The visit is the most important moment in the process of buying and selling a home. That’s why we tell you how to show the house to the buyers and thus conquer the visitors.
Without a doubt, showing the house to visitors interested in buying it is the most important moment of the buying process. When you already have a possible buyer inside the house you must take advantage of all the resources at your disposal so that he leaves convinced that this is the house in which he wants to live. Therefore, in today’s article we tell you everything you need to know to show the house to buyers and conquer them.
In this sense, we delve into the following key points to show a home to potential buyers:
- When to show the house to buyers?
- In what order should we show the rooms of the house?
- Tips and tricks for showing the exterior of a house.
- Tricks and tips for showing the inside of the house.
- Documents and information you should have when showing a house.
- When to show the house to buyers interested in buying it?
- The best time to show the house to visitors is in daylight. In this sense you have two options:
Display homes Sydney suggest to show the house at noon: this is when the sun is at its highest, so there is usually more light.
Show the house when it receives the most light: if the house does not receive the best light during noon, try to show it when it does. For this, take into account the orientation of the house. This can be early in the morning, mid-afternoon or even at dusk. The aim is to make the most of the sun.
Once you have shown the house when the light is best, you can offer the buyer to schedule another visit so that he can see the house at a different time, which will generate confidence.
Why show a house when it gets more sun?
Scheduling visits to your apartment for sale during sunshine hours has many advantages:
- First of all, the future buyer will get an idea of the house’s natural light, an essential factor that makes it easier to imagine living in it.
- During daylight hours the buyer can see the house more clearly. This is due to the fact that artificial light can distort the finishes a lot.
- Some people prefer warm light (yellow) and others prefer cold light (white or blue). If you rely on artificial lighting to show the house, you may run into a visitor who doesn’t like the one you have in the house. This problem, however, does not happen with sunlight.
- During the day the buyer will be more rested and more positively disposed.
When not to show a house
You should try to avoid scheduling visits to your home for sale during:
- The night: buyers will be quicker and less inclined to buy. In addition, they may come from other visits, so they may be tired.
- Very windy or stormy days: bad weather can generate negative emotions when making decisions. Unless in your area this is the usual climate, avoid visits on such days.
- Hot days and high temperatures: in this case the heat generates fatigue and oppression. Unless the house does not have a good air conditioning or is very cool, try not to arrange visits on the hottest days.
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- Where is it best to start showing a house?
The best order to show a house for sale is the one that makes the visitor feel most comfortable. Let the potential buyer take his time, watch what he wants, and go at his own pace. Accompany him and see him commenting on the positive aspects of each room and solving his doubts, if he has them.
In what order to show the house to the buyers?
There is no established order to show a house as each one has its peculiarities. However, in case the visit is the one that prefers you to be in control or you perceive that it is shy, we recommend following this order:
- Neighbourhood: If you live in a good neighbourhood or in a particularly beautiful area, it is best to start your visit in the neighbourhood. Set as a meeting point some charming cafeteria and take a pleasant walk to the house. This way you will be able to show him the area and tell him about its history, advantages and services.
- Portal of the house: if the neighbourhood has nothing positive to offer, it will be better to stay directly in the portal of the house.
- House: do not entertain yourself with the urbanization and go straight to show the flat.
- Kitchen: this is the first thing you should show about a house as it is the area that arouses the most positive emotions.
- Dining room/living room: then take him to the place where he will live with his family or friends.
- Terraces: Like kitchens, they arouse more positive emotions than the rest of the house.
- Rooms and bathrooms: it starts with the worst room so that when the last one is reached the sensation of improvement. Each time you show a room points to the nearest bathroom.
- Extras: if the house has its own garage, swimming pool, garden, storage room or pantry, leave it until the end. Any extra will be the icing on the cake for a perfect visit.
- Communal areas: finally, show him the urbanization and its services (gym, common areas, etc.) when leaving the apartment. This way you will end the visit in a natural way, returning again to the portal.
- Tips for Showing the Interior of the Home to Buyers
When showing the interior of a house it is essential to pay attention to the following aspects:
- Cleanliness and smells.
Do not forget that buying a house is something very emotional and that the visit decides whether or not you are interested in the first minute of the visit. Therefore, do not underestimate the “visual” state of the house.
Depersonalize a house before showing it.
When a buyer visits a house, we must get him to imagine living in it. Unless it is a magazine house, very cozy or you have many luxury items, it is better to show it as “neutral” and depersonalized as possible. For this it is recommended:
Paint all walls white.
