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What do you do when someone is interested in your home? Here are some suggestions on how to close the deal.

Step 1 - Invite the buyers back immediately and put the house in absolutely great condition. This visit is when the buyers will make the decision to make an offer to you or move on to another house. Make sure everything is spotless. Do everything and more that you would do for an open house. Be sure you have created a calm and relaxed atmosphere in the house.

Step 2 - When the buyers arrive, greet them warmly and offer soft drinks, coffee or tea. Then let them take another look at the house. Offer to answer any questions they may have about the house, but stay out of their way. Hopefully, when they are finished looking they will have several questions. Remember that questions are buying signs. If they aren’t interested enough to ask questions, they certainly aren’t interested enough to buy. Answer the questions truthfully. You are setting the stage for future negotiations, so be calm and friendly.

Step 3 - It is possible that the buyers will indicate that they are interested in the house and ask what the next step is. You should always be prepared for this question. The next step is always for the buyers to put their offer in writing. If you have hired a contract attorney to negotiate the contract for you, the attorney should provide you with contract forms to give to the buyer. If you have not hired an attorney, you must have or at least know where to obtain contract forms. If the buyers say they would just like to talk about the sale and be sure you are on the same page, use common sense. Obviously you and the buyers have to come to terms and there is nothing wrong with friendly discussion, but nothing is binding until it is in writing.

How do you feel about negotiating the sale of your home directly with a buyer?

Although some by-owner sellers feel perfectly comfortable with the idea, many find it unsettling. What if the buyer tells you they hate the appearance of your kitchen (which you just spent $35,000 upgrading!)? What if the buyers come in with a lowball offer? What if the buyers want you to handle all of the paperwork?

Selling by-owner you don't have an agent to cushion the relationship between you and the buyer. On the other hand, you do have the best knowledge of the product. After all, presumably you know your home inside and out better than anyone else. All of which is to say, you really don't have to sell the house. You just have to sell yourself.

How do you sell yourself to a home buyer?

As the seller, it's important to see things from the buyer's perspective. And as far as the buyer is concerned, you are automatically suspect. The buyer suspects that you will do anything and everything to sell that home including lying and cheating. The buyer sees you as the adversary. Therefore, the most important thing is to establish trust. Get that buyer to see you as a responsible person with whom it's safe to do business.

The way to win trust is to be trustworthy. It sounds simple, but it's easy to make a mistake. Here are four rules to help establish trust.

Don't Insult the Buyer
Keep things strictly on a business level. If the buyer says that your choice of color makes them nauseated, don't argue. Simply nod and say that everyone's taste is different.
Remember, as soon as you contradict the buyer, argue, or indicate what they are saying is wrong, it can be taken as an insult. And an insulted buyer simply won't want to deal with you.

Don't Hide Defects
Defects have a way of coming out in the open. And if the buyers suspect that you're trying to conceal them, they'll never trust you on anything again.

Don't Lie about the Property or the Deal
You tell the buyer you have clear title and you'll be able to close within two weeks, even though you know there's a claim against your title that will take at least a month to settle. When you can't close as specified on time, the buyer will learn of your lie. And you'll have lost his or her trust, and perhaps the deal.

Be Calm and Confident
It's easy because you know you haven't exaggerated, gotten personal, hidden or lied about anything.

SELLER'S TIP

A buyer who trusts you will want to deal with you. He or she will be willing to go the extra mile when something goes wrong (as something always does). That buyer will believe you in negotiations. And as a result your deal will be better, easier and less frustrating.

About My Services

I would like to help you with the task of marketing your home. To do this, I am able to do the following for you:

• Create a Property Information Sheet to give to visitors
• Assist you with the various forms of internet advertising
• Help you use the online services to get an idea of what your home is worth.
• Be available when you have an Open House to help greet prospective buyers
• Help explain the various financing options your buyers have
• Pre-qualify any buyer who has not yet talked with a mortgage company
• Obtain a loan commitment from our network of lenders
• Determine any seller assist that a prospective buyer may need
• Co-ordinate all aspects of settlement or escrow, including title search, appraisal, paperwork and other services

At Your Company Name, we offer mortgages for most buyers, including ones who are self-employed or who have damaged credit. We have lenders who offer 100% financing meaning no down payment for qualified buyers.

We also offer mortgages with start rates as low as 1%, making it easier to get a buyer into your home.

If you have any questions about how I can help you sell your home, please call me at Company Phone #.