How to Market Your Home to Out-of-State Buyers

When selling luxury real estate in places like Montecito and Santa Barbara, casting a wide net is key—especially with so many buyers relocating from other states. Whether escaping extreme weather, seeking a more relaxed coastal lifestyle, or chasing the prestige of California’s most desirable neighborhoods, out-of-state buyers represent a lucrative segment of the real estate market. But to reach and resonate with them, you need a smart, well-rounded marketing strategy tailored to their unique needs and buying behaviors.

This guide explores how to effectively position your home to attract serious out-of-state interest. From staging and digital marketing to concierge-style services, these tactics can help you get top dollar and sell more efficiently—especially when you partner with an experienced local expert like Kendrick Guehr.

Before diving into tactics, it’s important to understand what motivates out-of-state buyers and how they differ from local house hunters.

These buyers are often:

• Relocating for lifestyle, retirement, or remote work flexibility
• Searching for a second home, vacation home, or investment property
• Unfamiliar with the local market, pricing norms, and neighborhoods
• Relying heavily on virtual tools, video tours, and online listings
• Seeking turnkey, low-maintenance properties
• Looking for local expertise and guidance through the process

Your marketing strategy should speak directly to these needs. That means clear, informative listing materials, high-end visuals, and easy access to someone who knows the area inside and out.

Since most out-of-state buyers will first encounter your property online, first impressions are critical. That’s why professional photography isn’t optional—it’s essential. Highlight your home’s best features with bright, high-resolution images that showcase interior spaces, outdoor amenities, and surrounding landscapes.

Equally important is videography. Drone footage, lifestyle videos, and full walkthrough tours allow buyers to immerse themselves in the property and surrounding area, offering a sense of place that static images can’t deliver. A narrated video tour can also help convey context and add a personal touch.

In addition to photos and videos, make sure your digital listing includes all the information a remote buyer might need to make a confident decision or take the next step.

This includes:

• Floor plans and square footage breakdowns
• A list of recent upgrades and features
• Community highlights and local amenities
• Proximity to schools, beaches, trails, dining, and airports
• Seasonal insights (e.g., ocean views in winter, shade in summer)

The more detailed your listing, the fewer questions buyers have—and the more likely they are to reach out. For buyers who can't tour the home in person right away, thorough documentation makes all the difference.

While your home will appear on the MLS and traditional platforms like Zillow and Realtor.com, it's important to actively market it where out-of-state buyers spend their time. This means leveraging social media ads, search engine marketing, and email campaigns that target likely relocation markets—places like Texas, Arizona, New York, or Washington.

Platforms such as Facebook, Instagram, and Google allow for hyper-specific targeting by location, income level, interests, and even behaviors such as "likely to move." When you work with a local agent who understands digital marketing, your listing can reach the right audience, not just a broad one.

Staging is always a valuable tool, but when you’re targeting buyers unfamiliar with the area, it becomes even more important. Out-of-state buyers want to imagine how they’ll live in the home—and what their new lifestyle might look like.

In Montecito or Santa Barbara, that means staging for elegance and comfort with a touch of coastal charm. Think indoor-outdoor living spaces, tranquil primary bedrooms, and gourmet kitchens. Highlight the lifestyle your home supports: yoga on the terrace, sunsets from the deck, or entertaining guests by the pool.

If you have views of the ocean, mountains, or lush gardens, arrange furniture to enhance sightlines. Consider subtle cues like a bottle of local wine on the patio or beach towels folded by the door. These touches tell a story.

Out-of-state buyers often can't travel for a showing on short notice. That’s why offering flexible virtual showings—through Zoom, FaceTime, or 3D tour platforms like Matterport—can dramatically increase interest. Make it easy for buyers to tour your home from wherever they are.

A strong listing agent will be able to walk a potential buyer through the property virtually, highlighting special features and answering questions in real time. It's also helpful to have a well-designed website or microsite dedicated to your property, with downloadable brochures, virtual tour links, and contact forms.

For many out-of-state buyers, a lack of local knowledge can create uncertainty. They may not know what makes one neighborhood different from another or which schools, services, and recreational options are nearby.

Your listing should include more than just home facts. It should offer lifestyle insights—what it’s like to live in the area, how close the home is to hiking trails, farmers markets, or boutique shopping. A knowledgeable agent like Kendrick Guehr can be an incredible asset in this regard, helping to educate buyers and make them feel confident about choosing the right neighborhood.

Relocation support is also valuable. To make the transition smoother, offer information on moving companies, utility services, and temporary housing options.

Ultimately, the most effective way to market your home to out-of-state buyers is to partner with a local real estate agent who knows how to position your property and reach the right audience.

Kendrick Guehr is a top-producing real estate professional with deep expertise in Montecito and Santa Barbara. His refined marketing strategies, personalized service, and extensive network make him the ideal partner for luxury homeowners looking to attract high-quality buyers—no matter where they’re coming from.

With Kendrick’s guidance, your home will be showcased in the best possible light, supported by cutting-edge digital tools and a concierge-level approach that ensures no detail is overlooked.

Visit kendrickguehr.com to learn how Kendrick can help you sell your home to the right out-of-state buyer at the right price.

Marketing a home to out-of-state buyers requires more than traditional tactics. It calls for a blend of digital innovation, compelling storytelling, and an understanding of what motivates remote buyers to act. With thoughtful staging, immersive online content, and expert representation, your property can stand out in a competitive market.

If you plan to list your home in Montecito and want to make a powerful impression on out-of-state buyers, contact Kendrick Guehr today. He has the tools, experience, and local insight to ensure your property reaches—and resonates with—the right audience, wherever they may be.