If your property is on the market and you’ve never shown a home before, you may be a little nervous about the process. Potential buyers can ask you all sorts of questions, and you really want to make the sale – so you don’t want to mess anything up. Fortunately, showing a home is not particularly difficult as long as you understand the process. Read on for advice on how to prepare, what to expect and how to remain stress-free during the home showing process.
Anticipate buyer needs, interests and questions:
Before you list your home, familiarize yourself with all aspects that will be important to the sale – highly desirable features, anything unique about your property, neighborhood schools, etc. When someone asks you a question, you want to be able to answer it accurately, and anticipating buyer questions will help you do that. There’s also one more big thing you should keep in mind.
Price is going to be a huge factor for lots of buyers, so before ever show your home, you need to make sure you price it accurately. To price your home right, research your market and look at what comparable homes in your neighborhood are selling for. You can also use this pricing worksheet. Lastly, use your knowledge of the home to price it competitively. If you know there are some things that need repair, rather than wait for negotiations after inspections, factor those things into your initial price to make your listing more attractive to generate buyer traffic.
Keep track of all your potential buyers: Free Buyer Log
Let the buyer lead the charge:
A home should sell itself. Or, more accurately, a home that is properly priced for the market and its condition sells itself. While it can be tempting to take control, lead the buyer around and keep up an endless commentary on all the great things about the house, it’s better for everyone if you relax a little. Let the buyer take the lead while you hang back to answer questions and point out any important features that are missed.
The great thing about the low-pressure approach is that you are much less likely to get nervous or to be overly controlling. Remember, most buyers already have a pretty good idea of what they want in a home. You’re just there to make sure they gets answers to any questions they have.
Practice makes prepared:
Practice can make the process more familiar and will help you feel more comfortable when you are working with a potential buyer. You can ask a friend to pose as a buyer and practice your technique of walking through the house; hanging back, but remaining aware. You can also give your friend questions to ask or let them ask random questions. The more you practice, the less difficult it will be to field questions when it’s go time.
Most of what leads to a home sale has very little to do with the sales abilities of the person showing it. The price, condition, local market and the buyer’s wants and needs are the real driving forces. Just be informed, stay calm and take comfort in the fact that as long as you get the basics right, your home will sell.
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