Walk out before the buyers walk in

Posted by on Wednesday, November 12th, 2014 at 11:54am.

You’ve done the work, you’ve listed your home, you’ve got it “show ready,” and now you’ve gotten a call that tells you buyers are coming to look.

What should you do? Get out of the house!

Hopefully, the caller has given you a little time to do a last minute check to see that all is in order.

Now it’s time to grab the kids and the dog and get gone until they’ve had time to have a good look around. Go out for ice cream – or do the weekly grocery shopping – or go visit a friend.

If you come back and find they’re still there, that’s a good sign. So don’t interrupt or hurry them. Instead, park down the street and wait until they leave before returning to the house.

Why?

Because it’s in your best interests to be gone. First, buyers are uncomfortable when a homeowner is present. They won’t look in the closets or cupboards. They won’t stand in the living room and discuss whether their furniture would fit. They won’t linger on the back deck to enjoy the view. Instead, most of them will do a quick walk through and get going.

The second reason is that the buyers or their agent could engage you in conversation, and you could damage your bargaining position. If you answer a friendly question like “Why are you selling?” you could accidentally let them know that you’re anxious to sell, so might accept a low offer.

If you want to meet your buyers and become friends after the sale is closed – that’s wonderful. We all need more friends. But until that time, it’s best if you and any potential buyers don’t talk. The same goes for the buyer’s agent – except he or she might be actively trying to get you to give away information that will work against you.

Every agent has stories about sales that fell apart or just didn’t happen simply because buyers and sellers got into conversation. If you like, I’ll be happy to tell you some of mine…

Just give me a call at 858-342-9292 or email me at vip@aare.org.

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