The Importance of Market Appraisals – Guest Blog by Jo Bourne

So, with that in mind let’s think for a minute about these potential future sellers, where are they in their moving journey?  How long have they been looking to move? What have they already done about moving? perhaps even more importantly are they out viewing properties?  If they are then it’s these people that I want us to focus on.

Viewings are so much more than an opportunity for potential buyers to view a property!  They are your opportunity to showcase what you have to offer.

These are the people that you need to get to know everything about, what is it that they are looking for, why are they looking, how long have they been looking, what’s the most important thing to them, what was it that caught your eye about this particular property ? and so the list of open, rapport building questions goes on ….

The key here is RAPPORT you have to build a relationship with the viewers, so that they can trust you and know that you are there to help them and once you have done this then you can make sure that you ask the questions that will help you to win more instructions.

Having a “list” of your top questions to ask your viewers (assuming that you have already established that they have a house to sell) will serve as a prompt and make sure that you never miss an opportunity to secure that next market appraisal.

The skill comes with practicing turning these questions into a conversation as you are showing the buyer around the property.

Where are you living now?

What type of property do you live in at the moment?

How long have you lived there?

What’s making you want to move?

What do you love about your current home?

Why did you buy your current home?

What have you done so far about marketing your property?

What will be important to you when you chose the agent to sell your property?

Now is a fantastic time to be getting your property onto the market, there are currently more buyers than there are properties coming onto the market, so properties are selling fast and prices are rising  (**Rightmove data March 2022 there are twice as many buyers as there are sellers, the biggest mismatch of recorded by Rightmove and annual price increase is above 10%) – giving potential sellers some facts reaffirms your position as the property expert and backs up what you are saying.

Remember to listen to what the customer tells you and to use what they have told you to help you win that market appraisal. Finishing off with something as simple as …

“I would love to arrange for xx our valuer to come and see you and tell you more about how we can help get you moved when is a good time for you?”

About the Author – Jo Bourne

Jo is a passionate and genuine thought leader in all aspects of agency business, with a wealth of extensive practical experience, of a wide range of differing business models from traditional agent to hybrid digital and franchise. Consulting on all aspects of people and business development, creating and delivering a range of blended learning solutions and experienced as a coach and mentor.