One of the more challenging parts of selling real estate is taking properties that have some negatives and turning those negatives into positives in order to get buyers to see the potential that a home has. But even when a home has a lot of challenges it’s possible to focus on the positives and gently show potential buyers how to deal with the negatives. Every home is going to have some problems or negatives but with the right encouragement, buyers may not be put off by those negatives. Use these tips to help buyers manage their expectations and see the negative attributes of a home as a challenge instead of a problem.
Present A Solution
When a home has challenged the best way to get buyers to accept the idea of a home with challenges is to offer solutions to the challenges so that buyers see that there are ways to manage those challenges. When buyers are able to see clear-cut solutions to the problems that a home might have those problems don’t seem so difficult to deal with. For example, a buyer might have their heart set on a new large home with lots of square footage that is out of their budget. Showing them an older home in their budget that has some design challenges but has lots of square footage and helping them see how with a little work they could have the large open home that they want could make that buyer more willing to consider buying the older home.
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Help the Buyer Focus on Usable Space
Thanks, the increased number of home buying and real estate TV shows many buyers start looking for a home with set notions of what they want in a home. They look for a home that fits their fantasy instead of looking at what each home has to offer. A good way to counter that is to help the buyer focus on the usable space and function of a home rather than just the square footage or just the finishing’s that the home has. Many people would rather have a smaller home that functions efficiently rather than a huge open concept home that doesn’t function well at all, even though if you ask them they will pick the huge open concept home because that’s what they are used to seeing on TV.
Staging will make a big difference in showing a buyer the function and potential of a space, but you can also point out to them features that will improve the flow and function of the home to help them see that a particular home has the function they need even if it doesn’t have fancy new finishing’s.
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