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Buyers ignore most important features when viewing homes

A new analysis of buyers’ actions during viewings suggests many effectively ignore the truly important features, and are instead distracted by items which are not even part of the property.

Zoopla is trialling eye-tracking software during the viewing process, to assess where real home-hunters focus their attention during a viewing. 

Last week there was much publicity for that fact that Zoopla found buyers spend just 34 seconds looking at a bedroom, and just 1.2 minutes in the kitchen. 

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Now it’s been revealed that rather than focusing their attention on important things such as the condition of the boiler, water pressure or signs of damage or damp, homebuyers are more likely to spend time admiring items that wouldn’t even be there when they moved in, such as ornaments, furnishings and decorations. Mirrors, plants and pictures proved particularly popular. 

In the hallway, while the coat rack, rug and ornaments were viewed for over a second on average (1.8, 1.2 and 1.1 seconds respectively), structural elements of the property like the ceiling, flooring, radiator and walls were looked at for under a second, or not at all.  

Many participants were distracted by the feature walls in the bedroom, returning their gaze up to 19 times in various rooms.

Despite being given a full tour of the house, trial participants were least interested in flooring, the roof and the ceiling; and they didn’t look at radiators for longer than 0.5 seconds in any room despite being a crucial component of a home’s heating system.

The home’s structure including flooring and ceilings earned 38% of the share of attention, with cosmetics and furnishings earning 54%. 

The trial follows research from Zoopla amongst 2,000 homebuyers who have attended house viewings in the past five years. 

It found that just half (50%) of prospective homebuyers check something as important as the boiler and fewer check the water pressure (25%), wifi strength (24%), attic (23%) and cellar (17%).

However, when it comes to cosmetic features and furnishings, these garner a lot more attention. A  quarter admit to looking at pictures of the family that live there (25%) and their home technology (24%). Furthermore 31% look at their flowers, 37% admire their furniture and 14% could be stretching the boundaries of what is acceptable by rummaging through drawers and cabinets, and one in eight (13%) see how comfortable the owners' bed and sofa is.

Two-fifths (38%) don’t check for damp and three fifths (57%) don’t check for condensation according to the consumer research. 

This corresponds with the eye-tracking experiment’s results which showed that while viewers were checking out the bath and shower, the ceilings, which are most prone to damp and condensation in bathrooms, were looked at for the lowest period of time at just 0.34 seconds, taking up just 3% of the share of attention.

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    Quite interesting info. After doing the selling role for many years, i have reversed roles and recently become a buyer again. You literally have 20 mins to make one of the most important decisions of your life before the Estate/viewing agent is ushering you out so they can get to their next viewing.

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    So after watching the online tour, looking at the image gallery, floorplans, Google Streetview, etc., do you need longer than 20 minutes? Buyers are able to arrange a second viewing if they're keen.

     
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    David, i feel like i have spent days online looking at all this info. Bored stiff of it. I'm just making the point that there's not a lot of time on the viewing. After hearing of course that there are other parties booked into view.

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    I don't see anything surprising in this.....providing that buyers commission the services of professionals to worry about the things they don't.
    For the buyer the aesthetics and cosmetics are the things they are going to live with day in and day out. So, of course, they are of primary importance.
    Most prospective buyers are not sufficiently skilled to assess damp, condensation, the age and condition of the boiler, subsidence etc etc, and especially not during a 20 minute house tour.
    Nor are they expected to look at the title, searches or covenants.
    That's why buyers employ the services of professionals like conveyancers and surveyors!

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