What do buyers notice first when they walk into a home? Experts offer a variety of opinions: smell, cleanliness, layout, curb appeal. (Source: HAR, House Beautiful.)
All those things are important, and should be aligned to tell a consistent story about the home. This story must focus on the home’s advantage to make sure it stands out and is memorable. For more, see “Why Some Luxury Homes Don’t Sell.”
First impressions matter. According to a survey of 2,000 homebuyers done by Mortar Research, the average time spent viewing a home before making an offer was just 49 minutes. One-fifth of buyers spent less than 20 minutes before deciding to make an offer. (Source: The Guardian.)
So, what do they look at? The British real estate firm Zoopla used eye-tracking glasses to find out. Surprisingly, viewers’ eyes were drawn to things they weren’t buying: decor. This included mirrors, plants, rugs and pictures. They looked at ornaments, hand soaps and even cosmetics.
Yet what captures buyers' attention is not what drives their preferences. Studies have shown that people judge open rooms with higher ceilings as more beautiful. Similarly, they are more likely to leave rooms that feel small or enclosed. People are also hard-wired to prefer outdoor views. (Source: Alborg University, Sage Journals.)
How It Affects Sellers
If people value spaciousness, but look at personal items, what should sellers do?
The answer is not simply to remove clutter. The goal is to make every object in the home reinforce the qualities buyers actually want: openness, light, and space.
Three simple steps can help:
Remove visual distractions. Family photos, collections, excess accessories, and personal items draw attention away from the home's architecture and layout.
Create clear sight lines. Arrange furniture so buyers can easily see through rooms and toward windows, views, and outdoor spaces. The eye should travel effortlessly through the home.
Use décor to emphasize spaciousness. Choose fewer, larger decorative elements instead of many small ones. Properly scaled furniture, mirrors, and thoughtfully placed artwork can help rooms feel larger and more open.
Buyers spend less than an hour deciding whether a home is right for them. Make sure the things that capture buyers' attention reinforce the qualities they value most: openness, light, views, and space.
