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Create that Positive and Powerful First Impression
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A Buyer Is Coming To Take A Closer Look –
Now What?

The smoothest and most productive showings are where the buyers are already familiar with the interior of the property from the marketing material, (property flyers, web photos, professional virtual tour, etc.) and this visit is just a verification of what they have already seen. The idea is to stage your home’s presentation so that the house shows itself.

Experts strongly agree that a interaction between buyers and sellers should be no more than a brief introduction. After that, the sellers should leave to run errands or walk the proverbial goldfish – i.e., leave the premises. There are 3 good reasons for this recommendation:

  1. Buyers complain that sellers make them feel uncomfortable and they are not able to “kick the tires” so-to-speak. Buyers need to explore the house (open closets, look in the shower stall, turn on faucets) if they are going to plunk down 30 years worth of house payments.
  2. Good Realtors know what their buyers are looking for and already know their preferences, hot spots and turn-offs. The showing is much better left in their hands.
  3. The sometimes sensitive matter of emotions. You know what you like about your house and your family and friends often compliment you about on them. Homeowners are unfamiliar with having items in their home criticized. Remember, buyers are not family or friends (even if they are family or friends). Buyers are simply contemplating a significant purchase.

I think those are three pretty good reasons. Let’s go one step further and do a “what if”. What if the buyers, during a discussion with the sellers, asked one of the sellers a question to which that seller give a quick, shot from the hip response? What if the other seller and the sellers’ agent were not present to hear the exchange and, a couple days before settlement, the answer to that question becomes an issue that appears to threaten the deal? Would it not have been better for the sellers not to be present to have the question asked of them in the first place? What if the buyers asked the question and the seller just didn't answer? What message would that send? That is why sellers should be safe and walk the goldfish and the agents conduct the communication.

I have seen buyers who attempt to bypass agent to agent communication trying to gain an advantage on the seller. When your agent suggests that you have some errands to run, take the hint. The current scarcity of buyers has sellers eager to talk to anyone. The idea is to be consistent in the way buyers and sellers communicate (i.e., through experience agents) in order to protect buyers and sellers from those who would take advantage.
Next: Walk The Goldfish


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