The Psychology of Fall Real Estate
By Chris Petry
This year, the first day of Fall is on Sunday, September 22nd. That means we’re less than two weeks from the beginning of America’s favorite season. Just what is it about Fall that captures our imaginations and brightens our spirits? After all, it’s the prelude to winter. The beginning of the end of the calendar year. We spend hours raking up piles of leaves on our front lawns and winterizing our homes for the impending chill. None of that, at face value, seems like a heck of a lot of fun.
This article from VeryWellMind.com, takes a more psychoanalytical approach to the question. Dr. Yasmine Saad, a clinical psychologist as well as Founder and Director of NYC’s Madison Park Psychological Services, points to a type of memory called a “temporal landmark.” Temporal landmarks are defined as moments in time that develop structures for how we see and use our time. In layman’s terms, a temporal landmark is a kind of association game. First impressions, as they say, are everything. What happens in Fall? Kids go back to school, we celebrate Halloween, etc. So, when we hear, smell, taste or experience things that remind us of those occasions, the piece of our brain that contains those memories is launched into a kind of overdrive.
The article continues by pointing to research indicating that temporal landmarks can boost our motivation to pursue goals. In their example, Fall is often associated with back to school. Since we don’t go to school as adults, that energy may be applied to our careers and family lives. The human brain is amazingly capable of building these associations, consciously and unconsciously.
Perhaps that’s why demand for homes is incredibly high in the Fall but inventory tends to be low. Those looking to buy are super motivated to do so but those who might sell, are perhaps captured by their temporal landmarks. So, they wait to list until Spring, a season they associate with a new start. This difference in priorities will often result in a slow season.
Maybe it’s time potential sellers began to view Fall as a prime opportunity to put their home on the market, though. Why? There’s less competition. While the competition is buried in their pumpkin spice Frappuccino, savvy sellers with a plan can take full advantage of the exclusivity that creates. Not to mention, they can capitalize on common temporal landmarks to ignite interest. Pumpkins, cornstalks, wagon wheels and hay bales added to décor can create a warm, rustic and inviting atmosphere that caters to the subconscious mind of buyers. In other words, it ups the appeal of your home, increasing the likelihood of an offer from a serious buyer.
Humans are creatures of habit and we seek solace in recognizable patterns and scripts. Learning to tap into that psychology can be beneficial to both buyers and sellers. What better time to make a move toward achieving your real estate goals than the season where people are most nostalgic and at ease? Of course, a licensed REALTOR is well-versed in the psychology of sales, having experienced the full array of real estate situations and outcomes. That’s one of many reasons you need an agent from Berkshire Hathaway HomeServices Stouffer Realty in your corner. Create a whole new temporal landmark where every time you look at your home, you’re reminded of the experience and thus motivated to accomplish yet another longstanding goal. In theory, it just might work!
