When people purchase real estate on Hilton Head Island they will justify it logically, but purchase it emotionally.

What do I mean when I say they will purchase emotionally? 

They want a good buy, but they buy something that excites them that is in good condition which is why one of the three most important things in selling property today is condition.

For example, many times when we go out to list an older home the carpet will be filthy shag carpet and the seller will say, “I know I need to replace the carpet, but I will just give a carpet allowance.  Plus, if I pick carpet out, I will probably pick the wrong color”. 

It does not work that way – people buy on emotions.  If it does not look good or if the condition is not good they simply will not buy it at any cost because there are so many properties available.

I once had a Plantation Club Villas listed for sale.  The walls in the original 2-bedroom Plantation Club were dark colored wood.  I kept telling the seller that we needed to paint that a lighter color and they kept saying that they would give someone a credit.  I told him that they did not understand – you are not going to get an offer because this place does not look good.  After much encouragement, they finally spent $800 to paint the wall a lighter color and the property sold a week later because it was so much more pleasant.  This is the point I was trying to make – people buy what they like.  If they like it they buy it, and if they do not like it then it does not matter what kind of credit you give them, they simply don’t pull the trigger.

Keep that in mind when you are trying to sell real estate on Hilton Head Island.  Look at the property through the eyes of a buyer.  Is the house cluttered?  Does it need to be staged?  Do you need new carpet?  Would a paint job help?