For sellers and agents alike - there is nothing worse then getting 1. No feedback or 2. The unhelpful - "Priced Right - Showed Well - No Interest" Feedback.
I came across Elizabeth Weintraub's Blog on www.about.com and the post makes great sense and is extremely helpful. Here are her 7 questions that you can use to get the best and most effective buyer feedback.
1. What Is Your Overall Impression of The Home?
- Buyers will tell you the truth but "pepper" it with compliments they think you want to hear so as no to offend anyone.
- They might use "weak" adjectives such as "It's nice" or "I liked it" - You must probe deeper!
- Whatever the feedback is it is important to not become combative or argue with the buyer. Simply thank them for their input & for viewing the home.
2. How Do You Compare This home With Others You Are Considering?
- This will make the buyer talk about the "type" or home they want to buy in more depth - and how this home stacks up to the "ideal" home they want.
- This may also help you learn facts about other homes currently on the market / Your competition
- You may learn that your home "feels larger" than others similar to it in square footage, or that a pro is that your home has better exposure to the sun... etc
3. What Do You Like Most About This Home?
- The home may have attractive qualities that you have forgotten about or did not think made much difference to a buyer.
- If a buyer seems to rave about a certain aspect that you don't understand- feel free to ask why that is so important to the buyer.
- For example - if a buyer says "The Kitchen was beautiful" Ask why they feel that way about it, you won't learn that the kitchen skylights are a top selling feature, which you can mention to other buyers who might not notice them.
4. What Do You Like Least About This Home?
- The Buyer might mention the color of a room, or maybe the carpeting needs to be replaced. Then you ask the next buyer what they think of the carpet and the walls.
- After you gather enough opinions and hear the same drawback comments over and over, you might want to consider requesting a paint job, or new carpets be put in. Or offering a "decorating allowance" in your marketing materials.
5. What Is Your Opinion On The Price?
- If a buyer says the price is too high, ask if it's in the buyers price range. Sometimes buyers can't afford the price you are asking - but want to look at the home regardless.
- Ask how the price compares to other homes in that price range to determine the basis for the statement that the price is too high.
- Rarely will a buyer tell you that the price is too low. If everyone is saying the price is too high, maybe you need to adjust it.
- Always ask buyers what price they "think" it should be, just to get an idea.
6. How Do You See Yourself Living In This Home?
- If buyers start telling you where they would put the living room sofa, you most likely have an interested purchaser. You can discuss the various ways you have arranged furniture over the years.
- However, if the buyer says " I don't", ask why. It might be a simple answer such as the buyer wants a 3 Bedroom with office space, but you have no extra room for an office.
- You may be able to point out another place in the home where a buyer could set up an office, which may not be readily available to most people.
7. What Would It Take For You To Buy This Home Today?
- When you ask a loaded and bold question like this, your buyers just might disclose their motivation to buy and explain how your home meets or does not meet their intentions.
- You will learn how your can improve the appearance of the home and how to meet buyer's needs.
- A buyer may need to move within 2 weeks and mention that only vacant homes are of interest; if so, you can assure the buyer that you would be able to offer a fast closing in exchange for an offer today.
Make it an awesome day!
Glen Russell 610.792.3000
Glen@GlenRussell.com
www.TheGlenRussellTeam.com
