for guiding a prospect through a new home. For example, you always enter through the front door, even if it’s more convenient from the sales office to pass through another doorway. You give your buyer the first view from the front, where they can experience the curb appeal. You follow a pre-planned path that gives them a sneak peek at the kitchen and living room, but only for a brief moment. Your demonstration is intent on rising to a crescendo—building the anticipation of the most sought-after space. You return to the kitchen and dining room, and then highlight the many details.

Yes, there is a pattern, a method, and a thought process to successfully presenting a new home. It involves recognizing the hot buttons in the buyer, pushing them with finesse, and reminding them of the many ways that this home suits them.

I’ll be giving more insight into differential demonstration in the weeks ahead. Stay tuned. Or email me if you’re anxious to get started right away.

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

The handoff only works with a ready player.

Categories: Customer Service, Leadership, Personal Development | Posted: March 22, 2016

You can be a great quarterback, with a powerful throwing arm, keen vision to spot the plays on both sides of the field, and the strategic insight to create results with a team effort.

No matter how much preparation you invest, the true test of a winner is what happens on the field—where performance delivers results.

So, let me share a story here.

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A football coach invested considerable time in training Jake, a running back whom the coach believed showed potential. Coach was confident he could cultivate Jake into a strong contributor to the team’s offense.

Coach taught Jake the game strategy. He worked with him on the skills a running back needs, like finding that small opening and pushing ahead through a force field of defenders blocking the way. When he felt Jake was ready, he put him in his first game. The opposing team had a notoriously aggressive defense, so Coach told Jake to be ready. Coach told the quarterback to give the ball to Jeff.

He watched from the sidelines as, on the first play, the quarterback seemingly handed the ball to Jake. Then, the quarterback tucked the ball and ran with it himself. He didn’t get far, just a yard or two, as the defense barreled through and sacked him.

Frustrated, Coach yelled into his headset which was connected to the quarterback, “Give the ball to Jake!”

Again, the quarterback faked the handoff, held on to the ball, and stepped back, looking for a receiver so he could pass the ball. Again, he went down, losing even more yardage.

At fourth and sixteen, the offense walked off the field, dejected, as the punter headed out to kick the ball back to the opponents.

Coach grabbed his quarterback, pulled him aside, and said, “I told you over and over to hand off to Jake, but you kept the ball every time. What’s up?”

The quarterback replied, “Coach…Jake says he doesn’t want the ball.”

Never hand the ball to someone who does not want to run with it. If you have somebody on your sales team who shows reluctance or fear, hand that scoring opportunity instead to someone else who can and will make forward progress. Coach your players, cultivate.

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

Perception and Reality

Categories: Personal Development | Posted: March 15, 2016

 

The saying goes, “perception is reality.” It’s true. What you perceive becomes your reality. Humans are interesting creatures. We can filter out what we don’t want to acknowledge and sometimes read into a situation what isn’t there. You’re not wrong or right. It’s your perception, after all. Much like experiencing a feeling, you can’t be told you’re wrong. Your feelings are based on perception. Just because your perception doesn’t match up with someone else’s doesn’t mean yours is wrong.

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This sort of paradigm shift will save you from being a victim. Instead of reacting to the actions and situations that occur around and to you, accept that your unique perception is what builds your life. You’re not driven by what others insist to be true or untrue. Decide that reality for yourself. Identify those beliefs that are the foundation for your reality.

Perception starts in your mind. Then, your thinking goes into action, and your actions build your life. When you are aware of your perceptions, you make decisions that guide your life, rather than simply being led.

When I was 16, I was sent to military school. There, I was on my own, stripped of everything that made my unique, pushed toward fitting into a mold. Yes, the discipline had value in my life, but I didn’t just give in and allow the rules and regulations define my life. I maintained my individuality, stashed in my perception. I began recognizing my beliefs, embracing them as my own without needing anyone’s affirmation. It was then I started the life journey of realizing that, when stripped of everything, all I have left is my mind and how I filter my circumstances.

I grew from that reality.

Forty years later, at 56, I was diagnosed with lung cancer. Once again, I could accept my circumstance at face value, and bemoan this fate. I didn’t take this path. I chose not to let go and drift into someone else’s perception of my own reality—the dire uncertainty that comes with the diagnosis of the big “C”.

With my “status quo” shaken, all I had left was my thinking, and my faith in God. I perceived right than that I could beat cancer with my mind, not my body. I focused my belief intently, shaping my reality.

