The Secret to Selling Your Home - New Study Reveals Surprising Buyer Psychology

A BRIMMING bookshelf and a well-stocked wine rack - some of the surprising ways to make your home more ATTRACTIVE to buyers, according to a new report.

Forget spending thousands on a new kitchen, loft conversion, or expensive extension - the secret to selling your home could be as simple as putting something in the oven.

A new study into the psychology of house buying, has revealed some surprising little details that can make a property instantly more desirable - from freshly cut flowers and beautifully stacked bookshelves to the smell of brewing coffee.

And it seems the car parked outside could be just as important as what's behind the front door.

The nationwide survey of 2,000 British homeowners, commissioned car rental company SIXT, found that almost three quarters (72%) believe an expensive vehicle on the driveway can make a property appear more desirable.

In fact, almost half (44%) have considered HIRING a luxury car for a month to help sell their home, with Mercedes-Benz (47%), BMW (43%) and Audi (35%) topping the list of desirable driveway additions.

UK estate agents say the findings highlight just how much psychology plays a part in the property market, with prospective buyers often making up their minds before they have even stepped through the front door.

Danny Groom, Associate Director and Estate Agent for Crabb Curtis, comments:

"As an estate agent I see every day what pulls people into a house - first impressions really do count and those little details, from a premium car in the driveway to freshly cut flowers or the smell of freshly brewed coffee can make all the difference.

"It's no surprise to me that deciding whether a house is right for you can happen in just seconds.

"Viewing a property is a very personal experience and if buyers see the lifestyle they lead, or want to lead, in a house it can certainly speed along the decision-making process.

"House buying is a competitive process -both for the buyers and sellers, and this research really does go to show that small changes make just as big an impact as large ones when it comes to people putting in that all important offer."

The research, which examined the first impressions, preferences and deal-breakers of British adults when it comes to buying and selling property, suggests that creating the right lifestyle impression can be every bit as important as the property itself.

Indeed, 40% believe the lifestyle a home appears to offer can be almost as seductive as the bricks and mortar themselves.

And buyers are making these judgements remarkably quickly.

An overwhelming 88% form an impression of a property within seconds of arriving, taking an average of just 28 seconds to make their initial judgement.

More than half (55%) say the appearance of a property from the outside has a major influence on whether they would buy it, while 88% agree that kerb appeal plays an important role in buying and selling a home.

And 41% believe the exterior of a property is just as important - or even more important - than the interior.

But while a smart driveway might help set the scene, it's the smaller touches inside that can really capture buyers' imaginations.

A vase of fresh flowers on the table tops the list of surprisingly attractive features (44%), followed by a kitchen island (36%), a walk-in wardrobe (34%) and the smell of freshly brewed coffee (34%).

House plants displayed in the windows (34%), the aroma of freshly baked bread (33%) and a cosy window seat (29%) also make a property more appealing.

Even the contents of a home can help paint an attractive picture of the people who might live there.

Beautifully stocked bookshelves (23%), a vegetable patch or herb garden (24%), a wrought iron front gate (20%) and a well-stocked wine rack (13%) all feature among the 20 unexpected things that make British homes more desirable.

And for families, a tree house in the garden (17%) could prove a surprisingly persuasive selling point.

The findings suggest buyers aren't simply looking at square footage, kitchens and bathrooms - they're imagining Sunday mornings with a coffee, evenings in front of the fire and the sort of life they could enjoy in their new home.

Seven in ten (71%) agree there are particular details that can instantly make a home more attractive, while 57% believe small changes can have just as much impact as major improvements.

But getting the atmosphere wrong can be costly.

The study also revealed that a staggering 83% of Britons have rejected an otherwise suitable property simply because they couldn't picture themselves living there - something they have done an average of six times.

And while the right smell can help win over a buyer, the wrong one can have the opposite effect.

Signs of damp or mould are the biggest property turn-off (62%), followed by a strange smell when walking through the front door (52%).

A neighbour's rubbish-filled garden (49%), a busy or noisy road (48%) and a dirty bathroom (46%) are also among the biggest deal-breakers.

Lack of storage space (42%), a tiny kitchen (42%) and small, dark rooms with little natural light (42%) can also send prospective buyers running.

The findings come as SIXT encourages homeowners to consider the impact of their driveway when preparing a property for sale.

Through its premium rental service, sellers can hire a Mercedes-Benz, BMW or Audi for a viewing weekend - or for longer while their property is on the market, without making a long-term commitment.

Jamie Holt, Operations Director at SIXT, said: "First impressions count when you're buying a home, and this research suggests they start before you've even reached the front door.

"What's on the driveway is part of that picture, so for sellers who want to give the outside of their homes a lift, we have the Mercedes-Benz, BMWs and Audis to do it.

"We can't promise it will sell your house, but a little extra kerb appeal certainly can't hurt."

THE 20 THINGS THAT MAKE YOUR HOME MORE ATTRACTIVE TO BUYERS (SOME OF THEM MAY SURPRISE YOU)

1. A vase of fresh flowers on the table - 44%
2. A kitchen island - 36%
3. A walk-in closet - 34%
4. The smell of freshly made coffee - 34%
5. An array of house plants in the windows - 34%
6. The smell of freshly baked bread - 33%
7. A window seat - 29%
8. A hidden utility room - 29%
9. A vegetable patch or herb garden - 24%
10. A pantry - 24%
11. A beautifully stocked bookshelf - 23%
12. A wrought iron front gate - 20%
13. A garden office - 20%
14. A wood-burning stove - 20%
15. A premium car on the driveway - 18%
16. A tree house in the garden - 17%
17. A fire pit in the garden - 17%
18. A big American-style fridge - 14%
19. A cinema room - 14%
20. A well-stocked wine rack - 13%

ENDS

Research notes: The findings presented in this release are based on a nationally representative online survey of 2,000 British adults conducted for SIXT by research and insights agency Perspectus Global in October 2026.

Perspectus Global adheres to ESOMAR principles and the Market Research Society (MRS) Code of Conduct. All data collected and processed is strictly confidential.