Show your home

D - Buying Signals and Opportunities: Can you take advantage?

Spot buying signals:

If the buyers start talking about furniture placement (“this would work as the music room” or “the entertainment center would fit here”), this is good. Buyers who linger longer than normal or take a second walk-through during the showing, definitely have some appeal building. Encourage them to take off their coat, sit down and get a better "feel" of the home and if they have a camera, to take a few pictures. 

Interested buyers ask probing types of questions; “What are the neighbors like?” “Where is the elementary school?” “Where are you moving?” Who, but an interested party, would ask these types of questions? Give these inquisitive buyers your undivided attention.

Questions–and even objections–are representative of true buying signals and you can learn to recognize them. Some people phrase their question in the form of an objection. Why would they verbalize an objection or ask a meaningless question unless they had some degree of interest?

One tactic that can work is when the buyers’ bring their children, who become enamored with your home. When everyone is present, point out how “everyone will just love living here.” The family enthusiasm could bring added weight to the parent’s decision.  

Newlyweds and first time buyers:

Be on the lookout for newlyweds and those individuals planning on marriage. New couples haven’t formulated what it is that they both really want. Buying their first house is a new experience for them. They are in that serious phase of wanting to please each other.

If one person really likes your home, play to this individual. Support their dreams and enthusiasm. Reinforce how much they’ll enjoy living here: they’ll love the neighborhood, the cozy fireplace, relaxing with a morning cup of coffee in the sunroom, the possibilities for a playroom in the basement, the great entertainment potential (young couples always love this concept), etc.

If you can get one party hooked, their partner will often use this "opportunity" to please them.

 Downsizing provides opportunities:

If you’re downsizing or moving from house to condo, make a list of things that you’ll be getting rid of that would really help a first time home buyer.

New buyers are unaware of all the additional expenses associated with owning a house. Tell them that you created this list for a first time homeowner and it contains an array of items they’ll need shortly after they move in. Then list the appliances, washer and dryer, window treatments, lawnmower, garden equipment and supplies, lawn and patio furniture, gas grill, tools, etc. that you’ll be willing to throw into the sale.

This could really impress those who hadn’t thought of these impending expenses. Besides, this "give-away" is worth a lot more than the money you'd get at a yard sale.