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by David B. Zwiefelhofer
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ers to work together. One occupies the seller, while the other rummages through the house looking for valuables. Keep in mind, this can happen just as easily to agents as to FSBOs.
Welcoming the Potential Buyer
When the buyer arrives, invite him/her in and welcome them. Establish rapport by asking some questions—Were the directions O.K.? Did you have a hard time finding us?, Have you ever purchased a home from a FSBO before? This is a great question because you now can launch into the advantage of doing so. As a FSBO you are interested in a fast sale and are saving the agent’s commission so the house is priced to reflect both of those points (make sure it is!).
The general rule of thumb next is to get out of the buyer’s way and let them view the house without continual verbal interruptions from you. This of course contradicts what we said about security. Use your judgement and stay nearby particularly if they could not produce an I.D. Many sellers are justifiably concerned that buyers will not see all the wonderful features of the home unless they point them out. To resolve this concern, have a handout of all the features of the home available and distribute upon entry to the home. Of course all of this information should also be on a web site.
After the buyers have looked around and appear to be finished, you can then point out special qualities that you feel they may have missed. Try to be helpful to the buyer. You may wish to point out any neighborhood qualities, schools, shopping, etc. that you believe are an asset.
VI. Negotiating
First and foremost you have to figure out what your goal is in selling your home. Are you relocating? Moving up to a bi |
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