Showing the Property
You've made repairs and thoroughly cleaned the property. You've spiffed up its curb appeal. Now it's time to show it to prospective buyers. Put your people skills to work, and get ready to deal with all sorts of individuals.
Real-estate agents ask owners to leave the property when it's being shown. You obviously cannot do that, but you'll be more effective if you are aware of the reasons that agents require it.
Sellers make buyers uncomfortable. Buyers usually hesitate to open cabinet and closet doors or look into other closed areas when a seller is present. Invite them to do that, or do it for them.
Sellers tend to hover. They want to stay right with buyers so that they can answer every question. Unfortunately, this doesn't give buyers the freedom to explore the property.
Sellers chit-chat too much. It's good to get a feel for who the buyers are and why they are interested in the property, but give them some space to look around without constant conversation.
Give your buyers some space — and that includes a bit of privacy to compare notes if they are couples.
Try to show the property when it's convenient for your buyers, but don't let them intrude into your life
Be courteous. Answer the buyers' questions openly and honestly, because buyers know when you are trying to avoid the facts. Have packets of information ready to offer as handouts. Brochures and flyers should include at least a few photos of the property and some basic information about it. You can add items such as required disclosures, copies of surveys or tax maps if available, and any other information you would like to convey.
You've already read about negotiations and contracts in Chapter 10. Those same techniques will help you when it's time to sell. Refer back to other chapters for details about all aspects of your real-estate transaction.
Hold an Open House
Real-estate agents know that an open house rarely sells the house on display, but it's a great way to get buyer and seller leads. Many of the people who show up at open houses are curious neighbors and home-sellers who want to see how the property compares with theirs.
If you have several properties for sale, holding open-house showings is a worthwhile investment of your time. Prepare handouts about everything you have for sale, and show them to prospective buyers. Get names and phone numbers from everyone who attends so that you can follow up to show them your other properties.
Even if you only have one property for sale, it's not a bad idea to hold an open house. Just don't be too disappointed if it doesn't result in an offer.
