Seller’s Guide

Advice and industry knowledge to help you take control and sell your home.

During the Viewing

There are differing opinions on the matter in the house selling process in regards to how a viewing should or should not be conducted. To maximize your opportunity to sell we have listed some hints and tips below. The list of suggestions are by no means a solution to how to conduct a viewing but may give you some ideas to get you started.. Take and leave which ones you are happy with.. BE YOURSELF and.. You be the agent!

SELLING IS ABOUT HELPING SOMEBODY DECIDE TO BUY!

• Remember why YOU bought the property!

  If you can remember how it felt when you bought the property, what it felt like when you walked through the door for the very first time. Did you have that initial wow factor or was it the potential of the place that drew you to it?

  The idea behind this train of thought is that you should really try and reflect that if you can onto your viewer. If you were that first time buyer struggling to get onto the property ladder and this house or flat seemed to offer that extra little bit of precious space then you should tell your viewer. Did you find that moving to this particular location make life that more peaceful or convenient because of the location? It is always worth pointing out.

  In short YOU bought the property for a reason, these reasons may apply to your buyer. Hence the selling points that made you choose it may still apply and help somebody else decide to buy.

• Not appearing desperate

  Naturally you will want to be as keen as possible to sell your property..however...

  It can sometimes come across as too desperate. Just be aware that opening every storage cupboard, or pointing out every type of flower in the garden may be a little too excessive. A large number of buyers out there would agree that they could not be forced into buying a home.

  Take your time, let them enjoy the viewing and slow down if necessary. Naturally you will want to answer all of their questions but there is no rush. They may only want to know one or two things. As a result of overloading them with information you may scare them off…alternatively they may think that you are too keen to sell and feel as though they have the leverage to offer you a lower price!

• Selling the Lifestyle - Features vs Benefits.

  Feature and Benefit selling ties in closely with the points just previously made. When discussing the property with a potential buyer you may fall in to the trap of pointing out what features the property has without explaining what those benefits are to the buyer. For example:

  A property has four double bedrooms, double garage, en-suite to master bedroom and has a good sized drive. (FEATURES)

  So what does this mean?

  • It means the property gives plenty of room for the large or growing family to live in, or versatile accommodation if an extra room is required for somebody to work from home. (BENEFIT)
  • It means it has even further additional storage, the option for an annexe, or workshop facility. (BENEFIT)
  • It means the property can provide better bathroom facilities for when guests stay or large family living when the kids are trying to get ready for school. (BENEFIT)
  • It means a number of cars can fit on the driveway, or a caravan/camper, safer parking off road is provided. (BENEFIT)

  So remember, if you’re dining room is a good size and the viewer comments on this, it might be worth pointing out the benefit of how fantastic it was last Christmas when you had the whole family round the table. Once again the move you are making away from a certain style of living may well be the lifestyle your buyer is looking for.

• Turning negatives into positives

  During the selling process there are always objections and questions that may arise. Particularly when someone is probably buying the most expensive item they are likely to do in their lifetime. Sometimes people take rejection too harshly and resign themselves to the fact that the viewer may not want the property because they have brought up something negative.

  TURNING NEGATIVES INTO POSITIVES DOES NOT MEAN TELLING LIES!

  IT’S ABOUT LOOKING AT SOMETHING FROM A DIFFERENT PERSPECTIVE!

  For Example:

  If a viewer were concerned about the number of houses in the cul de sac you are situated, it might be worth pointing out how neighbourly and friendly the area is. Are there any functions or community events that take place? Street parties? Firework displays?

  If a viewer were concerned about the fact the house is heated with oil instead of gas, you might want to mention that it is delivered on bulk to a local syndicate of oil users on one day. Hence bringing the delivery charge and costs down.

  If a viewer were concerned that the third bedroom in the property is too small you might want to point out a neighbour recently received planning permission for a house identical just down the road to extend this part of the property. Would the new buyer be open to such a suggestion? Alternatively if they only require two bedrooms perhaps bedrooms two and three could be made into one?

  Prepare yourself for such questions and an alternative suggestion may be the difference between selling your home or not.

• Needs based selling

  This is slightly more difficult and perhaps a more advanced technique of selling than the others already mentioned. It is also slightly more difficult because you have not had the luxury of getting to know your viewer as well as perhaps you could.

  WELL NOW IS YOUR CHANCE.!!

  People move homes for a number of different reasons. Some are looking for more space. Some might be after a better or more desirable area. Some buyers may simply want something as an investment opportunity or be looking to take that first step onto the property ladder.

  ALL OF THEM WILL HAVE CERTAIN NEEDS AS CRITERIA FOR THEIR NEW HOME!!

  NEEDS BASED SELLING IS ABOUT MATCHING WHAT YOU HAVE TO OFFER TO THOSE NEEDS AS BEST AS YOU POSSIBLY CAN.

  Ask your buyer what is prompting them to move? What are they looking for in the location of their new property? Is there anything particularly important to them about their new home? Have they inquired about any of the local schools, Doctors surgeries, Conveniences, entertainments, train and bus timetables, road and motorway links or possibly even history of the local properties and area?

  Future growth and development of the area both locally and regionally can also be very useful information in terms of employment and increases in house prices

  Such questions may give you a handle as to what it is they NEED… and you can inform them accordingly to help them make a decision. After all the smallest of points may be the difference between them choosing your home instead of another elsewhere.

• The final miscallaneous information

  "Fail to prepare and prepare to fail"

  It is always worthwhile collating any final bits of information (if you have the opportunity to do so) on the following:

  • Local Gas/Electric/Oil supplier
  • Local telephone provider
  • Local water authority
  • Is satellite or cable TV obtainable? (and who supplies it).
  • Current Broadband supplier
  • Your council tax band
  • Is the property on a water meter?
  • Is the property freehold/leasehold?
  • Are there any shared access rights?
  • What are your parking arrangements?
  • Have you had any planning permission or building regulations passed on any extension or works done to the property?
  • The location of the deeds to the property
  • Who the property is named under on the deeds
  • Local education authority contact details
  • A map of the area (if possible)

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