So you’ve finally gotten around having your house repaired, inspected and properly valued. It’s now time to prepare for some of the most common questions homebuyers ask.
Choosing to sell your home independently has both its challenges and benefits. Since you do not have a real estate agent mediating between you and a potential buyer, it’s essential to equip yourself with knowledge. After all, what you may lack in experience, you could more than make up for by acing this real estate question-and-answer portion.
Don’t fret. As with every step, we are here to guide you. Here’s how you can effectively answer all your buyer’s questions and be a step closer to securing a sale.
PUT YOURSELF IN THE BUYER’S SHOES
First things first: In order to answer your potential buyers’ questions, you must understand how they think. What are their needs? Why do you think they chose to look into your house? What are the benefits of living in your property? What could be the challenges of living in your home?
Putting yourself in their shoes will make it much easier to provide substantial and useful answers. A good thing to remember here is to highlight the benefits over the cost of expenses. This way, buyers won’t focus on how much they’re going to spend. Rather, what they will get out of it.
Once you have a better grasp of what their wants and needs are, you’ll know exactly how to talk to them.
GATHER AS MUCH INFORMATION AS YOU CAN
An efficient home seller will not simply put up a For Sale sign outside the property when the time comes. Other efforts need to be exerted, including gathering all the information and documents that would be helpful during Open House.
When you know the property you’re selling from the inside out, it is going to be more natural for you to sell it. Plus, buyers find these kinds of seller more reliable, thereby making the property stand out from the rest.
Here are some of the key pieces of information you should have on hand:
- – Outstanding mortgage, if any
- – Approximate date of home improvement, repair and remodeling projects
- – Any certificate of compliance or permits (shed, deck, fence permits, etc), if applicable
- – Warranty paperwork for roof
- – Instruction manuals for appliances
- – Instruction manuals for HVAC
- – Ages of home appliances, roof, HVAC and other home fixtures included in the sale
- – Pending developments within your area, if any
KNOW WHAT THE BUYERS WILL ASK
The most important part of this ordeal is being a step ahead. It will be of great help when you have an idea of what these prospective buyers will ask.
Here are some of the most common questions to get you started:
WHY ARE YOU SELLING?
Whether it’s because of a job relocation, life events (marriage, birth, death, retirement) or just simply wanting to move to another neighbourhood, this is one of the first questions you’ll be asked. Most of the time, buyers would assume that if you have the urgent need to sell your house right away, you’ll be more open to negotiable prices.
WHAT’S INCLUDED IN THE SALE?
Make it clear to the seller what else is included in the sale, apart from the house itself. Do you plan to include certain appliances, fixtures, equipment and the like? If so, be extra mindful of the price you’re giving. Otherwise, you’ll end up on the losing end.
DID YOU DO ANY REMODELING?
It’s important to tell your buyers the extent of remodeling and repair work you’ve done in the past, as this affects your property value greatly. Be more than welcoming to show the buyers the modifications you’ve done before putting your house in the market. It’ll be easier for them to work with the rate this way.
WHAT’S THE NEIGHBOURHOOD LIKE?
This is particularly a common question among people who will be moving in as a family with children. Safety, security and peace of mind are paramount to them. So ensure you will be completely honest about relaying your personal experience of living in your neighbourhood.
Let them in on some of the best places to eat, shop and explore while you’re at it. You can also go right ahead and introduce them to the neighbors you’ve harmoniously lived with. This helps ease any uncertainty or tension.
WHAT DO YOU LIKED MOST ABOUT LIVING HERE?
Asking about the neighbourhood is only one part of the equation. Many homebuyers like putting sellers on the spot by asking this vital question. This is the best time to tell them all about the perks of living in your home and in the area.
Tell them about the mall or school that’s a stone’s throw away. Show them the nearby park their kids can safely enjoy playing in. Show them the fantastic view from your balcony — everything that will set your home apart from the rest.
The entire experience can be intimidating but prepping yourself can make all the difference. When you find yourself at this stage of the selling, refer back to this guide. It won’t be long until you’ve find that buyer who will be more than ready to write a check.