Showing a Home Using Dubious Language Lowers Buyers’ Expectations

Last evening I was watching an HGTV homebuyer’s show and I noticed that the agent was using what I term as ‘dubious’ language to show the home.

In search of new real estate, the buyers desired a large master bedroom and the option to build a swimming pool. During a tour of one particular home, the buyer turned into the hallway between the bedrooms and poked her head into a random room. She said to the agent, “This must be the office” and the agent said, “This is only the master bedroom.”

This struck me as strange because using the word ‘only’ denoted something ‘unimportant’. Of course when the buyer walked into that bedroom, which she thought was an office, she was predestined to be disappointed. I believe the agent set the stage for that disappointment. The agent might have said, “This is the master bedroom” and then proceeded to bring up the positive points about the room.

As they walked to the back of the home and looked outside in the wide but short-lengthened yard, the buyer said, “Where can I install a pool?” The agent replied, “Oh, you can stick one over there” as she pointed to a far corner of the yard away from the sliding back doors where many people prefer to situate a pool.

I could not get the word ‘stick’ out of my mind. I just do not think that ‘stick’ was the right word to use. Again, it created a doubtful visual in the buyer’s mind and set the stage for lowering expectations.

Another time, [different program], an agent was showing bedrooms and said to the buyer, “This is just a small bedroom.” Again, the word ‘just’ shot out at me because it pigeonholed the minute value of the space. I believe it would have been better to simply state,“This bedroom can be used for an office or a nursery.” Using positive descriptions gives the buyer a better vision of what the space could be and not that it was ‘just’ a small room.

Words like ‘just’, ‘only’ and ‘stick’ can create a negative visual for a buyer. They create upfront doubt. When showing a home, I believe it better to eliminate these words all together.

Tagged with: agents • buyers • homes • Real Estate

Filed under: Advice • Real Estate

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