Do you have a house viewing coming up and are wondering how to make the best possible impression? Careful preparation can speed up the sales process by up to 15% and increase revenue. Discover tried-and-tested strategies for a successful presentation.
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The topic briefly and concisely
A thorough preparation of the property can increase the sale proceeds by up to 15% and speed up the sales process.
Complete and up-to-date documentation (energy certificate, floor plans, etc.) is essential and can increase the likelihood of closing by up to 25%.
Professional conduct, honest communication about strengths and weaknesses, and timely follow-up are crucial for sales success.
First impressions count – nowhere is this saying more applicable than during a house viewing. For you as a seller, this is the crucial phase to not only convince but also captivate potential buyers with your property. But how do you turn a simple viewing into a compelling sales experience? It involves more than just tidy rooms; strategic preparation and execution are key. This article provides you with 7 practical tips to optimally present your property and avoid common pitfalls to ensure your sales success. With a thoughtful approach, you can significantly shorten the sales process and achieve a better price.
Preparation is everything: Laying the foundation for successful home viewings
Thorough preparation is crucial for a successful house viewing and can significantly influence the sale price. Start preparations at least a week before the first appointment. Studies show that professionally prepared properties can sell up to 15% faster. This includes not only cleanliness but also a neutral and inviting atmosphere. Consider professional home staging to showcase the full potential of your property. Small repairs, which may only cost 500 euros, can increase the perceived value by thousands. Remember, about 40% of the purchasing decision is driven by emotions. A detailed compilation of all documents is equally crucial.
The following points are essential:
Thoroughly clean and tidy all rooms, including the cellar and attic. Just 2-3 hours of intensive tidying can make a big difference.
Carry out small cosmetic repairs: dripping taps, sticking doors, or worn joints. Often, it is these details that shape the overall impression.
Remove personal items such as family photos or very individual decorations to provide a neutral space for potential buyers to project onto. About 80% of buyers want to imagine how they would live in the property themselves.
Ensure sufficient lighting: open curtains, clean windows, and if necessary, additional light sources. Bright rooms appear up to 10% larger.
Fresh air: Ventilate well before every appointment to avoid unpleasant odours. A pleasant, neutral scent can increase well-being by 20%.
Do not forget the exterior: A well-maintained garden, clean paths, and an inviting entrance area are crucial for the first impression. The front garden is the calling card of your property.
This careful preparation signals appreciation and care to potential buyers, which positively affects negotiations.
Documents complete and readily available: Show competence
Potential buyers have many questions, and well-prepared documents signal professionalism and transparency. Missing documents can weaken buyers' confidence and delay the sales process by weeks. [1] Ensure that all relevant documents are current and complete. These include at least the energy performance certificate, current floor plans (often a source of error that can lead to a price reduction of 5-10% if inaccurate), the land registry excerpt (not older than 3 months), evidence of modernisations and repairs over the last 10 years, as well as a statement of the utility costs for the last 2-3 years. A complete document folder can increase the likelihood of closing by up to 25%. For a detailed overview, take a look at our checklist for sales documents. These documents not only help in answering questions but also underpin the value of your property. Preparing these documents can take 1-2 weeks, so plan accordingly.
The Viewing Appointment: Appear Professional and Convincing
The day of the house viewing is your stage. Schedule appointments generously, ideally individual viewings of 30-60 minutes per prospective buyer, to avoid a mass processing. More than 70% of buyers prefer individual viewings. Start and end the tour in the most beautiful room in the house to leave a positive first and last impression. [3] Be punctual and well-groomed. Your body language and demeanor play a role – remain calm and factual even when faced with critical questions. Highlight the advantages of your property, but do not conceal any known defects – honesty builds trust and can avoid later legal problems. Good preparation for possible questions, as described in our article on communication with buyers, is invaluable here. Remember, as the seller, you hold the reins. [3] A structured process provides security and professionalism.
Mastering Critical Questions and Overcoming Objections: Exuding Confidence
Potential buyers will ask critical questions – this is a sign of genuine interest and should not unsettle you. Handling objections well can turn a 'no' into a 'yes'. Prepare yourself for questions about additional costs (typically €2-4/sqm), the condition of the building fabric, completed renovations (see also Renovations that convince buyers), and the neighbourhood. An honest and competent answer is often worth more than a sugar-coated presentation. Have the key figures, data, and facts ready. If you can't answer a question immediately, note it down and follow up with the answer promptly – this demonstrates commitment. An Auctoa evaluation can help you answer many of these questions with data, thus reducing uncertainties for the buyer. For example, a current evaluation can objectively justify the asking price and reduce discussions by up to 50%.
Showcasing the property: Creating the right atmosphere
The right presentation of your property during the house viewing can make all the difference. Optimally lit rooms can appear up to 20% larger and more inviting. Ensure plenty of daylight by opening all curtains and blinds. On dull days or in darker rooms, additional warm white light sources (around 2700-3000 Kelvin) can help. Fresh flowers or a discreetly placed plant can enhance homeliness, often costing less than 20 euros but having a significant effect. Avoid strong or artificial room scents; instead, air out the space well. The temperature should be comfortable, around 20-22 degrees Celsius. Small details, like neatly made beds or a tidy kitchen, greatly contribute to a positive overall impression. Consider which small renovations are sensible in advance. Think also of appealing property photography for your brochure, as the first impression often begins online.
