The moment a buyer clicks through online photos of a home, they have already made an emotional decision—much like when they scroll through Airbnb listings. According to Kristin Egmont, a Connecticut real estate agent with over 20 years of experience in Fairfield and New Haven counties, this instant reaction is the key to selling a home quickly and for a premium price.
“It’s exactly like when you book an Airbnb,” Egmont said. “Buyers are going through each room with excitement. They’re envisioning themselves there. You want to present your house in a similar fashion to a vacation, because buyers are spending a ton of money and they want to be excited about buying your home.”
This perspective challenges the traditional focus on data like square footage and school ratings. Instead, Egmont argues that the decision to buy is primarily emotional, occurring within seconds of viewing a listing or walking through a door. Sellers who understand this and prepare their homes accordingly are the ones receiving multiple offers and sale prices well above asking.
“Buyers buy emotionally,” she said. “They’re gonna be looking at your home the same way they look at a vacation rental. So you have to get them excited.” The Airbnb parallel extends beyond aesthetics; buyers mentally place themselves in the space, imagining their daily routines in the kitchen, bedroom, or backyard. The listings that win are those that evoke a feeling of belonging, not necessarily the largest or most expensive ones.
Egmont recently saw this principle in action with a rental property that had been beautifully staged by the tenant, a vice president at a major retail company. The home’s presentation was so appealing that buyers were excited to envision themselves living there. The result was seven offers, with the home selling for $80,000 over the asking price. When the first buyer backed out during inspection, the seller quickly moved to a backup offer and closed faster than expected.
This success wasn’t luck, according to Egmont. It was the direct outcome of a home that triggered an emotional response. For sellers looking to replicate this, Egmont recommends starting with decluttering. Overcrowded rooms and excessive personal items prevent buyers from seeing the space as their own. “Remove the stuff so they focus on the room,” she advised. “Then they can envision what their pictures will look like on the wall, what their furniture will look like.”
Curb appeal is equally important. Simple improvements like fresh mulch, power-washed siding, and flowers can make a significant difference. Egmont mentioned a listing where she brought in a painter and carpenter to fix exterior wear—moss on the garage roof and chewed moldings from the owner’s dogs—resulting in five offers. Professional photography, social media walkthrough videos, and a strategic launch plan also play a role, but the foundation is making buyers feel an immediate connection.
Egmont’s approach is detailed on her seller process page. She emphasizes that these strategies don’t require a large renovation budget; they simply require a shift in mindset. By treating a home like a vacation rental, sellers can create the excitement that leads to faster sales and better prices.
