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Scaring away Buyers

Quest Bulgaria takes a look at typical home owners' mistakes when selling property and how to avoid them.

In the current market, if you are selling your Bulgarian home and get an interested potential buyer, the last thing you want to do is scare them away. In many ways, one of the good reasons to put your property with an estate agent is that most home owners are not good salespeople and make mistakes which a seasoned pro wouldn't. There are four main mistakes to look out for.

Selling what you like

The error of telling potential buyers about all the great features that you value in your home. Just because you like something in particular about your home doesn't mean that it is of value to a buyer. Rather than tell them all about your home, it is better to ask questions about what they are looking for. For example, if they want to be close to shops, tell them where the nearest shops are. If they want to be able to work at home, point out the third bedroom which would make a great office. Sell them on what they want and need.

First impressions

Don't underestimate first impressions. From personal experience, I can say that there have been times when I have been looking at property to buy and as soon as we've pulled up at the property, I've said to the agent immediately "no, I don't want to buy it". I didn't even want to get out of the car and look inside. First impressions matter. "Must see inside" doesn't overcome the prejudice which is created by a disastrous first impression. If buyers don't get through the front door you will never sell your house.

Make sure that when a buyer drives up to your home they get a good feeling straight away. It is surprising how many buyers will overlook small problems inside a house but can reject it immediately if the outside and entrance is poor.

Taking offense

I have been on the receiving end of a vendor who got annoyed when I was asking questions about his property and all I wanted to do was get out. It is all too easy to react like this when it is a home you have loved and lived in. No matter what the question, do not get cross. If you do, the buyer will hesitate to ask more questions and lose interest in the property. Do not get upset about any comments you happen to hear them make. This is a mistake to really avoid - never get angry with a buyer. Instead take on board the question and listen carefully to see if you can answer and resolve. If you can't do this you must put your property with an estate agent.

Unresolved problems

I viewed a property once where the roof needed repairing. I asked how much it would cost to fix and the answer was "I don't know". This left a lot of uncertainty in my mind and I didn't buy the house. Buyers don't like uncertainty so leaving unresolved problems on the house is one of the surest ways to frighten your buyer away.

Eliminate these uncertainties. In the case above, the vendor could have fixed the roof himself or could have had one or two quotes on the cost of doing it. Either way, it would have cleared things up in my mind. A problem which is going to cost a known amount will frighten less people, than leaving them wondering if they are going to be saddled with a huge problem and / or bill later.