It often boils down to inexperience and lack of knowledge. As much as you may have read a great deal of books on real estate sales, sometimes you simply cannot know just how negatively some statements will affect your potential buyers.
Granted, some buyers, upon hearing these statements, may be further drawn towards your honesty and openness and thus be more inclined to close the sale. That, however, happens to be the exception as opposed to the rule. In most cases, these 3 statements will quickly send your buyers running for the hills.
‘You will never find a good house for that price’
This is by far the worst thing you can say to a buyer. Most buyers have a dream, a vision if you will, of the perfect house. A home where they can start a family and raise their children. In that dream, the price is never an issue. But we all know that reality doesn’t work that way. If you want a beachfront property, not only with amazing French doors and windows but also within a thriving gated community, you cannot expect to pay £130,000. But what if that is all you can afford?
By telling your potential buyers that they will never find a good home for that kind of price is basically telling them to take their money elsewhere. Take it to someone who will work with them, within that budget and to manage their expectations without dashing their dream. Of course, you know that finding that kind of property for that price is a near impossibility. But your job as a seller is to come up with a viable alternative.
Find what you can that comes as close as possible to the buyer’s dream and sell them on that particular property. Of course, they will be resistant at first, but once they do their homework and find out that their budget cannot afford them the house they want, they will be more willing to listen to the kind of options you have on offer. But not if you already told them to take their dreams plus their price and keep fantasising.
‘I’ll call you back later’
This is by far the worst thing you can say to a buyer. As a seller what you need to realise is that buyers go through a whole process before deciding to call you. Buying a house is a huge investment and in most cases, buyers will have second guessed themselves for weeks, if not months before deciding to take the big leap.
So when they do call you they do not want to be handled in a cavalier manner. In their minds, you should be as anxious about this investment as they are at that very moment. By telling them that you will call them later, they immediately feel like you do not care about this big decision they just made and by extension, you do not care about them.
You need to handle them with care. Take down as much detail as you can on that very first phone call and do all you can to reassure them that this is the best and most valuable investment they can make in their adult life. Set up a follow-up meeting and let them know that you will walk them through the entire process until they find what it is they are looking for in a home.
‘It’s been on the market for quite a while’
This is tantamount to shooting yourself in the foot. Telling a buyer how long a house has been on the market for, especially if it has been on the market for a long time, is giving them leverage to bargain even further. Worse yet, it will implant serious doubts in their minds about the property in question. If it is that good a house, why has it not be snatched up yet?
Although in some countries you are required by law to provide all this information for the potential buyer to review, dwelling on that information can only hurt your chances of making the sale. Provide the information on the information sheet and do all you can to give them the positive attributes of the home in question.
You have to be careful about how you handle buyers. Divulging too much information may lead to more doubts than interest. Learn to read their mood and how it shifts. And no matter what you do, do not tell them you will call them later. Especially not on the very first phone call. They will immediately call the next estate agent or seller on the list.
For some real life examples of communicating with buyers, you may want to check out this Rick Otton podcast:Tags: what not to say to property buyers, what not to say when selling your house, words to avoid when selling property, words to avoid when talking to buyers