What should you do if the viewers try to discuss offers with you?
When faced with a direct question, the human brain doesn't have time to think of a response and will simply tell the truth.
You could end up giving away your bottom price without realising it!
Here is what you should do if your viewer tries to talk money at the viewing.
When you get that call from your agent to arrange a viewing at your property, you are optimistic and filled with hope!
You hope that they fall in love with your home, just like you did when you bought it.
You hope that they love it enough to make you an offer.
After this viewing, everything in your life could change.
It is a lot of pressure to make sure that the viewing appointment goes perfectly!
It can be exciting, but it is easy to see why moving home can be a roller coaster. Your emotions are up and down with every viewing request.
After this viewing appointment, you could be agreeing to a sale within a few days.
And then, you can start the process to buy your next property.
Maybe you already know which property you want to buy, and everything hangs on this viewing? It could be a race against time if there is lots of interest in your dream property, which will only raise the stakes and anticipation even more!
Or maybe you haven't even looked for a property yet as you didn't want to risk losing one, so, once you have an offer on yours, the fun starts for you - you can be booking viewings yourself and start planning your future!
With this one viewing, those plans can get underway.
It's no wonder that moving house is considered one of the most stressful experiences a person can go through.
The whole process is fraught with excitement and uncertainty, with highs and lows at every turn.
Some viewers are an open book. They tell you that they love your home straight away, would love to buy it and will be making an offer.
Or perhaps they are clear that the property is not for them, and you can move on and wait for the next one.
But, hard-nosed negotiators might have on their poker face ready to try to get the best deal possible. They may appear indifferent, showing no emotion. You might even be trying to work out if they like it or not. What on earth are they thinking?
Whilst some personalities are very calm and do not show emotions easily; it can sometimes be a ploy. By not showing you that they are interested, they hope to get you to accept a lower price.
Unfortunately, all of this excitement can often lead you astray, and you may let your own poker face slip.
You can get carried away with your plans. That all-important offer can start the negotiations, and the wheels of your move are in progress.
You may even tell your viewer that you are in a hurry or want a speedy sale because you want to move things along, especially if you have been on the market for a few weeks. The initial excitement of putting the house up for sale has worn off, and now, if this viewer makes an offer, you can get on with the next phase.
Sometimes, this sense of urgency can encourage discussion about your marketing price or a potential offer that you may consider.
If a buyer can sense that you are keen to tie things up, they may be able to knock you down on your price. They will see that you need their offer more than they need your house.
The most astute viewers may try to negotiate with you face to face at the viewing, catching you at your most impatient and hopeful moment, to grab themselves a bargain.
Often, when faced with a direct question, the human brain doesn't have time to think of a response and will simply tell the truth. In this case, you could be caught unawares with a direct "How much will you sell for?" and end up accidentally blurting out your lowest price.
Once the viewer knows your lowest acceptable price, there is very little chance they will offer any higher than that.
You have then got a decision to make. Are you going to accept a lower offer than you had hoped for or wait for another buyer?
What should you do if the viewer tries to offer for your property at the viewing?
Simply,
Let your agent deal with the negotiation for you.
Estate agents are trained in negotiation and are not emotional about the transaction.
They are not impatient to get things tied up and are contractually bound to get the best price for you, their client, as they can.
You are paying them a fee to take care of this professionally to ensure that you get the very best outcome.
Once an offer comes through, your agent can discuss it with you privately, allowing time to digest the proposal and think about it logically without jumping in with both feet.
Suppose you can create this 'time' in the negotiation. In that case, you can look at things objectively, without emotion and impatience, which will allow you to negotiate with the buyer properly and see you getting the best outcome.
You can also do this with the expert guidance of your agent, who works for you, not the buyer, rather than you having to go off just your gut instinct.
Some buyers will see the estate agent as a gatekeeper that they have to try and get past because often they will be able to get a better deal directly from you than they will when dealing with the estate agents.
If your viewer tries to discuss prices at the property, politely ask them to direct any offers to the agent.
If they are insistent, you could say that the agent's fee includes negotiation of the sale. That is what you are paying them for!
Your emotions can get in the way of making logical decisions, and it can be hard to have the time to think things through properly in the heat of the moment when you and your potential buyer are standing face to face in your living room!
If your viewer insists on making an offer to you, thank them and tell them that you will think about it, allowing you some space to think clearly and come back with an informed response. You can then contact the agent after the viewing to pick up the negotiation from then onwards.
You must try to remove the emotion from the conversation.
Negotiating a sale for your property is a transaction similar to a business deal.
Even though the emotional stakes are high, looking at an offer objectively and having enough time to think clearly will ensure that you make the right decision. And of course, get the highest price!
Let your estate agent do what they do best and negotiate your offer for you!