Showing buyers around your home

An easy guide to selling your home

So, potential buyers have been showing interest in your home. That’s great – now it’s time to convert that interest into offers.

It can seem daunting, but it shouldn’t. After all, you know your home better than anyone! All you need to do is show your potential buyers why you fell in love with it in the first place.

That being said, there are a few little tricks of the trade we can share with you to help you get the offers you want.

 Our Top 5 Tips for showing people around

1. Get your property looking its best

You know what they say about first impressions. Make sure everything is clean, tidy and well presented before your buyers arrive. See that the windows are washed, the lawns are mown and the taps are sparkling.

While it’s become a bit of a cliché, baking some banana bread and brewing some fresh coffee is a good idea. It will fill the house with a nice homely aroma, and offering viewers a little something is a good way to break the ice.

2. Use small talk to your advantage

Use small talk to get a feel for your potential buyers. Then use what you know about them to sell your home and the local area.

If you’re talking to a family, you should mention the park or the fact that it’s a quiet street. Perhaps the little room on the top floor would make a perfect play room or snug?

Don’t be afraid to drop in little stories or anecdotes about your time there too. Remember, they’ve come to look at a new home, not just bricks and mortar.

3. Take an information pack to the viewing

Include things like utility bills, council tax, bin days and your EPC (Energy Performance Certificate). This will help you answer any questions they have about the local area, and it gives them something to refer back to later on.

It might help on a subconscious level too. It’s a psychological reflex – when we take something away, our brain feels compelled to ‘return the favour’. Why do you think they always put mints on restaurant tip trays?

4. Don’t rush the viewings

If you stack viewings one after another, you may be tempted to rush them out the door. So don’t: they might think you’re hiding something like damp or mould.

Also, it can come across as rude. This is a big step for you, but also a massive step for them. It pays to remember that.

5. Feed their imaginations

The French philosopher (and world-renowned smarty-pants) Blaise Pascal once wrote: “we are only truly happy when daydreaming about future happiness”.

Feed your buyers’ fantasies and mention all the loft conversions and kitchen extensions you never got round to doing. Help them imagine their potential future in your home.

 5 questions you should be prepared to answer

1. What are the transport links like?

You probably know this like the back of your hand already. If you don’t, it might help to do a little research. This will be of key importance to commuting professionals.

2. What is the local area like?

You should be able to rattle off all sorts if you’ve lived there for a while. Just remember to tailor your answer based on what you think they want to hear.

3. What are the neighbours like?

Hopefully your answer can be “Lovely, never had any trouble”. If not, prepare your answer well before you need it.

4. Is there anywhere to park?

If the property doesn’t include parking facility, try to help them out if you can. “There isn’t parking here, but the side-road a few streets over usually has spaces.”

5. Can you budge on the price?

The best way to tackle this question is to pre-empt it. Casually mention that you have been run off your feet with viewings to put them off asking.

If they ask anyway, and you don’t want to budge for the moment, just decline politely. They’re probably just testing the water – and you can always re-negotiate later on if you’re short of offers.

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