Selling your property
6. Get feedback from visitors
Here is a very important piece of advice to help you sell your home faster and for a better price: Ask each potential buyer who visits your home for their feedback.
Getting feedback takes only a few minutes per visitor and gives you crucial information to better sell your property. It’s something that real-estate agents rarely have the time to do, but it can make all the difference in the sale of your home.
Here is how to ask for feedback:
1. Contact visitors the day after each visit
The day after a visit, send an email thanking the potential buyer for visiting. You can also do this by phone. Say something like, “I am just calling to see if you have any questions.”
This step is not about putting pressure on the buyer or trying to “pitch” your property. It’s about making the buyer feel comfortable.
If they tell you that they are not interested in your home, be courteous. Don’t try to change their mind – you will only end up annoying them. Instead, jump to step #3: Find out why visitors aren’t interested in your property..
2. Follow up after a few days
Give buyers a few days to respond before re-contacting them. If a buyer still has not made a decision, offer a second visit. A very interested buyer will visit your home a second time.
Don’t be surprised if most visitors tell you during the follow-up that they aren’t interested in your home. It’s normal. Nevertheless, always be polite and courteous when asking for feedback.
3. Find out why visitors aren’t interested in your property
When buyers tell you they are not interested in your property, ask exactly what did not appeal to them. The goal is neither to change buyers’ mindn or to upset them. Don’t try to make buyers feel bad about a decision about which they obviously feel comfortable with.
Instead, assume thetone of someone politely asking for something from a stranger. This is exactly what you are trying to do. Your goal is to elicit each visitor to divulge very useful information: Why your property is less appealing than other properties on the market.
Listen respectfully to a visitor’s answer. Never contradict someone who is taking the time to give you feedback. Write down the information the visitor gives you: It could be useful in helping you sell your home faster and for a better price.
Thank them for their comments and tell them that you hope they find the dwelling of their dreams. Who knows, they might even have a friend or relative who is looking for a place just like yours!
4. Modify your listing description
No property is perfect. Visitor feedback offers a better understanding as to what some buyers see as areas for improvement.
Even negative feedback can be turned into a positive. For example:
- Your yard is too small? It’s easier to maintain.
- You can hear highway noise? That’s because the property is located near major autoroutes, which makes getting around easier.
- Your kitchen needs to be renovated? Let the new owners re-design it themselves.
Incorporate any positive aspects of your property into your listing description. Display a positive attitude during visits.
Don’t let a single comment get to you. However, if several visitors make the same remark, then you need to do something about it.
Remember, your goal is to be more convincing with future buyers in order to sell your home faster and for a better price.
Your next step: Negotiate with a buyer.