Agent

Some smells make or break a sale

Mood of the Market
Published on Jul 6, 2009

Editor's note: This is the second part of a four-part series on sensory homebuying. See Part 1, Part 3 and Part 4. When my boys were young, one of our good-behavior mantras for shopping expeditions was to "look with your eyes, not with your hands." As I wrote last week, in the first installment of this series on sensory homebuying, I've been watching and learning as my buyer clients have evolved far beyond looking with just their eyes, and into house hunting with all of their senses, including a sixth sense we'll get to in a couple of weeks. Beyond sight, which we covered last time, is smell -- not a sense that seems related to homebuying in more than a superficial manner. I take that back: OK, every novice real estate agent has been told to throw some ready-bake Toll House cookie dough in the oven before an open house, to create a warm, yummy aroma (and correspondingly positive associations with the property) to woo attendees. And most agents in the business for ...

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