I created my reality with my perception. I didn’t accept the guesses and estimations I was given. I chose to build my own vision, and I saw myself as a healthy person.

And here I am, seven years later, cancer-free.

Remind yourself of this life lesson. If you are not aware of your thinking—of what you perceive and how you filter—you make a choice. You choose to react the life’s circumstance rather than proactively navigate your life’s journey.

Choose now. Choose wisely. Choose your life.

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

Still renting? Here’s why you should own, instead!

Categories: New Home Sales, New Home Sales Coach, New Home Sales Management, New Home Sales Marketing, New Home Sales Process, New Home Sales Training, Uncategorized | Posted: March 8, 2016

As the real estate market fluctuates, so does the rental market. At the moment, the rental scene is looking increasingly uninviting. A recent article in MarketWatch details how landlords are taking advantage of the intensely competitive rental market and will be hiking rates accordingly.

Why renting is a bad idea!

The numbers are staggering:

  • 88% of property managers raised their rent in the last 12 months and 68% predict that rental rates will continue to rise in the next year by an average of 8%, according to Rent.com.
  • Many renters are spending more than 30% of their income on rent (the amount generally recommended) and need help qualifying for the lease.
  • Around 43% of property managers reported seeing an increase in the number of applicants who do not meet the income requirements on their own and require a guarantor.
  • 34% of property managers reported that renters are holding on tight to their apartments and renewing their leases, either because they face higher rents elsewhere or they’re choosing not to buy property.
  • The number of Americans spending more than half of their income on rent will rise by 11% from 11.8 million in 2015 to 13.1 million in 2025, a survey released last month by Harvard University’s Joint Center for Housing Studies and Enterprise Community Partners found.

If you’re going to be spending that kind of money, you should be getting something tangible out of it – like stability, equity and pride of ownership!

If you’re still in the rental rat race, stop! Take advantage of low interest rates and more lenient financing, and buy a home of your own. It’s probably the best investment you can make in your future!

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant. For more information, please visit www.myersbarnes.com.

True happiness is progress

Categories: Personal Development | Posted: March 1, 2016

Money doesn’t buy happiness. It just provides momentary distraction.

Lasting happiness comes from moving forward with positive momentum. It stems from growth, from the newness of progress.

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But what is “progress”? Don’t confuse change with progress. Change isn’t always positive. You can change your mind, change your clothes, change your job, and experience a change of heart. None of those changes necessarily reflect progress.

We are the architects of our own happiness. We have the ability to make change—but some people lack the strength. They allow themselves to remain mired in what is familiar and comfortable. There, they stagnate, limiting their progress and true happiness. And they tell themselves (and anyone else who will listen) that if they just make a change in their situation, then they would find happiness.

“Things” don’t change for the better. You change, and with it, you create change. With the right choices, you drive progress. “Better” is not something that automatically happens. Better is what you become when you make progress.

The truth is, change will always happen, with or without your effort. The world is dynamic. It keeps moving—even if you don’t. Change is automatic. Progress requires dedicated effort.

And therein lies the answer.

Plant the seed for progress.

If you are not growing, you’re stagnating—withering in place, like an untended flower. Think about the garden. You decide what to plant and where. You have a vision for what you want to grow. You know what you must do to nurture those plants. You feed them, water them, prune them, and remove the dead leaves and flowers that damage the living ones. You do all this because you have a goal for what you want to achieve.

The great motivator, Earl Nightingale, defined “goal setting” as the “progressive realization of a worthwhile goal or ideal”. Progression, always moving forward, brings the only true and lasting happiness. If you are progressing personally—in your relationships, spiritually, emotionally and physically—you will be happy. Inactivity, idleness, laziness, and dormancy will starve your spirit.

Move forward, one step at a time

Lao Tzu directed that “the journey of a thousand miles begins with one step.” It’s only in forward progress, step by step, that the journey to renew a stagnant relationship, or to lose 15 pounds, or to start a new excursion…it’s in that forward movement where you will find true happiness.

We’ve begun a new year. You have an empty garden right now, the opportunity to shape your growth. Last year is behind you. Leave it there. Move forward. Make progress.

Only when we are working to a goal are we happy.

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

Don’t be afraid to break the rules every once in a while

Categories: New Home Sales, New Home Sales Management, New Home Sales Marketing | Posted: February 23, 2016

When designing the layout, color palette, and décor for a room (or house), most interior design professionals have rules about size, scale, color, style, lighting, textures & patterns – that they follow and recommend in order to create pleasing, attractive rooms.

