3. What features did you
like the best?
5. Do you want me to put in
an offer?
You can help their imagination by
pointing out some features of the
home. Let them envision their
family in the pool on hot summer
days or cooking a large meal for
a holiday in the gourmet kitchen.
If you’ve answered all their
questions and they’re still
not signaling to draw up the
contract, then you may need to
ask for the sale.
After reviewing the features you
think will sell, ask them which
they like the best.
You can gain a lot of information
from a house viewing. You may
find that a feature like a big yard
is of more importance than
originally indicated.
By focusing on the positive
benefits of a property, you will
also be able to sell the house
faster in comparison to others
that might have been viewed that
day.
Even if they decide that the
house is not the right one, they
will most likely explain why not.
This will save you tons of time
driving them to potential choices
that may also have a similar dealkiller.
If they aren’t saying “no” right
away, then they just may need
a few minutes to discuss it
together. Don’t hit the road until
you get a final answer!
Arm Yourself with
Questions that Help to Seal
the Deal
Most of the closing process is a
listening game. Try to listen to all
the objections raised and try to
counter them. Some objections
may be ultimate deal-killers and
that’s okay. It’s still an objection
that can be countered during the
next house showing.
If you listen carefully to what
your buyer’s reaction is to each
viewing, you will quickly fine
tune your real estate choices to
only properties that meet their
household needs. Then, the
property will ultimately sell itself
as the buyer’s needs and the
home will match completely.
4. What questions do you
have for me?
It may be that the property was
perfect, except they didn’t like
the appliances. However, the
potential buyers may not voice
that during the showing in a way
that suggested they were ready
to buy.
Give them yet another
opportunity to voice their
questions, to provide you the
opportunity to put any objections
to rest.
In the instance where a couple
loves the house, but hates the
appliances, you can offer a workaround in the contract to pay for
new appliances.
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