So now after the prospect has enquired and is keen in the property, the next step is to arrange for the prospects to view the property, but NOT at any time or any day at the request of the buyer.
We should do it in a way that brings out the interest in your property. I seek to do it differently from others where possible.
You see, when there is 1 property and 1 buyer, the buyer’s value is high. They are in their comfort zone, taking things easy and there is no urge or urgency to act. Prospective buyers come for the viewing conditioning themselves that they are just here to ‘have a look ’.
They have these fears and doubts and are ready to find reasons to tell them that the property is not the right one for them. This way, they can avoid having to make that big scary decision of committing to a property purchase. Often during the viewing, buyers may voice out their concerns/ criticisms.
For examples – “Ohh there is afternoon sun, ohh I prefer north facing unit, the road is too close, I prefer a higher floor, the aircons looks old, I prefer an unblocked view, I need to do lots of renovation, it is quite noisy, etc…”
If the right qualifying of the buyer has been done initially, many of these reasons, most buyers would already have known even before they come for the viewing. The prospects view quickly, then say bye, thank you and they leave… Many might not take the viewing seriously and are just having a look a.k.a window shopping.
Nothing much happens after that. The frequent response during subsequent follow ups would be lots of excuses and reasons “I am still considering, I will give it a pass, I need to discuss with my family, I am still viewing a few other units, I think the prices will come down further etc.”
At the end of the day, the Bottom line is… →
There is no attraction; there is no urgency or need to take any action.
How then do we diminish the value of the buyer and enhance the value of the property?
I have been using this strategy for the past few years and it is effective as well as convenient for Sellers. I call it the ONE SHOT Open House Strategy.
This is different from the typical Open House where buyers come in and out at their own free will at different timing. The objective would be to Garner all the buyers to come together on 1 single day at 1 single time.
This way, there will be massive hype, interest and excitement. The goal is to create the perception that your house is highly demanded.