How to Respond Appropriately to Curious Buyer Questions

The motives for a Real Estate Sales can be very diverse. Among the main reasons are financial problems or relocation due to a new job. Family changes are also often decisive for the sale of a property. The children have grown up, or one has gotten married and wants to move in together. The question about the motives for selling the property is entirely justified by buyers. A plausible, honest, and positive answer strengthens the interest in buying. In addition, it contributes to building trust between the seller and the buyer side. A trusting atmosphere between buyer and seller creates a good climate for a successful real estate sale.

Question No. 1: Why do you want to sell your property?

If questions about the reasons for the sale arise via email or phone, it is advisable to give a generalized answer, such as „we are moving to the area of my parents“ or „we need more space.“ In any case, avoid statements about your financial situation, such as „I am financially strapped and need to sell my house quickly.“ By doing so, you let the buyer know that they can drive the purchase price down. This would not create a good starting position for later purchase price negotiations. In the event of a divorce or other reasons you do not wish to mention, simply say that you want to sell for „personal reasons.“ This politely signals to the prospective buyer that you do not wish to discuss it further. As a rule, the prospective buyer will be satisfied with that. In return, ask the buyer why they want to buy. This allows you to learn more about their motivation and address their motives more specifically during the on-site viewing. If the buyer is interested in the property primarily because of the better location, you can emphasize the advantages of your location more strongly.

Question No. 2: Is the property still occupied?

If you have the privilege of one or more of the following characteristics applying to you or your property, you should have a healthy distrust of prospective buyers:

• The property is located in an affluent residential area.
• You have a profession that suggests you have a lot of money.
• You live in a large house.
• Your expensive cars are parked in front of the house.
• You pursue an expensive hobby.

It is not uncommon for criminals to use real estate listings to find out when a property is unoccupied. Therefore, be very careful when prospective buyers ask if the property is already vacant. We recommend that, even when taking real estate photos, you make sure that no expensive items, such as watches, paintings, classic cars, family and vacation photos, or even religious symbols, are visible.

Are you a proud owner of a safe? Then it is best to show it only after the notary appointment. Unless the safe is empty, in which case you can show it right during the viewing. If you happen to possess a hunting license, it is not recommended to present your gun cabinet.

If you live alone in your apartment or house, it is advisable to ask a friend to be present during viewings. Do not allow prospective buyers to take photos or even walk through the rooms alone. Also, ask before the viewing about the number of people the prospective buyer intends to bring along.

If a prospective buyer registers for a viewing appointment, have them provide their mobile number, address, and email. Feel free to also ask at this opportunity whether their financing is secured.

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Question no. 3: Wasn't the apartment too small for you as a family with two dogs?

Personal statements and comments from prospective buyers about their life situation can sometimes unintentionally seem negative. It is important that you do not feel personally attacked regarding your taste or lifestyle. Remain confident and do not justify yourself. Prospective buyers often express themselves thoughtlessly and spontaneously. You can easily brush off the situation with a smile and transition to an innocuous topic. If noise from a nearby school is brought up, the best thing to do is be honest. For example, you can point out that school is not in session during holidays and the noise can only be heard during break times.

Question No. 4: Is the basement damp and is there mold?

When questions are asked about potential defects, it is particularly important that you answer them honestly and do not cover anything up. The law obliges real estate sellers to point out and disclose even defects that are not immediately apparent. If it should subsequently turn out that the seller consciously concealed the truth or covered up defects, they can be held liable for it.

We recommend that sellers do not even attend viewings themselves. This way, they avoid having to answer uncomfortable questions about their private life, and they can leave the disclosure of any potential defects to the real estate agent. Viewing management and conducting viewings involves effort and expertise. Would you like to avoid the stress and save a lot of time? We would be very happy to with our experience and expertise for the sale of your property.