Don’t let your perception of ideal buyer get in way of sale

Your house has the warmth and vibrancy of a home that has been the heart of a growing family.

There’s that dent in the garage door from James learning how to ride a bicycle, and tiny pencil marks on the door frame measuring Bridget’s growing pains. You envisage a family with young children taking over this legacy, your home becoming their place of warmth. They will love the house the same way you do.

At the open home, the first potential buyer is a single, professional, middle-aged woman. Clearly this is not the right house for her. The second is an elderly couple with no extended family nearby. They might be lonely here. The third is a young couple with a baby. Just what you are looking for. A few days later, to your surprise, you receive an offer from the single woman.

Buyers come in all shapes and sizes, from all different backgrounds, ethnicities and walks of life. Whether it is a couple buying their first home, a young retiree seeking a country escape, or an elderly couple seeking to downsize to a more manageable property, a potential buyer is a potential sale.

While you may see your property as a family home, they may see it as an investment, a sea change, or a second home. As agents we have a lot of experience with different types of buyers, having accompanied 99.7 per cent of our viewing appointments this year, and are therefore able to establish who are the most motivated regardless of their background.

When preparing your house for viewings, it is important not to let the perceptions of what your ideal buyer might look like, come in the way of a sale. Naturally, first impressions are formed and it is important not to let these impressions colour the viewing. An over-eager seller, or conversely, a seemingly disinterested one, can impact on the likelihood of a sale.

Every viewer should be treated as a potential buyer, regardless of your first impressions. After all, even if you think the neighbour just came for a gander, they may be impressed by your property and pass the word on. The power of word-of-mouth should never be underestimated.

With this in mind, treat every viewing as a potential sale, or let your agent do the selling. Keep your décor neutral to appeal to the broadest possible market of buyers – whether they are male, female, old, young, urban or rural. Most importantly, find out what the buyer is looking for and give them insight into how your property suits their needs, rather than selling your vision of who suits the property. Stay objective, and you’ll soon see the effects.

For more information call Fine & Country Leamington on 01926 455950 or visit www.fineandcountry.com