Do you have a property viewing coming up and are wondering how to make it a complete success? Thorough preparation is key to making a lasting impression on potential buyers. Discover tried-and-tested strategies for a successful property viewing.
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The topic briefly and concisely
An optimal presentation and thorough preparation can increase the selling price of a property by up to 15-20%.
Complete and transparent documentation builds trust and accelerates the purchasing decision.
Honesty about defects and good preparation for buyer questions are crucial for a successful property viewing and help avoid problems later on.
A property viewing is often the pivotal moment in the sales process. For sellers, this means presenting the property optimally and being prepared for all eventualities. Even small details can make a big difference and positively influence the sale price. This article guides you through the key steps of a successful property viewing, from meticulous preparation and professional execution to the right follow-up. Learn how to avoid common mistakes and impress with a well-thought-out strategy.
The Golden Rule: First Impressions Count
The first impression during a property viewing often determines the purchase and cannot be repeated. A property presented optimally can achieve a selling price up to 15 percent higher. Therefore, take ample time for preparation.
Create an inviting atmosphere where potential buyers immediately feel comfortable. This begins with the exterior appearance of your property. A well-maintained garden and a clean entrance area are your first business card and signal attention to detail. The right preparation is thus the foundation of every successful property viewing.
Preparing interiors: Stage set for your property
The interiors should appear bright, clean, and tidy for a successful property viewing. Open blinds and curtains to allow maximum daylight in. A comfortable room temperature and fresh air through thorough ventilation are also important.
Remove personal items like family photos to create a neutral environment. This helps prospective buyers envision their own future in the spaces. Small cosmetic repairs, such as fixing scratches or painting walls, can significantly improve the appearance and should be done in advance. Consider whether professional home staging is sensible for you; it can increase the sale price by up to 20 percent. Carefully preparing the interiors is an important step, complemented by providing the right documents.
Providing Documents: Transparency Builds Trust
Have all relevant documents ready for prospective buyers. A complete set of documents signals professionalism and builds trust. This should definitely include the current land registry extract (no older than three months) and the energy certificate.
Other important documents are:
Floor plans and a detailed calculation of living space
For condominiums: Declaration of division, minutes of the last owners' meetings (at least 2-3 years) and the current financial plan
Proof of modernization and renovation measures
Current utility bills
If applicable, a site plan of the building and a construction description
A complete set of documents makes it easier for buyers to decide and speeds up the process. A precise property valuation, as offered by Auctoa, can provide a solid basis for negotiations. Once all the documents have been assembled, it’s time to plan the viewing appointment itself.
Scheduling and Execution: Demonstrating Professionalism
Plan your viewing appointments carefully and avoid group viewings. Individual appointments allow for more personalised attention and signal appreciation. Conduct viewings preferably during daylight hours to optimally showcase the property.
Be punctual and take sufficient time with each prospective buyer; a typical initial viewing lasts about 30 to 60 minutes. Consider a logical order for the tour and highlight the key features of your property. Remain friendly and poised even when faced with critical questions. Good preparation for potential questions is crucial here to avoid uncertainties.
Master questions and avoid mistakes: Act confidently
Prepare for typical buyer questions to respond competently. These include questions about the location, infrastructure, the property's condition, and additional costs. Honesty about known defects is essential to avoid potential legal issues later on.
Avoid common mistakes during property viewings:
Lack of Preparation: Lack of knowledge about your own property appears unprofessional.
Poor Presentation: Clutter or personal items can disrupt the impression.
Pressure Tactics: Give potential buyers time to make their decision.
Withholding Information: Concealing defects can lead to claims for redress.
A good preparation for buyer questions and avoiding these mistakes enhances your negotiation position. An objective external view, for example, through an AI-supported evaluation by Auctoa or a conversation with our ImmoGPT, can help realistically assess the value and avoid pitfalls. Following a successful viewing, the important phase of follow-up begins.
After the viewing: Actively manage the sales process
Provide the prospective buyer with a prospectus and key documents in copy after the viewing. This helps to keep your property positively remembered. Give potential buyers time to consider and avoid rushing into price negotiations.
If several prospects have expressed serious interest in purchasing, you need to make a selection. A structured selection process is helpful here. If there is concrete interest, a preliminary contract can be considered, although this also requires a notary. Careful follow-up paves the way for the notary appointment and successful completion of the sale.
erfolgreiche-immobilienbesichtigung
A successful property viewing is not a matter of chance, but the result of careful planning and professional execution. From optimal presentation to complete documentation and confident interaction with prospective buyers – every aspect contributes to overall success. A realistic price assessment, supported by a data-driven property valuation like that from Auctoa, provides a solid foundation. Use the presented tips to showcase the value of your property in the best possible way and make the sales process efficient. This way, you maximize your chances of a swift sale at the best possible price.
Additional useful links
Wikipedia offers a comprehensive article on the real estate market in Germany.
The Federal Statistical Office (Destatis) provides information on construction prices and the real estate price index in Germany.
Tables for house and land prices are also available at the Federal Statistical Office (Destatis).
The official version of the Real Estate Valuation Ordinance (ImmoWertV 2022) can be accessed via the "Laws on the Internet" platform.
The Federal Notary Chamber provides information on notary-relevant changes in the Money Laundering Act.
An indicator system for the residential real estate market is provided by the German Central Bank.
A future study by the German Property Federation is available at ZIA Germany.
FAQ
How long does a typical property viewing last?
An initial viewing usually lasts between 30 and 60 minutes. For a second viewing, where details are often clarified, you should allow up to 2 hours.
Should I be present during the viewing as the seller?
That depends on your personality and experience. An agent can often act more neutrally and answer critical questions more professionally. If you lead yourself, make sure to prepare thoroughly and remain objective.
What is the biggest mistake sellers make during viewings?
One of the biggest mistakes is inadequate preparation, both of the property and for potential questions from interested parties. Also, concealing defects can have serious consequences.
How many viewings should I schedule per day?
Avoid mass viewings. Schedule individual appointments with sufficient buffer in between to ensure you can give each prospective buyer ample time and attention.
What role does property valuation play in the viewing?
A realistic property valuation, such as one conducted by Auctoa, forms the basis for the asking price and your negotiation strategy. It helps to manage expectations and target the right group of buyers.
How can Auctoa assist me in preparation?
Auctoa offers AI-powered property valuations for an unbiased price assessment. Our ImmoGPT can also answer initial questions and help you prepare for typical inquiries from buyers.
