Well done! You have passed the first test towards selling your house. Potential buyers have viewed your listing, liked what they’ve seen in the photos and the home description, and decided to call you to schedule a visit to the property.
You should know that a property visit is a key moment in the sale of a property, as it allows buyers to have a tangible experience with the home and decide if it is the right place for them. As the owner and seller, it is crucial to make a good impression and provide a positive experience throughout the visit to increase the chance of closing the sale.
In this post, I want to introduce you to 5 key points to help you conduct a successful visit.
1. Know the audience for your home.
Ask yourself who your house is aimed at. I know it is something that usually doesn’t get much attention, but it is one of the fundamental points if you want to attract and know how to talk to the right buyers, without having to deal with visits that waste your time.
Imagine your property is a two-story family home with 4 bedrooms, 2 bathrooms, a garden, and a pool. It is likely to be more attractive to families with children looking for a spacious and comfortable home. On the other hand, if a single person or a retired couple calls, it is quite unlikely to be the right home for them.
Knowing who your home is geared towards will also help you empathize with them during the visit and understand the problems they need to solve by buying your home. Following the previous example, it could be that they currently live in a 2-bedroom apartment and lack space, the kitchen is small for cooking for 4 people and guests (when they have them), and they don’t have a storage room for storing bikes, etc.
I want to leave you with a simple question that will help you understand how to talk during your upcoming home visits. What does my home offer to potential buyers, and what problems does it solve based on its features and location?
2. Prepare the home to make it irresistible.
Before the visit, make sure the home is clean, organized, and smells good. Humans relate to the environment through the 5 senses, and during the visit, 4 of them are activated (only taste is not involved). This means that 80% of the senses of potential buyers are working when they visit your home.
Plan how you want the visit to go, remove all personal items, tidy the house, improve the lighting system if your house seems dark, or let in natural light to create a warm and cozy atmosphere. It would be good to add some real plants to give the house a touch of life; for the visit, you might also play some soft music and light air fresheners with a soft citrus scent, not too strong. Remember, you must create an environment that evokes emotions.
3. Know the property very well.
As they say, knowledge is power. The same applies when you are selling your house and are showing it to people who will probably have questions about it. If you don't live in it, because it is an inheritance or has been your second residence, before the visit, review all its features. The location, the neighborhood with its points of interest, and any other relevant information that might be useful during the visit. Prepare some notes if necessary. If you want to succeed during the visit and gain buyers' trust, you must know the property in detail; only then will you be able to effectively answer any questions or concerns they may have during the visit.
4. Listen more and talk less.
Is this why we have 2 ears and one mouth? It seems curious, yet it makes sense.
During the visit, it is important to listen carefully to the buyers; this is the only way you will identify the key points they are looking for in their new home. This will work in your favor, as it will allow you to understand their expectations and desires, and help you respond more effectively, thereby creating a positive experience throughout the visit.
5. Study the real estate market in the area.
If there is genuine interest in the property, it is likely that during the first or second visit, potential buyers will ask you the classic question: Is the price negotiable?
Well, this is where knowing the market and the homes that compete with yours becomes vital. You have to know that as a seller, if you’re not well-prepared, you start at a disadvantage. I say this because buyers, before deciding to buy their new home, have been studying the market in the area they’re interested in for months or even years and have surely visited properties in the area.
As a seller, it’s likely that when you’ve decided to put your house on the market, you’ve spent at most a week setting a price without having visited any other properties in the market.
Having a clear understanding of your house’s value compared to similar properties on the market will help you justify the price you’ve set and present it effectively to potential buyers, demonstrating that even paying the full price, they are making a good purchase compared to other options available.
Conclusion
In conclusion, if you want to create a successful visit, you need the combination of preparation, planning, and effective communication. As the homeowner, this means ensuring the property is in optimal condition, providing clear and precise information about the property’s features and location (possibly in the buyer’s language), and ensuring the visitors establish a good emotional connection with the home.
If you follow these basic tips, you will increase the chances of finding the ideal buyer and closing the sale of your house in less time.
