Journey to Sold by Grist Geoff;

Author:Grist, Geoff;
Language: eng
Format: epub
Publisher: Major Street Publishing
Published: 2019-08-08T04:49:43+00:00

Step 5 – Call Backs and Feedback to the Owner

We hold scheduled inspections mid-week and on Saturdays. Mid-week inspections are held on either Wednesdays or Thursdays, during the day or at the end of the day. Often no one will attend mid-week inspections, which is why end-of-day inspections make more sense. Buyers who can’t attend an open home at 10:30 am because they are at work, can often arrange to leave work early to inspect a property at 5 pm or 5:30 pm, and everyone can make a 6 pm inspection, so end-of-day inspections are better attended than early in the day mid-week opens.

The best time to get quality feedback from a buyer who has inspected a property is the same day they inspected it. The very best time is to discuss the property with the buyer while they are still at the property. Depending on the number of buyers we have at a property, we will either have time for a good chat with a buyer or not. If we do have time, then engaging with buyers while they are in a prospective property will ensure the very best feedback.

Importantly, I am not fishing for negative feedback simply to give the owner a list of things buyers may not like. I am, however, trying to uncover things about the property that aren’t quite right for them, that perhaps I can help make happen for them.

The value of feedback is to help the seller appreciate the buyer’s perspective and, together with the agent, to try to find a solution that brings a deal together. One buyer gave me the feedback that the property was too close to the freeway and therefore too noisy. I couldn’t move the property and I couldn’t move the freeway but I had already invited a specialist in double-glazing to provide a quote. I was able to show the buyer that there are window treatment products that would help reduce the noise and they were less expensive than the buyer had imagined.

Once this cost was factored into the offer, the owner was still delighted with the price and the deal moved forward. A year later when I visited the property again, the buyer had not made any change to the windows. When I asked why, they simply said they got used to the noise and it wasn’t so bad after all. When a property is next to a freeway, it will be noisier than some other apartments, but it will still find a buyer or a tenant at a price. Once that price is understood, the property is sold or leased.

Some buyers understand that their feedback will assist the agent to discuss the pros and cons of the property. Constructive feedback helps a deal move forward. I have never sold the perfect home and I encourage buyers to talk to me about what concerns them, so we can look at how to solve that problem for them. Sometimes a problem can’t be overcome, which means that the property is just not the right match for the buyer.

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