The importance of accompanied viewings

It’s your home. You’re second love (after your family of course!). I often say to my clients that they know their homes far better than anyone else. And that’s a vital consideration when instructing an agent to help you sell. And I don’t mean an online agent who simply lists your house, takes a (low) up front fee and hopes for the best before moving onto their next victim…..

When the time comes to sell your beloved home, a place where you’ve banked up so many fond memories, somewhere you and your whole family are emotionally connected to, you must trust the process to an experienced sales negotiator. It will significantly improve your chances of success. Just ask our clients. Well, most of them hopefully.

Why? It’s simple.

When a would-be buyer walks around a property for the first time they need to be able to feel relaxed, not pressured, and be able to say what they really think. An agent is the perfect foil here. A seller being present doesn’t help. The simple fact of the owner/seller being in the property at the time of the viewing creates the wrong atmosphere. An atmosphere that isn’t conducive to selling. Because buyers often clam up when the seller is present which impacts the success of a viewing. 

Ok, so you’ve passed first base. Your agent has called you with good feedback. They liked the house. And a day or two later, he/she has called you again requesting a second viewing. Now it gets exciting. Now you start really thinking 'What if...?'

Sure, it’s tempting to offer to be there in case the buyers ask ‘difficult questions only we know the answers to’. Please, for heaven’s sake don’t! There is only one rule for viewing club..... and it’s as per the first viewing.

Pop out, take the dog for a walk and trust your agent. The second viewing is crunch time. This is either going to swing it your way or make up the buyers mind that your property isn’t quite what they’re looking for.  Either way, it's pretty important so take the advice.

I always try to understand my client (the vendor), their position and reasons why they’re selling so that I can try and make sure I’m able to display the same to a would-be purchaser. It’s important too for a sales negotiator to understand who the buyers are, to try and be empathetic with their wants and needs from a property. This is a skill that can be learnt, practiced and put to very good use for our selling customers. In my opinion it is this skill that helps bring buyers and sellers together, that hopefully brings you a successful sale. This doesn’t happen when viewings are unaccompanied, when agents give the keys to would-be buyers because they're too busy, or when sellers show their own properties. Unless you’ve very fortunate of course. 

Someone I admire once told me (and I’ll quote him), “there is more to good estate agency than meets the eye.” He’s right, there is. And if you’d like to find out more about how we can help you or for any advice about your move, please get in touch by calling (01624) 645555 or via [email protected]