Besides show houses, which are open to the public at large, you will hold “private showings” to individual prospective purchasers – also known as ‘view by appointments’.
Aim to have as many appointments as possible each week – the more you show, the more you can sell!
Before showing:
Precondition the seller:
– Make the appointment.
– If you do not have a sole mandate, ask if they have had any offers since you last spoke to them.
– Warn the seller that you may be a few minutes late for the appointment.
Plan the appointment:
– If you have a selection of properties in a similar price range within an area, plan your sale.
– Select 3 or 4 properties for demonstration, with one being the most likely for the purchaser to buy – the target property.
– Show the least likely first, and the target property last.
– Plan your routes to the properties carefully.
Meet the purchaser:
– Meet the purchasers at the office or a central point that is easiest for them to find. (See showing property under Buyer/practitioner relationship).
Arrive at the property:
– First impressions count – if the property is not attractive from the outside, try to approach it from the direction that presents its best face.
– If the purchaser says, “I don’t like that property – I don’t want to see it,” point out a special feature/area that you particularly want them to see. They will usually comply.
During the appointment:
Adopt and adapt whichever of the following techniques suit your personal style and work best for you and/or your purchaser.
– Take control – lead and guide the purchaser into the room you wish to demonstrate.
– Do not allow the purchasers to go on a “treasure hunt” and leave you standing alone.
– Get the purchaser involved.
– Talk benefits, as seen through their eyes, not facts.
Avoid pointing out features, e.g., new cupboards – ask QUESTIONS, e.g., what do you like about this room?
– Get them to visualise their possessions in the home.
– Allow them to appreciate the atmosphere of the home.
– Get them emotionally involved, i.e., never refer to it as a house – rather, a home.
– Point out as many positives as possible and have solutions to the negative aspects of the property.
– Be enthusiastic, but remain on the same emotional level as the purchaser.
– Don’t talk too much.
– Don’t crowd them – they need time to identify with the property – it will be their home.
– Demonstrate the garden and allow them to appreciate the property from all angles.
– Constantly make use of TRIAL CLOSES: answer questions with questions.
Note: code of conduct (clauses 4 & 5).
Preparing for the appointment:
Always have the following available and up to date when taking a client to view a property:
– Offer to purchase.
– Cost sheets & calculator.
– Listing sheets of other properties in the same/similar price range.
– Other options to view (not necessarily price but perhaps area or features).
– Diary – to schedule the next appointment.
Taking the offer:
If a purchaser shows interest in the property, take the offer then and there (even if on the boot of your car!). The longer you give the purchaser to “think about it,” the greater your chances of losing the deal.
Ideally, if you have met at your office and travelled in one car, then the best option is to go back to the office into a ‘professional environment’ to take the offer. It is important to note special features, etc., during the viewing so that nothing gets left out.
