Ever left a showing thinking it went great, only to get ghosted days later?
You’re not alone. According to NAR and Zillow data, most buyers forget 80% of what they see within 24 hours unless something emotional or engaging stands out. If you’re simply walking through a house and reading the MLS sheet, you’re not creating a connection—you’re creating a forgettable transaction.
Today’s consumers are flooded with information, advice from relatives, social media comparisons, and fears about timing or rates. That makes buying a home a classic "considered purchase"—a high-emotion, high-stakes decision that takes time and reassurance.
They don’t just need facts. They need clarity. Confidence. Excitement. They need to feel something during that showing that sticks with them when distractions return.
Experience-Based Selling (EBS) is the antidote to transactional, forgettable showings. Instead of rattling off square footage and features, you help buyers visualize their life in the home. You become a guide in their journey.
Imagine instead of, "This is the living room," you say:
"Can you picture yourself hosting Thanksgiving dinner here?"
Or instead of, "This kitchen has and open concept" you say:
"This is where your kids will sit and tell you about their day while you cook."
This is not fluff. It taps into how the brain makes decisions—emotion first, logic second.
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Walk and Talk Discovery
Ask open-ended questions: "What drew you to this area?" "How do you see yourself spending weekends here?" -
Anchor Their Likes in Emotion
Summarize what they liked and attach a feeling:
"You mentioned the view and the quiet—sounds like peace of mind matters to you." -
Use a Home Rating Scale
Ask: "On a scale of 1 to 5, where does this one land?" This reveals clarity and readiness. -
Close with the Logical Next Step
Never end with "let me know what you think." Always offer the next best action: "Want me to pull comps and set up a second visit with your partner?"
If you want to be unforgettable, stop narrating the MLS sheet. Start creating experiences. The homes won’t sell themselves—but they will if you help people see their future inside.
Experience-Based Selling isn’t a gimmick. It’s how the human brain makes decisions. And in a world full of distractions, the agent who guides a feeling is the one who wins the client.