Showing tactics

C - Buyer Urgency: How can you promote it?

PROMOTING URGENCY 

It doesn't hurt to subtly remind buyers that there could be other interested prospects. It heightens their sense of urgency.

Tactic #1)   Serious buyer interest...

When you get serious buyer interest, consider adding an “Open House Sunday” rider to your for-sale sign.

Serious buyers will drive by the house several times and are sure to spot this open house sign. They will convince themselves that this will draw more interested buyers. This can work to push up their timetable for a decision.

The fear of losing something is among the most powerful of motivators. Fear promotes urgency and a call to action.

Tactic #2)   A current appraisal... 

If you had a recent appraisal performed (within the last year), leave a copy of it out for the prospects to see. Use a yellow highlighter so prospects quickly focus on your address and the appraised value. This helps create urgency by adding creditability to your asking price (assuming it’s in line with the appraised price AND current value).

Tactic #3)   Others are interested...

Allow buyers to wander alone in different areas of the house but ask them to leave the lights on. Advise them that there will be another showing. If agents are doing the showing, leave this request on a handwritten note where the agent and the buyers can see it. (Of course that showing or appointment may not be until next week.)