Curb Appeal: The Other First Impression

At last we come to the traditional "First Impression"! The impression most people think of when they hear the phrase. It has been a long and virtual journey, but finally we have arrived!

Everyone in the car! We're going for a drive and look at a house.

But, before we start, let's all check our luggage.

How many people already looked at the house on the Internet and so, already have a First Impression of the house? WOW, almost 80% of us already have feelings and expectations. Um, are those good feelings and positive expectations? Interesting, some of you have a feeling that this house really could be the one, and some of you are just along for the drive.

What could cause that disparity? You want a Victorian and the house is contemporary? Yep, that could make a difference. Oh, the house is painted purple, and you don't like purple? Well, take a look anyway - paint can be changed. The house has three bedrooms and you absolutely have to have five? If you want to, you can get out of the car.

What about the rest of you who do not have a good feeling about the house? Ah, good old emotional reactions. Let's look at the Internet listing. I see the pictures are clear and well lighted, but the house does look a wee bit cluttered, the rooms seem a bit too small. And the written description is kind of sketchy, isn't it?

I can see why you feel, at best, neutral.

What about those of you who are already hopeful? You want contemporary? You need at least three bedrooms? You like purple? You really want to live in that school district? It's a good commuting distance to your office? Golly, there are a lot of reasons to have a good or bad feeling after looking at the house on the Internet.

Start the car. Let's go.

Driving up to the house now. This is exciting, isn't it? Even those of you who were not impressed with the Internet listing are curious, aren't you? Thinking maybe you could change your mind?

Stop right in front of the house.

Check the condition of the driveway. If it is in pieces, it is going to make a lot of us feel the rest of the house is also poorly maintained. Check the front yard and lawn - any maintenance issues there? Is the front yard neat and clean? Or are there gardening tools and children's toys everywhere? A cluttered front yard makes you worry about what is inside, doesn't it?

Hey, check out the front facade. Is it clean? Is the paint even or splotchy? Does the garage door sag? It is amazing how much you can learn about a house while sitting out front in the car, isn't it?

You may not have noticed, but most of you already have a strong, emotional First Impression. Those of you who did not see photos on the Internet, have you noticed, just from sitting in the car and sweeping the place with your eyes, most of you are already thinking, "yes" or "no"?

And those you who saw the house first on the Internet, has anyone's feeling changed? Not many.

The "yes" people are anxious to look further. If you can, "no" people, come along with us - just in case looking further makes you re-evaluate that negative feeling.

Let's get out and walk up to the front door, shall we? Let's try to move from emotional to logical. Okay, a few of you who just don't like what they see can remain in the car. But the rest of us, still curious or hopeful, let's get out.

Walk carefully on the pathway to the front door. Is it easy to find? Level? Well maintained? It is made of packed dirt (and did it rain recently)? Concrete? Field stones?

Up the steps to the front porch. What are the steps made of? Are the level and sturdy? Is there a banister? Are there cobwebs on the front porch? What kind of condition is it in? Is there any furniture on the porch? Would you enjoy sitting in the furniture and looking at the view? Go ahead, give it a try.

Standing at the front door now. Is it well maintained? Clean? Attractive? Would you be proud to have friends walk up to that front door?

Okay, some of you got your First Impression from the Internet and some of you got your First Impression when you drove up to the house. Now that we are unlocking the front door, how many of you have changed your minds about the house? Positive or negative, how many of you feel differently than you did when you first saw the house and yard?

Not many.

My friends, emotional reactions are powerful reactions. Study after study shows that, even if there is a logical reason to change a First Impression, that first feeling rarely changes.

That is the reason sellers need to work very, very hard to make the approach to their house look as neutral, and well maintained, and uncluttered, and generically attractive as possible. That is the reason the Internet photos should not be taken until after the house is repaired and staged.

I misled you. Sorry, but I wanted to catch your attention.

Whether it is on the Internet or in a car, you really do only get one chance to make a First Impression. Everything about the sale that happens after that, is probably going to be based in that first feeling.

Do not stage the inside and ignore the outside. You will lose some potential buyers if you do.

And, buyers, try to understand your First Impression is probably going to be emotional. Give the house a look. Sometimes, that impression will change itself. That will only happen when your emotional next impression overwhelms your First Impression. It does not happen often. But, when it does happen, it is very important.

So important, I am going to discuss it next.

Happy Saturday everyone! And, I enjoyed the road trip.