As realtors, we know that selling a home is about more than just square footage and granite countertops. It’s about creating an emotional connection between the buyer and the space. One of the most effective ways to do this is by appealing to the five senses—sight, sound, smell, touch, and even taste.

The sign “Stop Cooking Fish Before a Showing!”? It’s a lighthearted reminder of the critical role that our senses play in the home-buying experience, especially the sense of smell, which can either make or break a potential sale.

The Psychology of the Five Senses in Home Sales

When buyers walk into a home, they immediately start forming opinions, often without even realizing it. This process is driven by the brain’s limbic system, which is responsible for emotions, behavior, and long-term memory. The sense of smell, in particular, is directly linked to this part of the brain, which is why certain scents can evoke powerful emotions and memories. A study by the National Association of Realtors (NAR) revealed that 35% of buyers decide whether or not to buy a property within the first few minutes of seeing it. This statistic underscores the importance of creating a positive first impression, which is heavily influenced by the senses.

Why Scent Matters

The sense of smell is often underestimated in real estate, but it can have a profound impact on a buyer’s perception of a home. Strong or unpleasant odors—like those from cooking fish—can create a negative impression that’s hard to shake. Conversely, pleasant scents can make a home feel more inviting and comfortable, helping buyers envision themselves living there.

Actionable Tips for Sellers: Engaging All Five Senses

To maximize a home’s appeal, it’s essential to engage all five senses during showings. Here’s how sellers can do that effectively:

1. Smell

• Eliminate Odors: The first step in creating a welcoming environment is to eliminate any

  

  unpleasant odors. This includes strong cooking smells, pet odors, and musty scents. Deep cleaning carpets, upholstery, and curtains can help, as can using air purifiers.

• Use Neutral Scents: Opt for neutral, pleasant scents that appeal to a wide audience. Freshly baked cookies, vanilla, and citrus are popular choices because they evoke feelings of warmth and comfort. According to a study published in the Journal of Environmental Psychology, certain scents, like citrus, can actually improve mood and increase the perceived value of a home.

• Fresh Air: Nothing beats the smell of fresh air. Before a showing, open windows to let in the breeze and ensure the home feels fresh and clean. This is especially important in Southern Utah, where the dry, warm climate can sometimes lead to stuffy interiors.

• Strategic Use of Essential Oils: Essential oils can be a great way to subtly enhance the atmosphere of a home. For example, lavender in the bedroom promotes relaxation, while eucalyptus in the bathroom creates a clean, spa-like vibe. However, avoid overpowering scents, as they can be just as off-putting as bad odors.

2. Sight

• Maximize Natural Light: Natural light is one of the most sought-after features in a home. Open curtains and blinds to let in as much natural light as possible. This not only makes rooms appear larger but also highlights the home’s features. A study by Zillow found that homes with abundant natural light tend to sell faster and for more money.

  

• Declutter and Stage: A cluttered home can make spaces feel smaller and more chaotic. Encourage sellers to declutter and depersonalize their homes before showings. This allows potential buyers to envision their own belongings in the space. Professional staging can also make a significant difference, helping to highlight the home’s best features and create a cohesive, inviting atmosphere.

• Neutral Colors: While bold colors can be appealing, they don’t always resonate with every buyer. Neutral colors, on the other hand, provide a blank canvas that allows buyers to imagine the space as their own. Consider repainting walls in soft, neutral tones that appeal to a broader audience.

• Highlight Focal Points: Every home has its unique features, whether it’s a stunning fireplace, a breathtaking view, or beautiful hardwood floors. Make sure these focal points are highlighted during showings. This could mean rearranging furniture, adding accent lighting, or simply drawing attention to these features in marketing materials.

3. Sound

• Create a Calming Atmosphere: Background music can significantly influence a buyer’s

  

  perception of a home. Soft, instrumental music, like classical or acoustic tunes, can create a peaceful, inviting atmosphere. However, be mindful of the volume—music should enhance the experience, not dominate it.

• Minimize Disruptive Noise: Noise pollution can be a deal-breaker for many buyers. If the home is located in a noisy area, consider scheduling showings during quieter times of the day. Inside the home, take steps to minimize disruptive sounds, like barking dogs or loud appliances.

• Use Sound to Your Advantage: In certain cases, sound can be used to enhance a home’s appeal. For example, the sound of a crackling fireplace or running water from a fountain can create a sense of comfort and tranquility.

4. Touch

• Texture and Cleanliness Matter: The way a home feels can be just as important as the way it looks. Ensure that all surfaces are clean and well-maintained. This includes everything from countertops and floors to doorknobs and light switches. A clean, smooth surface feels inviting and suggests that the home has been well cared for.

  

• Comfortable Textiles: Adding soft, comfortable textiles can make a home feel cozier and more inviting. Think plush throw pillows, fluffy towels, and cozy blankets. These small touches can create a sense of luxury and comfort that appeals to buyers on a subconscious level.

• Temperature Control: A home that’s too hot or too cold can make buyers uncomfortable and distract them from appreciating its features. Ensure that the temperature is set to a comfortable level—typically around 68-72°F—during showings.

5. Taste

• Offer Light Refreshments: While taste isn’t always applicable in real estate, offering a small

  

  treat can create a positive experience for buyers. A plate of freshly baked cookies, a bowl of seasonal fruit, or a selection of bottled water and coffee can make buyers feel more at home. This simple gesture not only engages the sense of taste but also leaves a lasting impression.

• The Power of Fresh Baked Goods: The smell of freshly baked goods, combined with the taste of a warm cookie, can evoke a sense of comfort and nostalgia. It’s a small detail, but one that can create a memorable experience for potential buyers.

Conclusion: Creating a Sensory Experience

Selling a home isn’t just about listing features and setting a price—it’s about creating an experience. By engaging all five senses, sellers can create an environment that resonates with buyers on multiple levels. This not only increases the chances of a quicker sale but can also lead to higher offers.

When preparing a home for sale, remember that buyers aren’t just purchasing a property—they’re buying a feeling, a lifestyle, and a future. By paying attention to the details and appealing to the senses, you can help buyers envision their life in the home, making it an irresistible choice.

By incorporating these sensory strategies, you’re not just selling a house; you’re selling an experience. Let’s create a space that buyers can’t resist!

If you're considering buying, selling, or building a home in Southern Utah, contacting us at goDalley Real Estate is the first thing you should do. We have been a part of this amazing community for over 30 years, and our local expertise and deep understanding of the Southern Utah real estate market set us apart from every other realtor. CLICK HERE!

References:

• National Association of Realtors (NAR) research on home buying decisions.

• “The Scent of a Sale: Why Smell Matters in Real Estate,” Forbes.

• “The Psychology of Color and Scent in Real Estate,” Psychology Today.

• Zillow study on the impact of natural light on home sales.

• Journal of Environmental Psychology study on the impact of scent on mood and perceived value.