How To Talking to Buyers When Selling Your Home

When you’re selling a house, you don’t have to be a great salesman, but there are a couple of things that you need to know.

The main thing you need to do is figure out very quickly who is a real buyer and who is a lookie-loo. You can waste a lot of time on people who have no interest in buying your house and this will take away from the time you could have spent on someone who was a serious buyer.

Within the first 60 seconds you should know a couple of important details about your prospective buyer.

How many houses have they looked at? This question is a good one to start off with because it’s better than asking “how much money do you have?” or “are you really going to buy my house?” that’s what you really want to know but you have to use a little tact in getting the answers you want.

When you ask how many houses they have looked at, this will put you one step closer to where you want to be and innocently push the conversation in the direction you want it to go.

They will usually answer, this is the first one,
or something like we have looked at several houses.

Here you branch out, if this is their first house, then you ask them if they have talked to anyone about pre-qualifying for a loan?

Many times they will pull out some loan papers and say yes, we qualify for $800,000 here is the letter from our lender. Ok, now you know your dealing with someone who you really need to take serious.

If they say they have looked at a lot of properties, you want to ask if they have made any offers. The answer you’re looking for is:

“Yes we have been out bid on the last 3 houses we have tried to buy, and we are desperate to buy a house now.”

That’s the perfect answer your looking for, you don’t get it every time, but when you do you know these people are ready to buy and they are not going to haggle with you about the price.

I have even had people in this situation tell me they want to make me an offer more than my asking price because they don’t want to take a chance on losing this one too. If your busy chit-chatting with some lookie-loos and you let these people slip through your fingers then you have just cost yourself some valuable time and money.