When you sell your own home, you forgo the benefit having a third party involved to help answer buyer questions. While that may seem a little overwhelming at first, it won’t be if you’re ready with a quick response to the most common questions buyers ask. Keeping reading to make sure you’re fully prepared!
- How long has your home been on the market?
Buyers usually ask this question to figure out how willing you are to negotiate. Many buyers assume that if the home has only been on the market for a few days, you won’t respond well to a low-ball offer. On the contrary, they may feel that you’re going to be more receptive to price negotiations if the home has been on the market for several months. When you answer, be up front about your feelings on price. Doing so will make the process easier for both of you and will help you find qualified buyers who are on the same page as you. - How many offers have you gotten?
This question gives buyers insight into the demand for your particular home. If they know there are multiple offers on the table, they may try to craft a more competitive offer than they would if there wasn’t any interest yet. It’s up to you whether or not you want to disclose this information, but doing so can help instill a sense of urgency if a buyer is on the fence. - Why did you decide to sell your own home?
Buyers may be curious as to why you aren’t working with a real estate professional, and they also may be wondering if you are going to be willing to pay the commission for their buyer’s agent. Be open and honest when you explain the benefits of selling your home yourself and make sure they know you still plan to cover the cost of their buyer’s agent.
- What’s included in the sale of your home?
Someone who’s interested in your house will want to know what is included and what is excluded from the sale. Before you list, it’s a good idea to decide what stays and what goes. Keep in mind that leaving behind window treatments, appliances and other useful items that make a home more move-in-ready can compel buyers to put in an offer. Also, if a buyer really wants something to convey with the sale, use that opportunity to negotiate with them and can land a solid offer. - Do you have your seller disclosures available?
Seller’s disclosures help buyers learn a little bit more about your property. These disclosures provide buyers with important information, such as information on whether or not your home resides in a high fire risk area.
Being prepared with open, honest and reliable answers will help you to establish trust with buyers and will ensure that your home sale goes as smoothly as possible.