In This Guide
choosing an agent
Conveyancing
Holding viewings
1. Introduction
2. What they will ask
3. What to say
4. Guide to buyers
Negotiation
Planning your sale
Prepare your home
Seller's Packs
Selling at auction
Selling in Scotland
Selling privately
Selling your home
Using estate agents
Holding viewings
What they will ask
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Here are some of the questions that you should be prepared to answer when viewers look round and some suggestions for answering them in an advantageous way:
How many people have you had to view
the place?
This is one of the first questions you are likely to be asked.
The buyer is trying to gauge the level of interest in your home.
Telling them that the house has been on the market for ages and
you have shown hundreds of people round is not what they want
to hear. This makes it look like the house is overpriced or difficult
to sell for some reason. Without lying, you ideally want to make
them feel that your home is arousing sufficient interest for them
to act with some urgency.
How long has the property been on the
market?
This will also probably be one of the first questions. Most of
the time, the longer a property stays on the market, the lower
the chance of getting a good offer. It can sometimes even be worth
taking a property off the market for a few months before trying
again to sell it, so that you can tell the truth when asked this
question.
Have you had any offers?
Again, the buyers are trying to assess your position and their
position. Much depends on how long the property has been on the
market. If you have not been trying to sell it for very long,
your position is stronger and you can use what you say to enhance
your position. If your property has been sitting around unsold
for months, then you may need to be more defensive in your response.
What is your position in terms of a
selling chain?
This is asked to give them an indication of how quickly you will
be able to complete the sale should they decide to buy. If you
are working to strict deadlines, this could be a factor. It's
best to be completely truthful over this one.
Why are you selling?
How truthful you are here depends on the real reasons for your
sale. There are many valid reasons for a sale that shouldn't put
the buyer off at all, such as job relocation, upsizing or downsizing.
Try not to give the impression that you're desperate for a quick
sale, as this will inevitably lead to reduced offers.
Has the property has ever been burgled
while you have lived there?
Has your car ever been stolen from outside?
These questions must be answered honestly.
How much did you pay for the property?
This is asked to get some idea of how much values have grown in
the past. You don't need to tell them this if you don't want to,
but if they really want to do their homework, they can find out
for themself how much you paid. For a £4 fee, the land registry
will tell anyone who cares the price and date on which you purchased,
so don't get caught out by lying.
What comes with the property?
You should have a list of the particulars to hand with this information
on it.
What work have you had done on the property recently?
If you have had any major work done, it can be helpful and reassuring
to show them guarantees from the builders or tradesmen who carried
it out.
How much are the utility bills?
Again, you should have this information to hand. Finally, keep
on your toes. They may well ask you some obscure questions that
you could never anticipate, and may or may not know the answer
to. If you don't know, just say so. Making things up has a habit
of backfiring.
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