But not all design rules are engraved in stone. While having rules helps you if you’re feeling out of your depth, they can also be constraining if you want to try something different. A recent Houzz article discusses a couple of design rules that are just begging to be broken!

Design Rules to Break

  1. Use quiet colors in small spaces

If you love bright or deep colors, don’t be shy about using them even in compact spaces. The life and energy they give will be worth the visual shrinkage of the room. Plus, using a deep neutral shade for the walls (which will recede) with bright items (which will advance) creates a sense of depth that can actually make a room feel bigger.

  1. You can only use tile in the kitchen and bath.

Who says? Take a look at homes in Spain and Portugal. They use beautiful tiles everywhere! Tile can make a dramatic wall treatment that provides interesting and unexpected texture anywhere. If you use tiles in a bedroom or family room, balance out the hard surface with extra textiles, such as curtains, plush rugs or piled-on pillows.

  1. Kitchens demand tile walls.

If you’re adding tile to bedroom walls, why not consider using other materials in the kitchen? Wallpaper is perfectly charming in a kitchen, and it helps to keep the kitchen feeling like a true part of the home rather than a strictly functional space.

  1. Kitchens should be neat and tidy.
    Although the clean-white kitchen is a popular look, it can also be a bit cold and sterile. Kitchens can be perfectly clean without having everything hidden behind cabinet doors. Try open shelving for a sense of controlled disarray. It also lets your pots, pans and other supplies become part of the decor.
  1. Bedrooms should be symmetrical to be serene.
    Matching furniture sets with paired side tables flanking the headboard are BORING! You can create a blissful bedroom by mixing it up a bit. Use a chair or stool for a nightstand, or even a chest which can provide extra storage. Some mismatched lamps add visual interest and variety. 
  1. The chairs in a grown-up dining room have to match.
    While some people associate mismatched furniture with their college dorm or their ratty first apartment, mixing and matching seats is a look for grown-ups too. Mix to add personality, interest or to create a conversation starter. Plus, you get to include old favorites along with new additions to your collection.
  1. Art should be hung at eye level.
    Hanging art at eye level is a safe bet. But art doesn’t have to be safe, or even hung at all. Leaning frames and canvases on the floor creates a “studio” vibe. Go ahead and display pieces the way they feel right.

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

Millennials are ready to buy a home. Are you prepared to sell to them?

Categories: Customer Service, New Home Sales, New Home Sales Marketing, New Home Sales Training, Uncategorized | Posted: February 16, 2016

For years, we’ve been watching a generation of young people who seem entitled, disloyal, and a bit too free for our Baby Boomer and Gen X personalities.

Minneapolis a Top City for Millennial Homeowner Growth

Well, guess what? They’re now in the prime time for homebuying. About 65 percent of Millennials (born between 1980 and 2000) are over the age of 25. The Millennial population numbers 87 million, which is larger than even the dominant Baby Boomers (78 million), who are hitting their retirement years. Yet, a very small percentage have achieved homeowner status—even though many of them are financially stable. If only they would move out of their parents’ homes….

Millennials are ready to buy a new home. Are you prepared to sell to them?

What is it going to take to sell a new home to a Millennial (also known as Gen Y and Echo Boomer)? Let’s look at some common traits among this unique generation.

