So you are selling your house, and you got a real estate agent to do the thing for you. But there might just be some instances that you would meet the buyer directly. And during these encounters, the things that you say - or not say - can greatly affect the buyer’s decision. In general, you should leave any discussion about your home to your agent to handle, but on the off chance you meet with the buyer(s) face to face before getting an offer, here are a few items that you should avoid discussing if possible...
Don't discuss the current sale price
There are many pitfalls in conversations with the buyer involving subjects that you should veer away from entirely if you want to effectively sell your home without added complications. A seller should remember that it is a psychological experience and the things you say matter.
Firstly, never discuss the sale price when selling your house because the potential buyer is already aware of this information from the beginning based on the listing. Mentioning it just seems like you're reiterating to put on more pressure which deters a successful sale.
How long the house has been for sale
The next topic to avoid is discussing the length of time your house has been on sale because this is irrelevant information. It is especially damaging if it has been on sale for a long time because this may indicate that other people have found something wrong with it and didn't want to purchase the property.
If they ask then you may answer, but never bring it up because it could only hurt your cause. It may seem tempting to mention it, but it sounds desperate if you haven't been able to sell it yet.
The reasons you've decided to sell
This is also irrelevant information that will bring up questions about deformities or problems with the home that should be avoided completely. For example, if you start talking about the reasons behind selling then it can lead to negative emotions like discussing divorce or negative aspects of the neighborhood.
You may not intend to talk about these things but bringing up these reasons in the first place is what gives rise to certain buyer inquiries.
Instead of focusing on yourself and the reasons you are selling, try to focus on the positive aspects of the house itself and the person will be more likely to consider it as they are enjoying a more uplifting experience that is focused solely on them.
Comparison of prices to other homes
When comparing prices to other available properties, you may come off as manipulative because you're talking about other homes that have nothing to do with yours.
Examining other price ranges means that you subconsciously seek to make your home look better and the buyer will most likely be intuitive enough to recognize this. It also makes it look like you assume that they haven't done the research and can come off as condescending.
Don't discuss price reduction considerations
If you have been having trouble selling your home, then it may be tempting to discuss negotiations in price reduction. You should stay firm in your pricing and if they ask about a reduction, you can simply state that there is no flexibility.
There will be other potential buyers so it's important to not treat them like they're you're last hope. Most desperate sellers will discuss a reduction in price if they have an old house or it's in need of house repairs. The buyer should be aware of these factors, but they need to know that the price stands.
You're running the show and the last thing you want to do is discuss something that you might regret later on. It's also dangerous because you can end up going too low just for the sake of selling the house.
Any flaws within the home
You definitely want to steer clear of talking about any abnormalities or flaws within the home and this can include the example of a property that has been damaged by tenants.
When selling a home, it's critical that you keep the potential customer engaged with the positive aspects and address anything negative they bring up with a cheerful response that looks on the bright side. This is one of the key tactics to make a home look great.
Let them survey the area with their eyes instead of pointing them to that small crack in the wall or a minuscule stain. Your job is to sell things as best as possible without them being drawn to small problems. Sell the bigger picture if your house has flaws.
How many offers you received so far
Flaunting how many offers you have received is not a very polite way to talk to a buyer because the impression is standoffish. It puts unnecessary pressure on them, and it's important to remember that each set of words displays a secret motive behind them.
In this case, when you display the other offers you are communicating to them that their particular sale isn't worth much. If they really want to buy the house then they will feel less valued and not as appreciated.
It is also completely irrelevant to their personal perspective buying tour. Talking about your plethora of offers only invites awkward conversations that deter from showcasing the house in a good light. The buyer doesn't need to be bogged down with petty details about your offers although it might be tempting to show off as a strategy.
How quickly you want to close the sale
Displaying a sense of urgency will convey to the buyer that there is something wrong hidden in the house, be it a ghost or maybe an occasional rat problem. You don't want to scare them away by rushing them into a decision and that's what this conversation will feel like to them indefinitely.
You should portray a calm and cool demeanor that cares about showing off the home but isn't in any hurry. Sellers have a habit of rushing through and sometimes try to make buyers feel sorry for their situation to coerce them into a quick sale. This will push people away and it isn't relevant to their situation.
Think of yourself as a buyer and imagine how you would want to be spoken to by conducting drill sessions before you open your house for tours.