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The Viewing
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Unbreakable rules -
Safety first.
A person should never show someone of the opposite sex round a
property alone
On no account show anyone round who just turns up.
Check out a viewers details before letting them in your home. A mobile phone number is NOT good enough for this purpose.
The details
A person should never show someone of the opposite sex round a property alone. In fact, for men or women, things seem to go better if there is a friend or family member in the home during the viewing. Also do not leave anything of value, sentimental or otherwise, lying around or easily accessible such as jewellery in drawers. These could disappear. This applies to anywhere that is not locked. Sadly you must consider this.
Once a request to view is made, try to make a quick response and try to make the appointment for as soon as is practical. The viewer may see a property that they like and make an offer that's accepted never knowing that your home was perfect for them. Also the viewer may forget to come, if the appointment is too far in the future. In fact some people will not show up anyway. It is always important to telephone them to confirm that they have not come, as they may have mistaken the time and so could just turn up when least expected.
On no account show anyone round who just turns up, unless you know them already, are prepared, and have their details. Simply tell them that it is not convenient now, take their details and make an appointment when you are prepared. Also check out their details before letting them in your home.
Have two copies of the specification available. One for you and one for the viewer, if they have forgotten their own. Answer questions clearly and honestly. Do not go into more detail than is asked, but do point out the positives. If the viewer disagrees or criticises your home don't get into an argument. The phrase "oh do you think so", can be a useful first defence. If they have hit on a real issue or seem determined to pursue it the response, "Really, that's an interesting point" may get you some breathing space. You should not mislead viewers, but you do not have to agree with everything they say.
Let them view at their own pace, but if they stall, remember you are working to schedule. Although it can help to have a potential buyer seeing a competitor, you do not want them distracting each other.
Accentuate the positive. If you have a fantastic feature they may not realise unless you tell them.
Afterwards, it is courtesy for the viewer to let you know what they thought. This can be useful but not always. If someone does not contact you follow it up, it may trigger an offer but it’s always good to end each element. Try to do so positively.
Questions to ask viewers.
Here you are trying to identify the best buyers.
Have they arranged a provisional mortgage offer? If not they are possibly not able to proceed. If do not need a mortgage, ask them how they plan to fund the purchase. If things get as far as their making an offer you will need to see some documentation backing this up before even considering it. You may also ask what percentage they intend to borrow. For you, the lower their percentage, the better. There will be less chance of snags and less chance of problems arising at the valuation stage.
Why are they moving? You can determine if your home will suit them. Not fool-proof but a useful indicator.
When are they looking to move and what is their ideal timescale? Does this fit in with you and are there any constraints that are likely to cause unexpected delays.
If they are not locals, do they know the area? If not tell them what's good and particularly what's near you that's good. If they do know the area, make sure that they realise about the good parts near your home.
Is their house on the market, and at what stage? If they are not on the market, you will have to consider how fast they can sell if this is required for them to buy your home. This is all about timing, but may indicate their seriousness.
Have they made any offers on other properties? If they have made lots, why have they been unsuccessful, are they coming in with too low an offer or are they backing out later? They may just have been unfortunate, but you should probe a little more.
Questions they may ask you.
Why are you selling? Because you hate the neighbours is the wrong answer.
How many people have viewed the property and how long has it been on the
market?
Lots reduces your strength and Few reduces it if you've been on the market
for ages. Ideally, you are only just on the market and there has been quite
a lot of interest. This is often why properties drop off the market for a
month and then return. And you thought it was just an excuse to put up the
price.
Have there been any offers?
Gauges three things (but in combination with the first 2 questions) -
interest, no-one has yet hit full price and that you are holding out for
more.
Ideally - Recently on market, you are one of first to see it, more booked for tomorrow, seems to be quite a lot of interest. You don't want to have to tell them it’s been on the market for months and we have had no offers. Equally in this situation, if you have had offers this may indicate that you are either holding out for the maximum price or are not really interested in selling.
Are you in a chain? 2 functions. Speed of completion and negotiating strength. No chain puts you in a stronger position - say why.
When are you looking to move? Indicates how serious you are and if desperate will you take an offer. Also does it fit in with their timetable? Answer and follow up with how about you?
Have you ever been the victim of a crime while you lived here? If you have been burgled or had a car pinched or vandalised outside, you are obliged to answer honestly.
Some people ask how much you paid for the property. This is not really relevant as the question is what the property is worth today, not in the past. You can tell them or not but do not lie. They can find out from the Land Registry and it will damage your credibility.
Have you had any work done on the property? You may as well be ready for this with documentation and guarantees to hand, as it will come out in the legal process with solicitors anyway.
They may ask about the running costs. You should answer these questions honestly, ideally with a copy of any recent bills, but if one person is cold at 25°C and one warm at 15°C their costs will be different.
Do not agree to do anything abnormal. Do not wait while they sell their home. Do not agree to have work done or allow them to have work done. Someone else may not have these requirements or if you do have to agree, do it through your solicitors who can ensure that your interests are protected.
The Backup Plan
Don't
Panic. If nothing seems to be happening, what are the options?
It may be that the price is too high, or strangely too low. It could be
that conditions have changed or it could simply be bad luck.
You could take the property off the market for a while to allow you some time to reconsider. You could alter the price or broaden your marketing coverage. You could put a board outside your property, subject to planning regulations, or you could do nothing and see what happens.
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Revised: 20 March, 2003.