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 to say
Print
Contents
Prev Page
Next Page
Your role as the vendor is not a mute one. A first viewing can be a good opportunity to weigh up the buyers and get in a few questions of your own.
Remember that this is a business transaction and that not every businessman is as straight as a long straight line. They are trying to get what they want, and you should be careful not to do anything that will overly weaken your own negotiating position. Be friendly, and open, but don't let sentiment get in the way of any decisions you might make or things you may say.
Have they had a provisional mortgage
offer yet?
A simple yes and no answer, but a critical one. Unless they are
wealthy or buying well within their means, you have no guarantee
that they will be able to afford your home even if they decide
it's the one they have been dreaming of.
What can they afford?
If they have had an offer but seem to be baulking at the price,
try to find out what their maximum ceiling price is likely to
be. Then add some, as they will rarely be telling you the true
maximum amount.
Are they familiar with the area?
This is a good chance for you to show off your local knowledge
and talk up the quality of life in your area.
When are they looking to move?
This is a question you can use to find out how serious they are
about buying in general and whether their house-hunting activities
have a definite focus.
Have they made offers on any other
properties?
Again, this gives you a good idea of just how serious they are
about buying.
Is their house already on the market?
If so, how far through the process of
selling it are you?
If a quick sale is imperative to you, then you do not want to
be told that they haven't put their house on the market yet. Conversely,
if you are banking on having a couple of months before you have
to move out, you may be slightly put off if they are set to complete
on their sale within the next few days.
Are there any other constraints that
may affect their ability to complete within a set timeframe?
This could be anything like work, school terms, waiting on inheritance
or redundancy money etc.
As soon as they have left, make a note of their name and address and the answers they gave you. If they do then come back with an offer, (which may take some time) you will have some record of their personal circumstances, which can help you decide between matching offers from different parties.
Give them a set amount of time to finish the paperwork, during which time you promise not to show the property to anyone else. Make it clear that the property will go back on the market immediately if that deadline passes, whatever the reason for the delay may be.
- Don't make promises that you can't keep.
- Don't lie in response to questions you are asked. That doesn't mean you have to be brutally honest, though. If you are asked why you are moving and it's because the noisy train out the back has finally got too much, then it's probably OK to cite some other reason for the move, such as moving with work, to a smaller home etc. But if they ask 'Is the train out the back noisy?' then saying 'no you hardly notice it', is really not on.
- Don't agree to keep the house for them until their house is under offer.
- Don't give a vague outline of dates. Be specific.
Prev Page
Next Page
Contents