Do Your Understand Your Buyer?

Buyers are younger.

Scratch that.  Everyone is younger.  I was at my son’s back to school night this fall, and we were asked to write down a memory of our first grade year.  One father sitting with me at the tiny table, started drawing a stick figure in bell bottoms.  His wife burst out laughing.  “What,” she scoffed.  “You think you grew up in the 70s?” as if anything so preposterous could happen.    I had kind of assumed they were about my age, but looking at them, I realized that he had just started shaving about three years ago, and she looked a lot like one of our babysitters.  I was the set of Zach and Cody meets the Twilight Zone.  “I am not THAT old!” retorted eye candy daddy.

At that moment, they both looked up, embarrassed, suddenly realizing that they were sitting with some oldsters like me, who, though amazingly well-preserved, had actually come of age in the 70s. It was quite a moment for everyone.  They were embarrassed; I was shocked that I was, in fact, not their age, but closer to their parent’s age.   

It is a truism that we feel at least 10 years younger than our chronological age.  I would like to add to that.  I think that younger people think anyone older seems 20 years older.  Just like the majority of your buyers cannot see how a house could be unless you show it to them, most people cannot imagine that they will ever be so old and fusty.  And even if they do have the imagination to realize that they will age, they do not want to think about it.

Combine this with the fact that buyers are invariably younger than sellers.  So you want to please your buyer, right?  Give them what they want:  a hip house worthy of an up and coming youngster.  Don’t show them your “it was stylish ten years ago before I needed a neck lift” decor.  They don’t want to see that.  Be honest, you don’t even want to see that.   Stage your house to please your buyer.  It will sell.