- Remove any ideological references: posters of groups or films, photo frames, political or religious signs, objects related to sports equipment, etc..
- Get rid of old furniture or show the house unfurnished.
- Do not use the house as a storeroom: empty all cupboards, drawers and pantries. You will allow the house to show all the space it can offer. In addition, you will prevent the buyer from encountering uncomfortable obstacles during his visit.
- Clean the house thoroughly before showing it and take care of the smells.
- Before making a visit, the house should be thoroughly cleaned and all the rooms checked to ensure that they are clean. You should even clean the bottom of the drawers, as it is likely that visitors are engaged in gossip everywhere.
Don’t leave anything in the way and ventilate well before the buyers arrive. If the house smells bad, most visitors will lose interest instantly. You can try putting a little air freshener with some aroma.
Show the house with the best possible lighting.
It is not always possible to show the house in natural light, either because it does not come or because it is not the right time of day. For that reason, all light bulbs must work perfectly, the lamps must be clean and any corner of the house must be clearly visible.
Although there are people who prefer white or blue light, the best way to show a house is the yellow light, because it reminds us of a warm and homely space.
Highlights the qualities of the house
To have the document of the memory of qualities is an important aspect when teaching a house. Although it is more frequent in new homes, when selling your home you must inform the potential buyer of the qualities of the home. The points to consider would be:
- State of the pipes.
- EEC (Certificate of Energy Efficiency).
- Security door.
It takes advantage of the distribution when showing the house
Distribution is a matter of taste, but obviously a distribution where space can be used more will be more appealing. If you have depersonalized the house and it is unfurnished, you will leave with an advantage at this point. It should be noted that the distribution that is most in demand is the square without corridors.
If it is your case, it is a point to emphasize during the visit. The distribution, the useful meters and how to optimize the space are elements that will be in the mind of the buyer during the visit.
Point out the reforms when showing the house
If you have renovated the house, whatever the type, you should mention it clearly. It adds value to the property and inspires a “new” feeling.
Remember that there are techniques such as home staging, which allow the price of the house to rise by more than the cost of the work. In fact, a reform can increase the price of the house by 20%.
This is a decision you will have to make, as it will depend on how quickly you sell the property and whether you have the cash to invest in a refurbishment. It is also interesting to know that many buyers will prefer a lower price and carry out the reform themselves, according to their tastes.
- Tips for Showing the Outside of a Home to Buyers
Another important aspect when showing a house to visitors is the outside of the house. It is recommended to leave the outside for the end of the visit. In this way you will end up convincing the profiles interested in your house.
So, when talking and showing the outside of the floor, focus on:
- Location of the dwelling: if it does, the privileged location of the building stands out. In addition, it points out the existence of public transport, green areas, shops, schools, universities, hospitals, health centres, parks… You can also allude to the type of neighborhood according to the preferences of buyers. If it is a family, tell them about the tranquillity of the area and security. If they are younger people, emphasize the leisure areas, bars, cultural offerings, etc.
- Building maintenance: inform potential buyers of the current state of the building. It highlights its positive aspects, such as the reforms that have been made, whether there is an elevator, parking or storage rooms. You should also report “negative” aspects. For example, the community fee or if there is a pending spill.
- Community services: For many people, the “services” offered by the community are a turning point when buying a home. In the case of having them, it is necessary to emphasize them: 24 hour security, common areas, swimming pool, paddle tennis, parking, storage rooms, concierge…
- Documents and information to show a house
Any visitors you receive will ask questions about the building and the house. Among others, these are some of the most common:
- How old is the house?
- What is the energy rating of the building and how is the electrical installation?
- When was the last Technical Inspection of the Building carried out?
- What community fee is paid and if any spillage is foreseen.
- How much IBI is paid.
- What plumbing installation does the building have?
- Are there any pending charges on the house, such as mortgages or debts?
You must be able to answer all these questions accurately and support them with data. For this reason, when showing a house it is recommended to have at hand:
- The quality report of the property: it gives information about the type of construction, materials, extras, etc.
- Last receipt of the IBI and of the Community.
- Energy Efficiency Certificate.
- Document of the Technical Inspection of Buildings.
- Note simple registry: reflects the current situation of the house at the level of debts and mortgages and verifies that you are the owner of it.
- Do not hide information when showing a house
- Finally, you must be honest in all the above steps and not hide any defects the house may have. Otherwise, if the sale is made and it is discovered that you concealed some serious or relevant defect, the buyer may file a complaint for hidden defects.