Go ON, Take Off "their" Rose-Colored Glasses....Help Your Buyers SEE!

    When showing property to buyers, your job is to help clients imagine living in the home.     The quicker you can get them to think about what it would be like to move into the

house, the more quickly you'll help move them to their decision.             

The way to help the buyer move in is to ask questions like these:

• Laura, would you arrange YOUR furniture this way?              
• How would you arrange it differently?

• Which of these bedrooms would be best for Tim? 

• Where would you place the swing set?                                           

• Where would the patio table go?            

• How would you change the back yard? 

• How would you arrange the kitchen?

• How would your oval nook table fit in this nook area?   

• Where would you put your workbench in the garage?                        

• Where do you think the big screen would go?

• What do you feel is the best location for the piano?                          

Any question that engages the buyer's imagination is a good question. If the answer conveys negative feedback, then the home is probably not the right one for the buyer and you can cross if off the list and move on.

I have observed agent after agent walk buyers through a home making inane comments like, "This is the family room," as if the client may have mistaken it for a kitchen. Assume, quite safely, that buyers know which rooms are living rooms, kitchens, and bedrooms.  They don't need an Agent to tell them what's what. But they do need you to help them trigger their imaginations                               so they can decide if the rooms within the home are right for them.