How to conduct a viewing during a property sale

No one likes buying a pig in a poke. No matter how appealing the property listing is, prospective buyers want to view a property before making a purchase. Property sellers not only need to set aside time for viewings but also prepare thoroughly. Otherwise, they risk losing out on numerous interested parties. To help owners quickly find the right buyer, real estate experts recommend paying attention to the following points.

Filter out serious potential buyers

Once a property is on the market, inquiries in many regions of Germany come in every second. But even where demand isn't so high, not every inquiry is genuine. Time and again, casual viewers and fake prospective buyers waste owners' time. Even open house viewings are usually rather chaotic. Therefore, it's advisable to distinguish between serious and unserious inquiries. Reputable real estate agents take a two-pronged approach: on the one hand, they use listings with informative photos and descriptions to ensure that as few questions as possible remain unanswered. On the other hand, they ask targeted follow-up questions before inviting a prospective buyer to view the property, in order to determine who is truly serious.

Present your property in the best possible light

Buying a property is also an emotional matter for many. Hardly any prospective buyer mentally ticks off features on their list during a viewing. More often, the answer to the following question is decisive: "Can I imagine living here?" The importance of the first impression is repeatedly underestimated – not only for the purchase decision, but also for the price.

Experts therefore recommend presenting your house or apartment in a neutral setting, ideally free of personal belongings. Even if the last renovation was some time ago, a fresh coat of paint can be beneficial. If, on the other hand, the property is empty, home staging can help you present it in the best possible light.

Good preparation is key

Even if the property presentation is perfect, prospective buyers don't rely solely on what they see. Many ask critical questions: "How did you arrive at your asking price?" "Who performed the last floor area calculation, and when?" "How noisy is the school next door?" Ultimately, prospective buyers are trying to drive the price down. Anyone who can't provide a professional explanation of why the asking price is in line with the market is at a disadvantage. While it's not inherently a problem not to know the answer, if prospective buyers get the feeling that you're dodging questions, they'll become skeptical.

A local, high-quality real estate agent is a great help here. They know how to distinguish serious buyers from casual viewers. Their years of experience mean they know how to present a property in the best possible light. And they are very adept at handling critical questions. They know how much a property is worth and can effectively justify it.

Don't have time to handle the viewings? Contact us now, we'll be happy to assist you.

Notes

For the sake of readability, this text uses the generic masculine form. Female and other gender identities are explicitly included where relevant to the statement.

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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