Sometimes it can be hard for clients to visualize a property if there is clutter, the property "needs work", or it was outside of their expectations. While sometimes this means it is time to move on and preview other homes, sometimes clients need a little help to see the potential. As an agent, you know more about "the bones" of homes and various other logistical things that can make clients happy. So, help clients visualize potential in a property to make the home buying process even smoother!
Paint the Picture
First, it's time to paint the picture. Ideally, you've previewed homes before you're showing them to clients. While previewing make notes so that you are ready to go when your clients step through the door. If you're driving together make your points about potential ahead of time. This way, they have some positive images before they walk into the "work" of it all.
Talk about both big and small changes that could be made. From paint colors and the client's own furniture to knocking down walls and modernizing windows and doors. If the visualizing potential goes as far as a whole new kitchen or a complete remodel of a bathroom, etc. - you may want to save that as a last ditch effort.
Set the Scene
You've painted the picture. It's time to set the scene. You're in the home. You're letting them walk through and gently pointing things out. Be careful not to unload ideas on clients right away. Let the property sell itself first, then you come in as backup. This way clients don't feel pressured and end up with buyer's remorse.
Consider working room by room. Ideally, not every room needs help visualizing potential so you can break up the good news and the "bad" news. If the whole house needs new paint, set the scene by remarking how much better it would
Simplify
If it's in your control at all, simplify whatever you can before showing your clients a home. A key part of being able to visualize potential is having less "in the way".
If you're showing properties that require a lot of love, maybe chunk them together or space them out based on a client's temperament. Also, don't throw in a curve ball that needs a ton of work if your clients aren't the kind who want to take on that kind of project, it's just wasting everyone's time.
A good idea when taking on new buyers is to talk with them ahead of time if they're open to any "outside the box" ideas/homes - that way you can narrow down your showing list and be as efficient as possible.
When done correctly, helping clients visualize potential can be one of the most rewarding tools an agent has in their back pocket. This can open up new doors (literally and figuratively) and make clients happier than ever!
Have a comment, tip, or concern?
Thanks for reading Elite Informer! Here's more where that came from.