Mistaking Lookers for Buyers -
Solution: A qualified buyer is one who is ready,
willing, and able to buy your home. We find that most people
who go looking at “For Sale By Owners” are just starting to
think about moving. They may potentially be good buyers, but
they are usually 6-9 months away or more from being ready.
They do not want to bother an agent yet, so they call the
´´By Owner´´ ads to get a feel for what is available. They
may have a home to sell first, need to save some more money,
or may even have credit that needs fixing.
Like a good detective, you must gather information about the
buyer first. Here are some of the questions I ask: Who is
your lender? How much have you been qualified for? Do you
have a home to sell first before you buy? How long have you
been shopping? What month are you looking to move? Have you
looked at very many homes? I tactfully ask dozens of
pre-qualifying questions. If the buyer is not serious or
currently qualified, I will not show them the home. If an
unqualified buyer wants to see one of my homes, I will have
my lender contact them to pre-qualify them for a loan first.
If you don’t ask the right questions before the buyer
crosses the threshold of your door, you may have a parade of
Saturday afternoon shoppers with a dream of owning a home
someday.
Not Answering the Phone and Emails -
Solution: Utah County buyers want information
immediately. If a machine answers, most callers just hang up
without even leaving a message. Advertise a phone number
that is always available. Otherwise, you may be missing good
leads. I forward my office number to my cell and rarely let
a call hit my voice mail. Within 10 seconds of sending me an
email, my phone is paged with the message. If you advertise
online, you must answer your email inquiries as quickly as
possible. It’s my job to always be available to my
customers. You, too, must always be available.
Blasting Music - Solution:
Rock-and-roll will never die. But it might kill a real
estate transaction. When it’s time to show your home, it’s
also time to turn off the stereo or TV. It’s amazing how
many people have radios and/or TVs blaring during a showing.
I recommend no music at all. In a few cases, soft classical
must is appropriate. Prepare a quiet environment for your
buyers. They need to think about where their couches will
fit.
A Dog and Cat in the HOUSE! ARGHHH!
- Solution: Dogs and cats are great companions, but
not when you're showing your home. Pets have a talent for
getting underfoot. Do everybody a favor: keep Kitty and Spot
outside, or at least out of the way. If you have a dog that
barks, consider asking someone to take it for a walk prior
to the showing.
Excited Kids at Showings - Solution:
I love children. In fact, I have six of my own. When I sold
my own home, my wife would take my children for a picnic,
walk or drive during all showings. This enabled my buyers to
concentrate on the home. If you have children present at a
showing, it is important to keep them quiet in one room.
Don’t let small children follow the tour or chit chat with
the buyers. This is very distracting. Most of my showings in
Utah County are done without anyone home.
Selling Part 1 of 4
Selling Part 2 of 4
Selling Part 3 of 4
Selling Part 4 of 4