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Handling Viewings

Very often a property viewing is not a comfortable experience for either the seller or a potential buyer. A critical visitor and an anxious host do not make for the easiest of encounters. But it is always best to try and make the most of a viewing, even if it is not going to result in a deal.

Selling property is mostly a numbers game. The more viewers the more chances of an offer, and the more offers the greater chances of a sale. Of course it takes only one, but when selling property it is usually true to say that the more viewers the better. Besides, when a reasonable number of people are all prepared to view it indicates that the asking price is set at the correct level to attract, and not put off, potential buyers.

Viewers come in many guises: the chatty, the quiet, the quick, the long-winded, the timely, the tardy, the polite, the rude and, frustratingly, sometimes the absent. One trouble with viewers is that it is hardly ever possible to gauge exactly what they think. Sometimes the person who spends a long time and shows the most interest is never heard from again. Conversely someone who shows little interest and makes some less-than-encouraging remarks may soon come back with an offer.

Many viewers, even when asked for their thoughts afterwards by an agent, will not give useful feedback. So it is best not to rely fully on this testimony. Many sellers do not appreciate this until they find themselves in the same position. Some viewers don’t want to appear insensitive and, instead of offering some constructive comments about the condition or the price, they are anxious not to offend. But this does not help either. A good estate agent will encourage helpful thoughts from a viewer and convey these carefully and sympathetically to the seller, as constructive criticism should be welcomed and then acted upon. It is a short-sighted vendor of any commodity who ignores the findings of his own market research.

Finally sellers should try and make their property fully available for viewings. By restricting viewing times and making it more difficult for viewers it hands greater opportunity to others on the market in your price sector. So it is best to let your agent have a key if you are out at work all day and otherwise try to make your plans fit in with potential buyers rather than the other way around.

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