One of the most daunting tasks any for sale by owner home seller is faced with is the showings. When you dont have a realtor to insulate you (the seller) from the potential buyer, things can get a bit sticky. Of course, before any of that comes about, you must do your research and price your home appropriately as well as advertise it in the right places to attract potential buyers. One thing you must do is come up with a data sheet of sorts on the house, one that lists the particulars such as number of bedrooms, type of house etc.. You should also make sure you list any flaws or problems that you are required by law to reveal. Once that is all done you are ready to show that house, or are you? The first part to showing the house, of course is getting a call from a prospective buyer. If you only have one line then sign up for the call waiting feature from your telephone company. Instruct everyone in the household to take calls that come through and pass on to you any calls for inquiries on the house. Once you get a call, try to take it in a quiet area of the home an have all your information in front of you. Have your feature list handy to answer any of their questions and have a list of your own. Make sure you put a calendar in a handy spot to book appointments. If you do make an appointment for a showing, be sure to get their name and number in case something comes up and you have to cancel. If your home has been viewed before, you might want to let them know there are other parties interested to create a sense of urgency. Also mention if you are having an open house since the added traffic will make your home more desirable. Before each showing, you will have to get your house into tip top shape. That means it should be spotlessly clean and all clutter put away. No kids toys in the yard and the kids and pets should be sent somewhere else for the duration of the showing. For this reason, it is most convenient to book appointments on the same day and in 15 to 20 minute intervals. One potential buyer will be walking in the door just as another is leaving. This will create a feeling of urgency in your prospects. They wont want to loose the home to the nice couple that came out ahead of them or those that came in after them. Remember, you have to work the angles if you want to compete with the realtor selling down the street. Also, its not in your best interest to waste time showing the house to people whose needs it really doesnt serve. Try to get as much information from the caller as possible and try not to be too put off by the callers phone manner, they may be nervous or hate talking on the phone. Ask them what exactly they are looking for and the price range. If you know they wouldnt be interested or cant afford it (perhaps they are downsizing and youre selling a three bedroom home) you shouldnt bother booking an appointment. Find out if they are currently selling a home or renting. When do they need to move in and have they already been approved for a mortgage? If they havent been pre-qualified you might ask questions about where they work, how long theyve been looking for a place, etc. Be very tactful and conversational. You dont want to interrogate them, but you dont want to waste your time if they have no way to afford buying the home. In some cases you will find that these few comments may weed out some who are not reasonably able to work with you. This will avoid the exasperation and disappointment of showing your home too many times to unlikely buyers. However, in most cases you will want to encourage a viewing so keep their answers for referral later. Remember, the appearance of your home will leave a lasting impression on potential buyers so it is vital to have it in pristine condition when they arrive. It doesnt hurt to have a nice batch of cookies baking or some aromatic coffee brewing. Turn on some ambient lighting, light the fireplace and make sure the house looks its best for a sure sale! |
