Buyers use all of their senses to experience your home. The buyer is there to make a big decision, and they will be comparison shopping. Their job is to eliminate homes and reduce the list of choices. A dark interior, unpleasant smell, barking dog, or uncomfortable temperature can take the home off the list.

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　　I see this happen all the time. The simple experience of being in the home during the showing is a key indicator of whether the buyer will enjoy living in the home later. Consider the builder's model home. It very light and fashionably decorated, with soft music and pleasant scents. This sends a message to the buyer that the home has been prepared for him, and he is welcome to enter. People are often sold when they walk in.

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　　Some tips: Take off some screens, open blinds, increase bulb sizes, play some light music, and make sure the temperature is perfect. Be careful that your scents are designer quality. Don't use plug in scents that remind people of a public bathroom. Create a good mood with natural and lamp light. Use pillows, framed photographs, books, fresh towels and flowers throughout the home. Avoid having the TV on. Be very careful about cat litter boxes or other pet odors.

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　　Sellers often ask if it would be best to show their home furnished or vacant. Of course this depends on how the home is furnished. If your home is dirty, messy, and poorly decorated, you need to stop and assess the situation. It may be possible to move out, and then stage the home with a few pieces of furniture and accessories. There are staging services that can help with this. Generally, some furniture will help to soften the interior and show it in an optimum way. However, I prefer a vacant house over a disaster.

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　　It is important to keep the buyer's focus on the property, and not on your family. Remove most of your personal collections, family photos, political statements or artistic expressions of yourself. These distract from the important mission that brought the buyer into your home.