Estate agents differ on their approach to viewings. Some are happy for you to lead the viewings whereas others insist that they show each viewer around your home. Low cost agents in particular will tell you that as you know your home best, it is better for you to show your viewers around. Other agents will recommend that they conduct all the viewings, after all that is what you are paying them to do.
So, which approach is best?
Should the seller conduct their own viewings or should the agent accompany each one?
Things are rarely so black and white. Like most things, there is always a splash of grey. Here at Alexander Taylor we believe that both approaches work, depending on the situation. Let’s take a closer look at this…
Estate agents are specialists in their field. You pay your agent for their experience, knowledge and ability to sell your home. We believe your estate agent should always show buyers around your home on the first viewing. Our experience tells us that buyers feel more comfortable to open up, ask questions and have a really good look around with the estate agent conducting the first viewing.
A good estate agent is highly skilled at listening for buying signals and responding accordingly. They should put your viewer at ease. Your agent should be able to tune into what a buyer wants and highlight certain attributes of your home that suites the buyer’s needs. Your agent will be able to see your home through the eyes of a buyer and will, therefore, be able to direct the conversation and the viewing to showcase your home to its best.
The first viewing is also the perfect opportunity for your estate agent to talk through any objections the viewer raises there and then. A potential buyer is far less likely to raise objections to the homeowner face to face as they won’t want to cause offence. But then you risk the chance of the viewer departing whilst still holding on to objections and unanswered questions. The last thing you want to is for your buyer to leave the viewing feeling like they have lots questions that they just couldn’t ask. That’s why we also suggest that your agent conducts the first viewing.
During the first viewing, make yourself scarce and leave your agent to it. Take any pets or children out for a walk and get out of the way so your buyers feel comfortable and can feel relaxed in your home.
Ask your agent to call you on your mobile when your viewers have gone and the house is free to return to. Your agent might want to hang on for you to come home to hand back the keys and give you some feedback but if they can’t, ensure they know what to do with the key and any other instructions when locking up your home.
This is where you will need to depend on your agent to gauge the situation and discuss which approach is appropriate. We find the best approach is for the agent to show the buyers around your home again for the second viewing but this time, after 20-25 minutes, you return home to meet your potential buyers. It is this part, where the buyer and the seller meet that is the bit that needs consideration and advice from your agent.
In most cases we find it really beneficial for buyers and sellers to meet. It puts a face behind the house and adds a more personal touch. This especially works if you have things in common with your viewer and can relate to each other. It helps the buyer connect with your home.
If a buyer and seller like each other and ‘get on’ it can really help overcome any hurdles that are thrown in the way through offer negotiations and the sales process.
You will find a good estate agent is usually a people person. They can gauge personalities and know how to respond. Rely on your agent to guide you on this. During the lead up to the second viewing your agent should have started to build up a picture of the viewer and got to know them a little. It is this insight into the buyer that your agent should use to assess if it is a good idea for you both to meet.
If and when you meet the people who are potentially going to buy your home, make them as welcome as you can. Offer them a drink and a seat and try and build a connection with them. Attempt to get to know them a little and see what you have in common. Building a relationship the right way from this point can really help carry the sale of your home through to the end. The buyer will remember how you made them feel. If this is a positive feeling they are far more likely to offer a respectful and fair price. If you like and respect each other any obstacles that crop up during the sales process will be much easier to circumnavigate, with both parties being more accommodating and flexible.
In summary, when it comes to viewings, we recommend that the estate agent is involved in all viewings with a little appearance from the seller at the end of the second viewing (if it is appropriate). If not, then it’s the agent’s responsibility all the way. Why? Because your estate agent should be trained and highly skilled at conducting a viewing and selling houses. They will encourage your buyer to relax and put them at ease. A comfortable buyer will enjoy the experience of looking around your home, take their time and ask whatever questions they need to. A happy viewer means a better chance you have of achieving an offer.
We’d love to know how the viewings are going on your home. Are you having plenty of viewings or no offers yet? Or perhaps you haven’t had a single viewing and are wondering why? We can help you with this. Give us a ring on01324 811 233 or email firstname.lastname@example.org to find out how we can help.