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Selling a home isn’t just about slapping down a fresh coat of paint—you need to delve into home buyers’ brains and figure out what makes them tick. From the moment they spot your listing to the instant they walk through your door, what persuades them to make an offer, and stick around to close the deal? To find out, we culled the most recent scientific studies that examine the home-buying mind to find out what turns it on—and off—and how you can use this information to your advantage.

Buyers know within seconds if they want a home

With a decision as weighty as a home purchase, one might think that buyers deliberate over all the pros and cons before they decide to sign on the dotted line. Yet studies show this is not the case.

According to the “Psychology of House Hunting” report by BMO Financial Group, 80% of prospective buyers know if a home is right for them within seconds of stepping inside. The reason? Researchers theorize that our minds process far more information in less time than we think, so a lengthy deliberation process may be a waste of time.

Take-home lesson: Since buyers know within seconds of entering your home whether it’s The One, you’ll want to spiff up the area they’ll see in that time frame—namely, your foyer.

“It can be a challenge to keep this area tidy since that’s where homeowners put their mail, keys, coats, shoes, dog leashes, and other items,” says Sissy Lappin, a real estate broker in Houston.

Containers are key for keeping this mess under control: baskets or racks for shoes, bowls for keys and change—and, unless you have a nearby closet, you can never have too many coat hooks. Be sure to stash any seldom-used items elsewhere. Anywhere else.

They find aromatherapy confusing

It’s not all about what home buyers see; what they smell matters, too. But that doesn’t mean you should fill your home with potpourri or freshly baked cookies.

These “complex” scents can actually backfire in homes, according to a study by Eric Spangenberg at Washington State University, who found that shoppers will spend 32% more in stores where he piped in a simple orange scent rather than a multifaceted blend of orange, basil, and green tea. The reason? Complex scents may be nice, but they’re also more distracting as people try to figure out what they are.

As Spangenberg explained to the Wall Street Journal, “They are not there to process the smells. They are there to process whether this is a place they want to live.”

Take-home lesson: If you go for a scent, keep it fresh and simple. Spangenberg recommends lemon, basil, or pine. You have no time to grab scented candles?

“As a quick fix, I splash Pine-Sol down the sink,” says Lappin. “While certain scents might appeal to one gender but turn off the other, everyone loves the smell of clean.”

They’re wary of the number 9 in a price

On just about any shopping spree, we’re wooed by “charm prices”—in other words, T-shirts or towels priced at $9.99 rather than a round $10—because consumers tend to think that prices ending in 9 are a way better deal. Only with big purchases like homes, charm pricing makes buyers wary.

 

According to a study by Old Dominion University, 9’s near the end of a home price—say, $199,000 versus $200,000—are a turnoff. Why? Because these homes appear to be trying too hard to look like a bargain, and buyers don’t like that whiff of desperation when it comes to such a big purchase.

Take-home lesson: Avoid 9’s near the end of your asking price, because buyers may have a knee-jerk impulse to turn away.

“Charm pricing may be fine for T-shirts, but it looks sleazy on a home,” Lappin says. “You feel like you need a shower after seeing the price.”

Prices with round numbers are a turnoff, too

Another number no-no? Pricing your home with round numbers with lots of zeroes, like $200,000, seems like you pulled this number out of a hat. A more specific number like $217,000, on the other hand, makes it look like you’ve really done your homework and know exactly what your home is worth.

One study by Columbia Business School found that negotiators who ask for specific amounts are more successful than those who make rounded offers.

Take-home lesson: Avoid the round number trap and make sure your asking price is specific.“It will sound like you’ve run the numbers on your home, right down to the exact square footage,” says Lappin. “Oftentimes buyers will ask, ‘Where does this number come from?’ and I’ll say, ‘This seller has done their research and it will take an hour to explain it.’ That’s usually enough to convince them to fall in line.”

Buyers fall hard for staged homes

Staging a home to sell is all the rage these days, and research shows it works: A study by the Real Estate Staging Association looked at 63 unstaged homes that sat on the market for an average of 143 days. Once those houses were professionally staged, they sold, on average, 40 days after their makeover.

Take-home lesson: Pay attention to presentation. But you may not have to open your wallet for a professional stager; the basic premises are simple ones that anyone can put into practice. For one: If you’re already moved out, get some furniture back in the house.

“Seeing a house without furniture is like seeing someone naked in bright light: You can see all their flaws,” says Lappin. Or, if your home does have furniture, make sure it’s the right furniture for each room.

“If you turned your college kid’s bedroom into an office/workout room, change it back to a bedroom,” says Lappin. “I don’t care if it’s four-bedroom—if you only have a bed in one room, it will be perceived as a one-bedroom house. It may sound weird, but that’s how people think. They may say they have imaginations, but they really don’t. On a subliminal level, they take what they see to heart.”

Courtesy of Realtor.com

Autumn chores: raking leaves, weatherproofing, storing the patio furniture and preparing for next year’s tax returns.

With nearly three months left in the year, jumbo-mortgage borrowers still have time to make tweaks that can lessen what they owe in April. Here are some tips from tax experts—but be sure to consult a tax professional for specifics on your return.

First, the tax rules are tricky for home sellers who have claimed a home-office deduction.

IMF head Christine Lagarde warned of souring global growth prospects at a Council of the Americas speech Wednesday. But this hasn't registered in the U.S. housing market yet, according to Freddie Mac's latest Primary Mortgage Market Survey.

Thirty-year fixed-rate mortgages averaged 3.85% during the week ending Oct. 1 — merely a one-basis-point decrease from last week, the weekly report found. The 15-year FRM averaged 3.07%, also a one-basis-point increase from the week ending Sept. 24.

Similar short-term trends were observable in adjustable-rate products. The five-year Treasury-indexed hybrid loan and one-year Treasury-indexed ARM were both unchanged week-over-week, averaging 2.91% and 2.53%, respectively.

But given a longer outlook, these indicators have dropped significantly. Thirty-year FRMs averaged 4.19% in the same period last year, while 15-year FRMs averaged 3.36%, which represents a 34-basis-point and a 29-basis-point drop, respectively.

Mortgage rates have slid in recent months. This is the 10th consecutive week they have stayed below the 4% benchmark.

They’re those much-discussed, much sought-after, in some corners much drooled-over striking, iconic wood-and-glass structures with open floor plans, seamless integrations with their natural surroundings, and pedigrees from world-class architects whose very names—Eichler! Neutra! Wright!—send spasms of envy into the hearts of many home seekers.

Owning an architecturally significant home from what’s become a visually fetishized era, the middle of the past century, can be the culmination of a lifelong dream—or a total rehab nightmare.

For home buyers considering a Mid-Century Modern residence, it’s important to go in with your eyes open, and that means asking the right questions.

The financial side of home buying can sometimes feel like a nightmare in which you’re stuck in a calculus final that never ends—and you’ve forgotten the meaning of everything.

PITI (or principal, interest, taxes, insurance)? Prepayment penalties? Contingencies? “Confusing” is an understatement. We’re the first to admit that looking for a house is lots of fun—but paying for one? Not so much.

But if you have a solid mortgage broker to help tutor you through the process, you’re guaranteed to bring your A-game to the home-buying table. In addition to helping you find the best deal, a mortgage broker is also an invaluable resource for newbie buyers trying to understand how this complex, and often tortuous, undertaking works.

Here’s what your mortgage broker wishes you knew from the start:http://www.realtor.com/advice/finance/five-things-your-mortgage-broker-wishes-you-knew/