Prepare the visit

First of all, consider whether you want to gather several stakeholders together for a visit or whether you would prefer to do one for each potential buyer, individually. This depends on your available time and the number of people interested. To learn more about the potential buyer, individual appointments are an option. If you are selling a rented and inhabited property, talk to your renter regarding the availability of visiting dates.

Weekends are particularly attractive, as interested parties will have available time, and usually a reduction in traffic volume.

Before a visit, be aware of some things that can help your property stand out:

• Make sure everything is clean and organized, including in the stairs and the rooms;
• Mow the lawn and place some flower pots in the entrance area if necessary. A beautiful decoration shows that you care about your property and triggers an emotional response;
• Ventilate the rooms completely;
• Eliminate obvious defects such as burned-out light bulbs. If the rooms are very worn out, painting the walls can be a solution;
• Keep the following documents ready for those interested: energy certificate, building passbook and permanent certificate.

More and more people are talking about Home Staging, when “properties are updated by simple renovations and empty rooms are temporarily well furnished for the duration of visits, giving potential buyers a better impression. Whether and to what extent this is necessary for the sale of your home depends on costs and the expected sale price.

Get ready. Think about the questions the potential buyer might ask and prepare the appropriate answers. Make a good impression and mention the most important benefits of your property, or at least have the information with you. From the preliminary visit, you will already receive the first impression from the interested party. Think about which arguments the potential buyer could be flexible with. Buying a home is also an instinctive decision. How can you reach the potentially interested parties emotionally? What could satisfy them?

After all, the visit itself is much more than showing the rooms. Always start your visit in a friendly and considerate way. Show interest in getting to know the potential buyer a little so that you can establish a friendly relationship.

Make questions. Don’t be afraid to ask about personal matters such as hobbies, work or family. Most people build trust this way. But, it shouldn’t be intrusive. Emerging questions must be answered satisfactorily at any time.

Our tip: most people are uncomfortable in a selling situation and therefore it loses its potential. For added reassurance that this process will go smoothly, it is best to hire an experienced real estate agent.

Save the best for last: Only show the client the strengths of your property towards the end, so that they remember them. And while, of course, you emphasize the benefits of your home, always opt for the truth and don’t cover anything up. Known deficiencies or issues should be openly mentioned.

To conclude, summarize all the important facts about the property, including the sale price. If it is too expensive, indicate again the specific advantages of your property. 

Interested parties may want a second visit to clarify some details. Give them enough time to consider – after all, this is a big decision. If a potential buyer makes an offer at a reasonable price within your negotiating margin, “close the deal.” Our experience tells us that it will be better to accept than wait for a better offer. So don’t play poker. If you are seriously interested in your property, you will make a decent offer and you will reach your goal quickly. The preparation of the visit is very important!