(Hint: It’s not as logical as you think.)
Spend five minutes in an estate agency office and you’ll hear lots of talk about price per square foot, mortgage rates and negotiation strategies.
But here’s the truth…
Homes don’t sell because of logic.
They sell because of emotion.
After years of showing buyers around properties across Exeter — from St Leonard’s period townhouses to modern homes in Alphington — one thing is always clear:
People decide with their heart first. Their head just catches up later.
So if you’re thinking of selling in 2026, here’s what’s really going on in a buyer’s mind.
1️⃣ The First 90 Seconds Matter More Than You Think
Before we’ve even taken coats off, buyers are already forming an opinion.
It starts at the kerb.
- Is the front door clean and freshly painted?
- Are bins tucked away?
- Does the property feel cared for?
That first glance quietly sets the tone for the entire viewing. In areas like St Leonard’s and Pennsylvania, where buyers expect character and charm, presentation carries even more weight.
Once inside, lighting and layout take over. Dark hallways or cluttered entrances can subconsciously make a home feel smaller than it actually is.
The goal?
Let the buyer breathe when they walk in.
2️⃣ Buyers Buy a Feeling — Not Just a Floorplan
You can have the perfect square footage, but if the property feels cold, cluttered or overly personal, it becomes harder for someone to picture themselves living there.
We often say:
“You’re not selling your home. You’re selling their future in it.”
Simple changes can make a huge difference:
- Neutral tones
- Warm lighting
- Fresh flowers
- Clear surfaces
- Subtle scent (nothing overpowering!)
In Exeter especially, lifestyle is a huge driver. Proximity to schools, walks along the Quay, coffee in Magdalen Road — buyers are imagining their weekends as much as their commute.
3️⃣ Kitchens Win Hearts. Storage Wins Offers.
There’s a reason everyone lingers in the kitchen.
It’s where buyers imagine:
- Family dinners
- Hosting friends
- Morning coffee routines
But here’s the interesting part…
While kitchens spark emotion, practical features like storage, parking and EPC ratings often secure the final decision.
In many Exeter areas, off-road parking can quietly tip the scales. It might not be glamorous — but it matters.
Emotion brings the offer.
Practicality justifies it.
4️⃣ Overpricing Disrupts Psychology
This one’s important.
When a property is priced too high, it doesn’t just reduce interest — it changes how buyers perceive it.
Instead of thinking:
“This feels right.”
They start thinking:
“What’s wrong with it?”
Buyers are incredibly well-informed now. If something feels misaligned with the market, doubt creeps in quickly.
Strategic pricing creates momentum.
Momentum creates competition.
Competition creates strong offers.
It’s a psychology chain reaction.
5️⃣ The Exeter Factor
Every city has its own buying personality — and Exeter is no exception.
We see three main buyer mindsets here:
- 🏡 Families wanting long-term stability
- 🚆 London relocators comparing value
- 📈 Investors watching yield and growth
Each group views homes slightly differently. Understanding that subtle psychology can shape everything from marketing photos to how viewings are handled.
That’s where local knowledge really makes a difference.
So What Does This Mean for You?
If you’re thinking about selling, don’t just ask:
“What’s my house worth?”
Ask:
“How will this home make someone feel when they walk in?”
The difference between a good sale and a great sale often lives in that answer.
And if you’d like honest advice on how your property might be perceived in today’s Exeter market — we’re always happy to chat.
No pressure. Just insight.
