Estate Service Times...Two”
A buyer's early
impressions are crucial, so it's extremely important to make sure that
you are prepared to properly handle showings. This entails a number
of things - from being available on short notice to deflecting insensitive
remarks about your home.
It's best to handle buyers in a calm, unemotional manner. Try to be
as responsive as possible to requests for information or last-minute
showings. Most of all, it's important to be patient. If you appear too
eager to a buyer you are only undermining your negotiating position.
Dealing with Showings
Showings are where your home really gets sold. First impressions
are of vital improtance - if the buyer isn't intrigued at the outset
there is very little likelihood that an offer will be forthcoming. Make
sure your home is available on short notice and is always looking its
best. Let your agent take the lead during showings. You may not even
want to attend - many buyers feel more comfortable viewing a home without
the owners present.
Controlling Your Emotions
Selling a home is an emotional undertaking for many people. Listening
to buyers making candid - and often insensitive - remarks about your
home can be upsetting. It's best to ignore this kind of thing, however,
and not let it get to you. If you find these comments difficult to take,
or are simply uncomfortable with the notion of strangers prowling around
your home, arrange to be out during showings - your agent is capable
of handling the situation.
Handling Information Requests
Buyers may ask a variety of questions about your home and the neighborhood.
Make sure you only provide information that you know is correct. Misleading
a buyer - even accidentally - could cause problems down the road. If
you don't know the answer to a question, say so. You can always offer
to check it out and get back to the buyer.
Identifying Real Buyers
There is really no reliable way to discern whether buyers are serious
or not until an offer is made. Some buyers will visit a home 3 or 4
times and never go any further, while others will make an offer the
day they see a property for the first time. Our
tips for identifying real buyers offer a few pointers on
spotting the serious ones.
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