Here are some tips for optimal staging:
Bright lighting: Turn on all lamps, even during the day, to avoid dark corners. LED lights with around 800 lumens per room are often ideal.
Neutral decoration: Minimise personal items (remove about 80%).
Cleanliness: Clean the windows, mop floors, and make bathrooms and kitchen shine. A professional cleaning costs around 150-300 euros but is worthwhile.
Clear paths: Ensure unobstructed pathways and remove trip hazards.
Pleasant room temperature: In winter, heat slightly, and in summer, ensure a pleasant coolness.
These measures help potential buyers emotionally connect with the property.
After the Viewing: Professional Follow-Up Ensures Success
The work is not done after the house viewing. A timely and professional follow-up can be crucial. About 60% of sellers miss a structured follow-up, leading to missed opportunities. Thank the visitors for coming, ideally within 24 hours. Ask for their impressions and whether there are any uncertainties. If documents need to be submitted afterwards, do so promptly. [1] Be available for further questions. Clear communication about the next steps, such as when a decision can be expected, creates commitment. If there is serious interest, a reservation agreement (often for 14 days) can be beneficial to give the buyer time for financing approval. Document all interactions. A well-organised viewing day ends with a clear plan for the follow-up.
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Many sellers unknowingly make mistakes during house viewings that can reduce the chances of a successful sale. One of the most common mistakes (around 30% of cases) is inadequate preparation of the property. [2] This includes clutter, dirt, or too many personal items. Another mistake is talking too much during the viewing, leaving no room for the prospective buyer to form their own impressions, or conversely, withholding important information. [2] Poor accessibility or inflexible appointment scheduling can also deter potential buyers (around 20% of cancelled viewings). Do not underestimate the effort and emotional strain. [3] Be honest about known defects; concealing them can lead to legal issues and a loss of trust, potentially delaying the sale by months. Another point is misjudging the property's value, leading to unrealistic price expectations. A neutral appraisal by Auctoa or consulting with our ImmoGPT can provide clarity, helping to set the right price, which can reduce the selling time by up to 25%.
Conclusion: Achieving Sales Success through Strategic Preparation
What are the most important tips for sellers before a house viewing?
The most important tips are: thoroughly clean and tidy the property, remove personal items, ensure good lighting, prepare all documents, and be ready for questions.
How can I best present the value of my property for a viewing?
By making minor repairs, home staging, creating a neutral and inviting design, and highlighting the property's advantages. A professional property valuation, such as those offered by Auctoa, helps to substantiate the value objectively.
What mistakes should I absolutely avoid as a seller during a house viewing?
Avoid clutter, poor preparation, concealing defects, too much or too little communication, and unrealistic price expectations. [2,3]
How important is the first impression during a house viewing?
The first impression is crucial. A well-maintained exterior, inviting entrance, and clean, bright rooms can significantly influence the success of a sale, as approximately 40% of purchase decisions are made emotionally.
Am I required to disclose defects in the property as a seller?
Yes, you are legally obliged to disclose any known significant defects. Honesty builds trust and prevents future problems.
How can Auctoa assist me in preparing for my house viewing?
Auctoa offers AI-powered property valuations, providing you with a data-driven basis for price negotiations. Our ImmoGPT can also help you prepare answers to typical buyer questions and optimise your sales strategy.
Additional useful links
The Statistisches Bundesamt offers comprehensive data on construction price indices and the property price index, which are essential for an informed market analysis.
The Deutsche Bundesbank provides information on the development of residential property prices and rental markets, such as the significant price decrease in 2023.
The Verbraucherzentrale offers valuable information on the energetic refurbishment of properties, an important aspect for potential buyers.
The Bundesnotarkammer provides an explanatory film about property purchasing that highlights important legal aspects.
At Gesetze im Internet, you will find the complete legal text of the Buildings Energy Act (GEG), relevant to energy requirements during sales.
The IVD (Immobilienverband Deutschland) offers up-to-date market information and analyses from the real estate industry, which is of interest to sellers.
The Deutsche Bundesbank presents an indicator system for the residential property market, enabling deep insights into market developments.
FAQ
What are the most important tips for sellers before a house viewing?
The key tips are: thoroughly clean and tidy the property, remove personal belongings, ensure good lighting conditions, prepare all documents, and be ready for questions.
How can I optimally present the value of my property for the viewing?
Through minor repairs, home staging, a neutral, inviting design, and highlighting the advantages. A professional property valuation, such as the one offered by Auctoa, helps to substantiate the value objectively.
What mistakes should I absolutely avoid as a seller during a house viewing?
Avoid clutter, poor preparation, concealing defects, too much or too little communication, and unrealistic pricing expectations. [2,3]
How important is the first impression when viewing a house?
First impressions are crucial. A well-maintained outdoor area and an inviting entrance, along with clean, bright rooms, can significantly impact sales success, as approximately 40% of purchase decisions are made emotionally.
Do I need to disclose defects in the property as a seller?
Yes, you are legally obliged to disclose any significant defects that you are aware of. Honesty builds trust and prevents future issues.
How can Auctoa help me prepare for my house viewing?
Auctoa offers AI-powered real estate evaluations that provide you with a data-driven basis for price negotiations. Our ImmoGPT can also help prepare answers to common buyer questions and optimize your sales strategy.
