This week’s selling tip is one sellers do not like to hear. When you are selling your home the more people coming through to look at it the better. When they are there, you should not be. Sometimes people will be coming through because your agent is holding an open house that day and sometimes it is just your agent or another agent showing it to a prospective buyer. Either case is the same, the house should be empty of people while others are looking at it.
You may ask why? I can show them the best features. Sure you could,, if you knew 100% what they were looking for. But you don’t. It is your agents job and the job of the buyer’s agent to know what they are looking for and point out those features. While you may think you are helping, often the owner of the house has the opposite effect they are after.
It is a fact that buyers spend less than half the time in the house when the owner is there than when the owner is not there. The buyer feels much more comfortable when the owner is not home. When the house is empty they will open the closets and cabinets and spend more time picturing how their things would look in the home. If you want the buyer to feel at home and get a better flavor for the house, help him feel more comfortable and not like they intruding or snooping.
Finally buyers will talk a lot more to their agent if the owner is not around. You want the buyers talking as much as possible, the more they talk ti the agent, the more the agent can help them see the benefits of the home. In addition to that, if there are concerns the buyer faces about the home, the layout, the condition or any other concerns they can relay them to the agent who can discuss them with you and this will allow you the opportunity to improve the home for future showings.
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