One of the toughest things about selling an older home or a home that was custom built for the seller is helping buyers see the potential that the home has. This is often something that agents need to do with first time home buyers who have limited budgets. They watch TV shows and surf home listing online and come into the buying process with their hearts set on fancy finishes and large modern houses that they may not be able to afford. When you are working with a buyer on a budget you can use these techniques to help them see the potential that a home in their price range has even if it’s not looking great to them now:

Show Them Similar Updated Homes

Your buyer may not be able to afford an updated version of the home they’re looking at but you can show them listings and photos of home built in the same time frame that has a similar layout but that has been updated. This can show the buyer what can be done with the home and how some future renovations can transform the home into the home they really want.

Highlight The Function Of The Home

Maybe the home is lacking a modern style or trendy updates but it has the function that the buyer needs. The perfect way to show the buyer the potential that the home has is to walk them through t home describing all the ways that the increased function of the home will make life easier for them. If the home’s kitchen is outdated you can highlight that the size of it or the great flow that it is.

Share Renovation Ideas

Another way to show buyers that a home they might not be thrilled about is a good home for them is to create a Pinterest board just to share with them full of ideas that they can use to transform the home into the kind of home that they want. Painting ideas, inexpensive flooring ideas, and other ideas from Pinterest will inspire the buyers and help them see how much they can upgrade the home on their home without spending a lot of money. You can also remind them that the home is a blank slate that they can update any way they choose.

Be Honest About Budgets

When you first sit down with a buyer and you find out what their budget is you need to be honest about what their budget will get in their preferred area. Tell them gently but firmly that they won’t be able to get everything on their must-have list with their budget. If they are disappointed when they see the homes that are on budget try to manage their expectations by highlighting the best features of the home.


Posted by Gurpreet Ghatehora on


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Data is deemed reliable but is not guaranteed accurate by the REALTORS® Association of Edmonton. Copyright 2023 by the REALTORS® Association of Edmonton. All rights reserved.

Listing information last updated on June 5th, 2023 at 9:16am CDT.