If you can smell it, you won't sell it

There’s a saying in real estate: “If I can smell it, I cannot sell it.” “And that is 100% true,” says Kimberly Schmidt, a real estate pro with Compass in San Diego.

“Nose blindness’ is a very real thing,” adds Kelly Dellinger, a real estate pro at Akers Ellis Real Estate in Mt. Pleasant, S.C. “Sellers are frequently so accustomed to the odors associated with their pets, smoking habits or simply old carpets, they ignore or downplay them when it comes to prepping their homes for showings.” As a last resort, they’ll rely on spraying chemical fragrances or overpowering plug-ins to try to hide unpleasant smells—which “only makes things worse,” Dellinger says.

Indeed, as Greg Field, a real estate pro with HomeSmart in Phoenix, notes: A wall of scented candles or plug-ins to mask a pet smell “just smells like a lavender-scented litter box” in the end.

“Buyers today are hyper-sensitive to allergens,” he says. “They want to smell nothing. If I walk in and my eyes start watering from fresh linen spray, I assume you are hiding a mold issue or deep-seated carpet stain.”

Offensive Scents

Smell is one of the most powerful senses when it comes to creating first impressions.  

Here are some of the most common culprits of bad smells in a home:

• Trash/garbage smell
• Pet odors (e.g., cat litter boxes and pet accidents)
• Body/workout smell (e.g., sweaty clothes, gear or gym bags)
• Sports gear/hobby smells (e.g., fishing equipment, sports bags, etc.)
• Cooking-related smells (e.g., fish, decaying food in garbage disposal, strong cooking odors)
• Musty, moldy or damp smells (e.g., damp basements)
• Tobacco/smoke odor

“If the property smells like a strong odor of pets, dirty dishes or even bacon—sounds weird but I have been in the ‘bacon’ house”—buyers are going to head for the door, says Lyndsay Lamb, design specialist and owner, Lamb & Co. Real Estate in Snohomish, Wash. “Smell is one of the five senses,” and buyers will consciously or subconsciously take notice once they step inside.

How to Fix It

Here’s how experts advise handling lingering home odors:  

Eliminate the source of bad odors first.

• Deep clean carpets, rugs, upholstery, curtains and pet areas.
• Take out trash, scrub the kitchen, clean litter boxes and refresh bedding.  

Enhance the space with subtle or natural scents.

• Open windows to let in fresh air.
• Place a sprig of eucalyptus in a vase or fresh flowers.
• Light a lightly scented candle or brew fresh coffee shortly before a showing.  

Follow the golden rule to smell: Less is more.

• Avoid too many competing fragrances that can irritate guests or suggest you’re masking odors.
• Use a single, understated scent—it’ll help buyers focus on the home itself and not its smell.