As a property seller, you'll quickly come into contact with potential buyers by phone. For example, you might place an advertisement in a newspaper or online, and a prospective buyer will contact you. What questions are they allowed to ask? What are your obligations to answer?
Questions on the phone
One of the first questions a prospective buyer will ask on the phone is the exact location of the property. As the seller, you will naturally be happy to provide this information. This may be followed by further questions about details such as the year of construction, living space, plot size, etc
One of the next questions is when a viewing is possible. Here you will need to consider when it suits you best. In this discussion, you might mention when you are unavailable because you are at work, on vacation, playing sports, or at a family gathering.
CAUTION: You have just described your property to a stranger, given them the address, and even told them when you will not be at home!
Please do not give your address to any unknown prospective buyer before you know who you are dealing with and have had the opportunity to verify their identity! Certainly, very few callers have malicious intentions. This example is simply meant to remind you that a certain degree of caution is advised and that you need to be prepared. It's best to think in advance about how you will answer the questions you might be asked.
Good answers
Try to gather some information about the caller over the phone. Ask for their name, address, and phone number before giving out your own. This way, you can check in the phone book, for example, whether the caller is providing correct information.
Find out what the prospective buyer is looking for. Ask how many people will be moving in, if there are any specific requirements, and when the move is planned. This will help you determine whether a viewing is worthwhile. A serious buyer will also have answers to these questions. Someone who might have other goals besides buying a property will stammer. In that case, proceed with caution.
If all your questions are answered to your satisfaction, there's nothing wrong with you providing further information. However, don't try to sell your house over the phone! Schedule a viewing appointment.
Appointment scheduling
Schedule viewing appointments right from the start! You know what time of day your property looks its best. However, keep in mind that many working people can't come during the week. Therefore, also offer appointments on weekends.
If you proceed in this way, you'll avoid the situation described above, where you find yourself wondering aloud on the phone when you're not home. This way, a caller with dishonest intentions won't get any clue as to when your property is vacant.
Questions during the viewing appointment
Naturally, a prospective buyer will have many questions about your property. You should answer these questions truthfully to protect yourself from negative consequences.
Questions about technical details can be well supported with invoices for renovations or measurement reports from the last maintenance. However, especially with older buildings, you often lack precise information about the construction and design. In such cases, avoid making statements you are unsure about.
You will also frequently be asked questions about the surroundings, the neighborhood, and your personal reasons for selling. Here you will need to consider which answers you want to give.
Your personal reasons for selling are your own private matter. You don't have to disclose them to potential buyers. However, if you refuse to answer their questions, your visitors might easily get the impression that something isn't quite right. Therefore, consider whether you want to be completely transparent, including about your personal motives.
Questions about the neighborhood are also sensitive because they involve personal relationships. It's best to limit your statements to something like, "A young family with two children lives in the house next door." If you have a good relationship with your neighbors, feel free to mention it. However, don't give the impression that the entire neighborhood is "one big family." That can easily backfire if the prospective buyer is perhaps looking to keep their distance.
Hidden defects
Don't make your property look worse than it is! You don't need to point out every scratch on the parquet floor. Your potential buyer will look for flaws themselves to prepare for price negotiations.
However, you are obligated to inform potential buyers of all hidden defects of which you are aware! Hidden means that the buyer cannot discover the defect even with a careful inspection.
For example, consider a damp patch in the basement that's currently hidden because it's just been painted. You must inform the buyer if you're unsure whether the damage has been permanently repaired. You can, for instance, provide the contractor's invoice for the repair. This way, you're not liable, and the buyer can be confident that everything has been properly fixed.
In principle, you sell your property without warranty, "as is." However, you are liable for any hidden defects that you were aware of if you fail to disclose them! Be open and honest with potential buyers!
Our experience shows that a sale can only be successful if there is mutual trust. Nevertheless, you should consider in advance what questions might be asked and how you want to answer them. Then nothing will stand in the way of pleasant viewings!
At Immobilien Kontor Saarlouis, we conduct viewings for our clients and, thanks to our experience and expertise, can always respond confidently to unexpected questions. Can we help you too? Contact us!
