The viewing – a key step in the sales process
You're planning to sell your property. Perhaps you've already made a start and placed an advertisement. What happens next? Soon, the first prospective buyers will call and ask for a viewing appointment. Now you need a good plan so that the viewings go as you envision. It's definitely worthwhile to give the house and grounds a thorough cleaning before the first viewing.
Experiences from property sellers demonstrate the importance of first impressions during viewings. Presenting a property in the best possible light and in good condition can lead to a 10 to 15 percent higher selling price. Therefore, try to critically examine your house again through the eyes of an imaginary buyer. Are the interior rooms clean and uncluttered? Are the windows clean? Can you remove any personal belongings that might detract from the property's overall impression before the viewing? It can even be worthwhile to invest in minor repairs and address small defects. Details like a broken light switch or an eyesore on a wall can significantly detract from the first impression and are often overemphasized by potential buyers.
What to do if too many people express interest?
It's easy to find yourself inundated with emails and calls after posting your listing. Most people quickly feel overwhelmed by managing these inquiries. This often hinders the optimal preparation for viewings. Answering questions, coordinating appointments, and getting the property ready – especially alongside a full-time job, it's nearly impossible to handle all these tasks satisfactorily. This is where the support of a professional real estate agent is particularly beneficial. They not only take work off your hands by handling inquiries and scheduling appointments, but they also weed out unserious "pseudo-prospects" in advance. They know precisely which targeted questions to ask to determine whether potential buyers are genuinely interested in purchasing your property.
How do you prepare for a viewing?
It's important that you have all the necessary documents: floor plan, energy certificate, square footage, and the most recent utility and heating bills. These documents will also help you answer questions quickly and confidently during viewings. If there are any defects in your property, it's best to communicate them openly to preempt critical inquiries from potential buyers. Therefore, create a list of defects for yourself and make it clear to prospective buyers that all defects have already been factored into your asking price. This will preempt any attempts to lower the price due to defects. Ideally, you should also have a professional real estate agent assist you during viewings. Their experience will allow them to highlight the advantages of your property during a viewing, ensuring that the prospective buyers' focus isn't primarily on the defects.
Are you looking for support to present your property in the best possible way and thus accelerate the sales process? Contact us! We would be happy to advise you.
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Legal notice: This article does not constitute tax or legal advice for any specific case. Please consult a lawyer and/or tax advisor to clarify the facts of your individual situation.
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About the author
Harry Mohr
Real estate agent (Chamber of Industry and Commerce)Harry Mohr, author of this article
