How do I conduct a successful viewing?

Overview…

The following advice is designed to help you carry a viewing out successfully in order to maximise your chances of receiving an offer.

It is important to engage with your part in the viewing, as it really can make a difference for you, the viewer and the end result. Your property is now a product you want to sell and your aim when carrying out viewings is to get your prospective buyer to picture themselves living there. Remember:-  Getting a buyer to connect with your home is the key to success and they need to be able to imagine themselves living the lifestyle that this new home offers them and their family.

You can increase your chances of selling by planning your viewings and keeping control of the appointment by using simple techniques that help the viewer feel like it is suitable for their needs.

Plan Your Viewing…

Consider your target market. It is quite likely that your buyer will appreciate the same things that originally made you want to buy your home, so revisit the original market appraisal report we sent you and armed with that advice, consider who your likely buyer will be. What things do you think will be important to this kind of person? Make sure you remember the key elements of your house that will best suit them and plan how to highlight these during the viewing.

We all know it is important to create a good first impression but it is equally important to make a lasting one, as this will be freshest in your viewers mind when they leave your property. Take a minute to consider your properties two strongest features… It might be the lovely kitchen you installed, or the larger than expected 3rd bedroom perhaps? Now think about your homes least attractive feature… a tired bathroom for example? Where possible, plan a tour around your home that allows you to show the best rooms at the beginning and the end of the viewing and sandwich the worst rooms in the middle where they are more likely to be forgotten.

Take the family pet and kids out. Regardless of personal preference, pets (and unoccupied children) detract attention from your home and make it harder for you to focus your attention on the viewer. A pet friendly viewer will make a fuss of your dog when they should be concentrating on your home and a potential buyer who dislikes animals will want to walk straight back out your door, ruining your chance to sell your home.

Finish your viewing in the garden. Where appropriate it is good practice to finish in the garden (if you have one). Not only does it feel like a natural progression to the viewer, but in this part of the country it rains a lot and so if you show the garden after the ground floor accommodation and it is wet underfoot, you can be certain that your viewers will be distracted from seeing the remainder of your home and far more conscious of whether they are making dirty, wet marks on your carpet. This is not what you want them to be thinking about as you show them the remainder of your home.

 

Sell The Benefits…

People don’t buy features, they buy benefits. When conducting a viewing, remember to refer to the best parts of your home that will sell the desired lifestyle to the viewer but make sure this is backed up by pointing out how this will benefit them when they are living here. For example: “When we replaced the original kitchen we included this handy breakfast bar which means that there is a comfortable and convenient place to eat meals when you are in a hurry. We use it all the time…”

Tips & Techniques…

Remember… Your home is now a product you can help sell and following these useful techniques gained from our years of experience in selling property may just help get an offer from your viewers.

  • A potential buyer could want to view at any time and potentially with limited availability or notice so always do your best to keep your home looking clean & tidy.
  • Never make your buyer feel like they have inconvenienced you when booking the viewing. It is you who is trying to attract them, not the other way round so be as flexible as possible and make them feel welcome.
  • Buyers will definitely feel more positive in a house they feel ‘at home’ in, so turn on ambient lighting and lamps or buy some flowers to make your property feel more homely.
  • When conducting your tour, never lead viewers into rooms, always let them go in and stand in the entrance. Too many people in a small space will make it feel cramped.
  • If parts of your property can feel dark, be ready. Turn every light in your house on at least 10 minutes prior to the viewing time to allow energy saving bulbs to brighten up. That way the darker areas will be less noticeable.

Good Luck!

 

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