Property sales tips with Kasper & Kent: Be objective and honest!

This is no easy task as a homeowner since you undoubtedly have many emotional memories associated with your property. Moreover, you once purchased the home yourself, making you, by definition, its greatest enthusiast. Yet, it's crucial to portray as objective a picture of your home as possible. Naturally, you should and must highlight the advantages of your home, but try to focus primarily on “irrefutable” advantages. These are benefits that are open to little interpretation and are definitive. For example, if there is a bus stop within 100 meters, that is a fact beyond dispute. However, whether a sauna is a valuable addition or a waste of space is subject to differing opinions.

 

The pros and cons:
Additionally, it's important to mention the drawbacks of your home to a potential buyer. As someone who is not a real estate professional, it's challenging to do this in a credible, objective manner. You are likely so accustomed to the home that you barely see the downsides.

And, of course, you are very keen to sell and may tend to seriously downplay the negatives. But it is a key to success to objectively mention both the advantages and disadvantages. If you've recently experienced minor issues, mention these too. Have you had a leak, or a dishwasher that no longer works? Share this openly and honestly with prospective buyers. Transparency will build trust and give the buyer a positive feeling. After all, nothing is as suspicious as an owner who believes their home is perfect and has no drawbacks or defects. Moreover, as a seller, you are also obligated to inform the buyer correctly and certainly not to hide any defects.

Through the lens of the prospective buyer:
Finally, it is crucial to view everything from the perspective of prospective buyers. They have usually been on a long journey, having assessed many properties. As a home seller, it's important to compare your property with the rest of the real estate market and, together with prospective buyers, conduct an analysis. How does this home differ from others on the market? What are its strengths and weaknesses compared to other properties? And why is this home particularly suitable for the prospective buyer standing before you?

As the owner, however, it is challenging to engage in such open discussions with prospective buyers. Knowing that the owner themselves is present, a prospective buyer might be more reserved and not fully open up. Yet, it is often these kinds of conversations that form the key to success and can initiate price negotiations.

In short, try to be honest and objective, even though this might not be easy for you as the owner.