How to Reset Unrealistic HGTV-Inspired Buyer Expectations (And Win The Sale)

Do you think your buyers have unrealistic expectations about the homes they’re seeing because of TV shows about housing, fixing up, and flipping?

The answer is absolutely yes.

In fact, 73% of homebuyers have unrealistic expectations based on their TV viewing habits.

So, what can we do about it? We can either do nothing and have them feel disappointed every time they walk into a house, or we can reset their expectations and shift their mindset. Here’s how we do it.

Many of us are already using buyer questionnaires before meeting with clients—sent via text, JotForm, or Google Forms. These questionnaires help us understand their needs. One useful question to add could be:

"Do you watch reality TV about housing? If so, what are your favorite shows?"

When you get this feedback, it gives you insight and lets you address the issue during your first meeting.

For example, in your buyer presentation, you might say:

"Hey, I noticed you like to watch reality TV about housing. That’s great—it’s fun! But I want to set some expectations about the homes we’re going to see.

Unlike TV, these houses haven’t been staged, prepped, or produced for showings. These are real homes where people are living, working, and raising kids. So, they might not be pristine or perfect like what you’ve seen on TV.

But here’s the good news: we’re going to find you a house you’ll love. It will fit your budget and your lifestyle. It might not look like a TV set, but it will be perfect for you."

By resetting their expectations upfront, you prepare them for the real-world experience. Often, they’ll be pleasantly surprised and think, "These are nicer than we expected!"

That’s the power of resetting expectations.
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