SIX THINGS THAT REALLY P*SS BUYERS OFF WHEN SELLING YOUR HOME.
When you put your home on the market there is one, and only one outcome, you are aiming for –
Attract qualified buyers who will see value in your offering, make offers and allow you to sell for a price that makes everyone happy.
But nothing happens unless the first part of that statement is fulfilled.
“Attract qualified buyers…”
Without buyers, you have nothing.
And even when you do attract them, there are some actions, or inactions that you or your agent may undertake that really can give buyers the sh*ts and make them wonder whether or not your home or property is worth pursuing.
1. No Address on The Listing
Buyers like to do some research before they are willing to take the next step and make a direct enquiry on a property. Not displaying an address can drop buyer enquiry levels by up to 25% because they think, “why are they hiding the address?” Making buyers suspicious is a poor way to build trust.
2. No Price on The Listing
Another turn off for buyers. Yes, they must be searching (online) in the price range you are hoping to achieve, but seeing no price or ‘By Negotiation’, or ‘POA’ can agitate the keenest of buyers. They want something to aim at and ‘no price’ properties make buyers suspicious that you may want to much for it in the first place.
3. Not Returning Their Calls or Emails Promptly
I know for a fact that some agents can be guilty of this, however if you want to sell your home your agent MUST respond to every buyer enquiry as quickly as possible. The one they fail to get back to in a reasonable time is the one that may have been ready to dive into a dream deal.
4. Not Telling The Market You Have Contract
Up until the time you have an unconditional contract your agent should engage other interested buyers in case the current deal falls through. Tell buyers exactly that, “We have a contract and will let you know if it falls through.” When your contract locks in, unconditional, make sure your agent changes the status of your listing to ‘Under Contract’ so buyers are under no misconception and can push forward with their search.
5. Advertising an Open Home and Not Running It
Believe it or not, I have heard of agents not turning up to advertised Open Homes and leaving buyers cranky and disappointed, not to mention the sellers! If buyers see it advertised on the net, and are keen to see it, they WILL turn up. If you have to cancel an open home, remove the time and stick a sign out the front that says, ‘Open Home Cancelled’.
6. Agents Hovering Like an Attention Seeking Puppy at an Inspection.
When your agent conducts any inspection – whether it is an Open Home or one-off appointment – hire one that won't hang around the buyers like a panting puppy whilst they are trying to look. A good agent will give an overview of your home; then LET THE BUYERS GO with a comforting, “Please ask any questions you may have.”
Let them explore, let them discover and keep a reasonable distance whilst being on hand if they do have any questions - that's what buyers like. No buyer can concentrate on taking a good look if you an agent yapping over their shoulder.
Once again, the key to any successful sale is to attract, qualify, facilitate, engage and encourage offers – then do a deal!
Don’t give buyers any reason to doubt your motivation or your agent's ability to get down to the business of selling your home.
When you put your home on the market there is one, and only one outcome, you are aiming for –
Attract qualified buyers who will see value in your offering, make offers and allow you to sell for a price that makes everyone happy.
But nothing happens unless the first part of that statement is fulfilled.
“Attract qualified buyers…”
Without buyers, you have nothing.
And even when you do attract them, there are some actions, or inactions that you or your agent may undertake that really can give buyers the sh*ts and make them wonder whether or not your home or property is worth pursuing.
1. No Address on The Listing
Buyers like to do some research before they are willing to take the next step and make a direct enquiry on a property. Not displaying an address can drop buyer enquiry levels by up to 25% because they think, “why are they hiding the address?” Making buyers suspicious is a poor way to build trust.
2. No Price on The Listing
Another turn off for buyers. Yes, they must be searching (online) in the price range you are hoping to achieve, but seeing no price or ‘By Negotiation’, or ‘POA’ can agitate the keenest of buyers. They want something to aim at and ‘no price’ properties make buyers suspicious that you may want to much for it in the first place.
3. Not Returning Their Calls or Emails Promptly
I know for a fact that some agents can be guilty of this, however if you want to sell your home your agent MUST respond to every buyer enquiry as quickly as possible. The one they fail to get back to in a reasonable time is the one that may have been ready to dive into a dream deal.
4. Not Telling The Market You Have Contract
Up until the time you have an unconditional contract your agent should engage other interested buyers in case the current deal falls through. Tell buyers exactly that, “We have a contract and will let you know if it falls through.” When your contract locks in, unconditional, make sure your agent changes the status of your listing to ‘Under Contract’ so buyers are under no misconception and can push forward with their search.
5. Advertising an Open Home and Not Running It
Believe it or not, I have heard of agents not turning up to advertised Open Homes and leaving buyers cranky and disappointed, not to mention the sellers! If buyers see it advertised on the net, and are keen to see it, they WILL turn up. If you have to cancel an open home, remove the time and stick a sign out the front that says, ‘Open Home Cancelled’.
6. Agents Hovering Like an Attention Seeking Puppy at an Inspection.
When your agent conducts any inspection – whether it is an Open Home or one-off appointment – hire one that won't hang around the buyers like a panting puppy whilst they are trying to look. A good agent will give an overview of your home; then LET THE BUYERS GO with a comforting, “Please ask any questions you may have.”
Let them explore, let them discover and keep a reasonable distance whilst being on hand if they do have any questions - that's what buyers like. No buyer can concentrate on taking a good look if you an agent yapping over their shoulder.
Once again, the key to any successful sale is to attract, qualify, facilitate, engage and encourage offers – then do a deal!
Don’t give buyers any reason to doubt your motivation or your agent's ability to get down to the business of selling your home.
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