Previously, I detailed the first condition: Making Buyers Feel Welcome. Now we will look at real actions you can take right now to help buyers feel confident about choosing your home and making a solid offer.
How To Make Buyers Feel Confident
In order to get top dollar for your home, buyers need to feel confident about the condition of your home's systems and structure. If they have doubts about the heating system, roof, foundation, or other major systems, they will move on or start subtracting from their offer anticipating needed repairs. Most buyers tend to subtract twice the amount of the actual cost of a repair.
Here is the interesting part. Buyers will make assumptions (good and bad) about the condition of your home's major systems based on other things they see in the home. If a home is clean and tidy, buyers will assume the major systems have been maintained properly whether they have or not. On the flip side, you may have always maintained all of the major systems in your home, but if the basement is full of cobwebs, there are dirty light switch plates, missing outlet covers, or the foundation can not be seen due to piles of boxes, buyers will assume that you have not maintained your home. Their offer, if they make one, will reflect their assumptions about your home's condition.
If you have actual known problems, be sure to disclose them upfront and provide professional estimates for needed repairs. This will prevent the buyers from over estimating the cost and help them to feel confident that you are being honest with them about the condition of the home.
Read on for part III: How To Make Buyers Feel Comfortable.
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