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by David B. Zwiefelhofer
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n impression of whether this is a serious buyer or a “looker.” You may ask if they live in town, if they currently own a home, if it’s on the market, etc.
If you are not able to receive calls, be sure that you have some sort of answering machine or voice mail. Put a message on it that directs prospects on what to do: leave their name and phone number. Let them know when you may be returning or at least when they may expect to hear back from you.
Be careful about allowing children to handle prospects. You know more about presenting your home to prospects than your kids, so don’t risk losing a potential sale.
Your home needs to be ready for showing at a moment’s notice and you need to make yourself available at the convenience of buyers. It is suggested that you show the home by appointment only. This not only gives you a chance to get the house ready, but also to get names, phone numbers, and to determine if prospects are legitimate.
Even so, drop-ins will occur. Take caution here, because drop-ins are completely unscreened. Please follow these guidelines when handling drop-ins:
1. Have drop-ins write their name, address and telephone number down for you.
2. Ask to see an I.D. Serious buyers will not have an issue with this.
3. Ask the same questions that you ask callers on the telephone.
4. Do not let drop-ins into your house after dark.
5. Do not show your home to drop ins when you are alone.
Staging
When you are setting up appointments allow yourself at least one ho |
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