While it’s a fact of life, a house won’t be sold and/ or marketed, successfully, until/ unless it’s consistently shown, effectively, so, potential, qualified buyers, view it effectively, often, this is not done, to the best impact! Most of the time, this occurs, either because of an agent, prejudging the interest of a potential buyer, or, because, he doesn’t want to appear, pushy and/ or aggressive, but, one should not under – estimate, the importance, and potential, of each. and every, showing! This article, therefore, will attempt to briefly discuss, and examine, 6 principles, to ensure, more effective showings.
1. Let customer/ potential buyer, enter first: Many ignore certain basic details, such as making the initial impression, of a house, as positive as possible, and always, trying, to let the customers enter the home, first. Remember, you only get one chance, to make a first impression, so optimize the opportunities and possibilities/ potential! If you’ve prepared professionally, you have previously addressed, issues, such as clutter, and possible negatives, with the homeowner.
2. Be prepared; know the details: Make sure you know as much as possible, about the house, you are showing, as possible. Obviously, this is somewhat easier when you’re showing your own listing, but, create a frequently – asked – questions (FAQ) checklist, including details, such as energy costs, electric panel – related information, fuel system, when upgrades/ updates were done, roofing details, etc. Know the home’s flow, and its advantages and disadvantages, and accentuate the positive. Know the specifics regarding the neighborhood, and block!
3. Take control of the showing: Inspire your buyer, by knowing his needs, goals and priorities, and putting the house’s strengths, into that perspective! By doing so, you will maintain control of the showing, while appearing and being empathetic. Always let the buyers enter each room first!
4. The pace: Don’t rush the viewers, and let them, linger, and ask questions, and articulate any concerns, etc! Realize, when others articulate concerns, it indicates potential interest, so become proficient, at answering/ addressing these, effectively!
5. Fill in the details, when appropriate and/ or helpful: Some buyers want more detail, while others, only want certain questions answered. Learn to balance, filling in the details, with, avoiding boring them! When you take the time to better know the buyer, you enhance this possibility!
6. Ask their opinion: Consistently, ask them for feedback, and encourage, them, to express their opinions. Avoid being, or appearing, to be, pushy and/ or overly aggressive! Ask their opinion, often, by relating it, to some, hot button, you have discovered!
Using these 6 principles, will, invariably, make you better, at effectively showing a particular house, and/ or property. Will you be willing to disciple yourself, to take the time, and make the effort, to do so?