  1. They’re cautious. These young people have seen their parents, family members, and older friends get on the wrong side of a mortgage. They’ve watched them give their precious homes back to the bank. So, it’s understandable that they are not rushing out to buy a new home. To be successful, you have to convince the Millennial homebuyer that this is indeed a great time to make a smart investment, while interest rates are still extremely low and before home prices rise even higher.
  2. Millennials aren’t driven by status. Being a homeowner doesn’t have the value to them as it has to their elders. They’re more mobile, ready to pick up and move without worry. While previous generations looked for a job before relocating, Millennials decide where they want to live and then worry about employment after they get there. Don’t scare them by talking long-term commitment. Focus on the purchase of the “first home”.
  3. Tech talk matters. This generation grew up with technology. They don’t remember not having the Internet. Smartphones, tablets, WiFi, and video streaming are rights, not privilege. To reach these buyers, plan to connect on their turf—with mobile devices. They’re using these power tools almost 18 hours a day. Text them; don’t call. Use mobile-friendly apps to show them properties. Be sure you’re up on the latest video apps, so you can share virtual tours with them.
  4. Seconds count. Remember dial up? You could start the connection, go make yourself a cup of coffee, return your calls, and you might be online. Millennials don’t wait. If a program, image, or web page doesn’t immediately download, they’re on to the next bright, shiny object. If they can’t place an order or reserve their place in line online, they’ll go to a business that will let them. Don’t keep your Millennial buyer waiting. When you get an inquiry, respond as fast as humanly possible, even if it’s only to acknowledge the message. If you don’t reply, you cease to exist, almost immediately.
  5. If you can’t use social media right, don’t use it at all. You can’t fool them. Setting up a Facebook page doesn’t make you tech savvy. If you want to connect with them via social media, play it smart. Stay current on your page. Post topics of interest to Millennials. And don’t just share what you find. Add your comments. Be in the conversation!
  6. Show them a simpler life. Millennials are used to convenience. When they’re ready to buy a home, it needs to be low-maintenance. They don’t want to mow a big yard. A balcony or patio is sufficient outdoor living space. They don’t want to clean up ashes when a gas fireplace is perfectly fine, thank you. They also don’t want to rely on a car to get where they want, so show them hip, urban locales.
  7. Sustain their desire for sustainability. Eco-friendly homes with sustainable materials (bamboo and cork, for example) and energy-efficient systems are essential. Show them how a home can be managed by their smartphone and you’ll have their attention.
  8. Give them outlets for their tech toys. Homes should have plenty of electrical outlets so that Millennials can plug in their chargers, home theater system, gaming stations, etc.
  9. Break down the walls. Show them an open floor plan. Don’t waste your time extolling the virtues of a formal dining room or built-in bookcases (remember, they download their books). Instead, point out the smart use of space and the flexibility of a floor plan.
  10. Cosmetic changes are ugly. While some of your buyers can see through the jarring façade of black appliances, wallpaper, and vinyl flooring, Millennials don’t know what’s an easy fix—or they just don’t want to do it. A new home is ideal for these buyers who want move-in ready!

It’s not tougher to sell a new home to a Millennial. You just have a different set of obstacles and challenges. This is a growing market with tremendous potential for new home sales. Are you ready?

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

Six cool, calm approaches to selling your home during the winter

Categories: New Home Sales, New Home Sales Marketing | Posted: February 10, 2016

Don’t let challenging winter months affect the sale of your current home! Here are a few tips for selling your house in the winter.

Tips For Selling Your Home In The Winter

  • Think minimal yet warm. Keep holiday decorations minimal and tasteful. And make sure to take them down in a timely manner. Feel free to spread some warmth, though. Nothing is more welcoming than some hot apple cider or tea for potential buyers to savor as they explore your home. Plus, it’s never a bad thing for your chilled buyers to take a minute or two to warm up in the kitchen before heading back into the cold.
  • Keep it cozy. Tailor your listing description for wintertime. Play up the amenities that are desirable during the winter: an attached garage, a new water heater or HVAC components, a fireplace or skylights. You might also mention that your home is close to a gym or fitness center so that buyers know they can work out during winter months, when they’re less likely to be able to exercise outside.
  • Put a positive spin on winter. Not everyone hates winter, so play up your proximity to ski slopes, skating rinks, etc. You can also include that your home is within walking distance to the grocery store or pharmacy, or minutes from the bus or commuter rail line – all selling points if the weather is bad.
  • Price it right. Wintertime usually means fewer homes are on the market, so take advantage of it! A properly priced home can lead to a bidding war between buyers, which can ultimately increase the price you get for your home and decrease the time it’s on the market. On the other hand, an overpriced home can sit for months on the market, which is not something you want when spring rolls around and your competition spikes.
  • A home for all seasons. One of the challenges of selling a home in the winter is that curb appeal is, well, curbed. The flowerbeds are empty, the trees and shrubs are asleep. Since you don’t necessarily want to wait until springtime to show your home, you need to help buyers visualize what your home looks like during all seasons. Take photos of the cherry tree in the front yard that’s absolutely beautiful during the spring, or the oak out back that turns magnificent colors in October, or the hydrangea that’s glorious in June. Include these photos with your home’s online listing and highlight each season’s best features.
  • Winterize your open house. If you are having a winter open house, make sure your driveway, walkways, and porches are clear of snow and ice, and that the heat is on. Your potential buyers have slogged through the inclement weather, so set out a doormat mat so they feel welcomed and can wipe their feet before entering. The attention to detail will show that you care about your house, which potential buyers will appreciate.

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.