Handling Buyers

Handling Buyers

A buyer's early impressions are crucial, so it's extremely
important to make sure that you are prepared to properly handle
showings. This entails a number of things - from being available
on short notice to deflecting insensitive remarks about your
home.

It's best to handle buyers in a calm, unemotional manner. Try to
be as responsive as possible to requests for information or
last-minute showings. Most of all, it's important to be patient. If
you appear too eager to a buyer you are only undermining your
negotiating position.

Dealing with Showings

Showings are where your home really gets sold. First impressions
are of vital improtance - if the buyer isn't intrigued at the outset
there is very little likelihood that an offer will be forthcoming.
Make sure your home is available on short notice and is always
looking its best. Let your agent take the lead during showings.
You may not even want to attend - many buyers feel more
comfortable viewing a home without the owners present.

Controlling Your Emotions

Selling a home is an emotional undertaking for many people.
Listening to buyers making candid - and often insensitive -
remarks about your home can be upsetting. It's best to ignore
this kind of thing, however, and not let it get to you. If you find
these comments difficult to take, or are simply uncomfortable
with the notion of strangers prowling around your home, arrange
to be out during showings - your agent is capable of handling
the situation.

Handling Information Requests

Buyers may ask a variety of questions about your home
and the neighborhood. Make sure you only provide
information that you know is correct. Misleading a buyer -
even accidentally - could cause problems down the road. If
you don't know the answer to a question, say so. You can
always offer to check it out and get back to the buyer.

Identifying Real Buyers

There is really no reliable way to discern whether buyers are
serious or not until an offer is made. Some buyers will visit a
home 3 or 4 times and never go any further, while others will
make an offer the day they see a property for the first time. Our
tips for identifying real buyers offer a few pointers on spotting
the serious ones.