CHAPTER 16 All You Need to Know to Show Your Home
STEP 3: SHOWING YOUR HOME
At last, you can reap the rewards of your marketing work. People begin to call and ask questions about your property. You need to answer their questions honestly, while also getting a feel for whether they’re just browsing or seriously interested in buying. When it feels right, invite them to come by and take a look. When sellers choose to work with a real estate agent, the agent usually provides 24-hour notice when someone wants to look at the home. FSBOs have more leeway with scheduling, but there are a couple of things to consider before penciling in a showing for three days from now. Have you ever heard the saying, “Get it while the getting is good?” Your callers might be very interested in looking at your house today, but in three days’ time, they could very well have been tempted by another property. Don’t be surprised to find yourself sitting in your living room, talking by phone to a prospective buyer, who turns out to be right outside in your driveway! Once you ask if he’d like to come by and look, you’ll have a hard time explaining that he needs to wait until another day. Keep your house in top-notch shape so that interested folks can 82
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