When showing a home to buyers, I walk through the home with buyer and see what they like and do not like about the home. I analyze if what they do not like can be changed. If it can be changed, I suggest how to change it and the approximate cost. I also let them know if I feel what they do not like is actually an asset to the home and explain why to them. At that point, I ask them to rate the home on a scale from 1-10 with 10 being the highest. If they rate the home an 8 or more, then I wlak through the house with them again and look more deeply at the house - under the sinks, the ac, the furnace, the roof, baths and showers, etc. That really helps me when we make an offer to coach the buyer and also the listing agent.
Contact The Author