Selling a house or an apartment can be a challenging and stressful project… It becomes even more complicated when you feel anxious every time a potential buyer asks you a question! Many property owners feel uncomfortable explaining why they are selling their house. In some cases, they fear that their reasoning might discourage prospective buyers during a visit. What should you say, and what pitfalls should you avoid? Let’s dive into some key explanations.
The Golden Rule: Don’t Lie
Regardless of why you are selling your house or apartment, lying about the reason is never a good idea. For example, if you are selling because you want to avoid paying for asbestos removal, you must inform the buyer (and provide an asbestos report). Otherwise, they could take legal action against you for hidden defects… which could end up costing you a lot.
“Regardless of why you are selling your house or apartment, lying about the reason is never a good idea.”
In any case, lying is risky and strongly discouraged. However, there are, of course, ways to present the situation.
Let’s look at the pitfalls to avoid so you don’t undervalue your property and also avoid giving the buyer an opportunity to negotiate!
Avoid Undervaluing the Property
Some seemingly innocuous statements can actually devalue the property you are selling. For example, saying that “the house is too big for you” now that your children have left home might not be the best choice. Instead, you could say that you’ve found a smaller apartment that perfectly fits your needs without casting a negative light on your current home.
Likewise, don’t mention that there are too many renovations to be done. This could discourage buyers, who are likely to consider this themselves anyway. Also, if a room’s decor is no longer to your taste, that doesn’t mean it won’t appeal to visitors. Be measured in your words and avoid judgments as much as possible.
Don’t Appear Too Eager
Sometimes, people need to sell a house due to divorce, death, or relocation. While it’s not advisable to lie to hide the truth, you must be cautious when disclosing your situation.
The buyer might sense that you need to sell quickly, encouraging them to negotiate the price down. To avoid this, state your reason calmly, without showing urgency. Convey to your interlocutors that you have time, even if this isn’t entirely true. This isn’t lying—it’s a minor omission that can help you conduct the sale under more favorable conditions.
“The buyer might sense that you need to sell quickly, encouraging them to negotiate the price down.”
Seek Professional Help: The Best Way to Sell with Confidence
Balancing the desire to sell quickly at the best price, the need to be transparent, and the fear of selling for less—or not selling at all—can make it difficult to answer buyers’ questions.
To navigate visits more smoothly, rely on a real estate agency that can answer questions on your behalf. A neutral and professional intermediary can help you avoid pitfalls in such situations. Professionals can provide calm and transparent answers when asked why the house is for sale, ensuring that buyers have all the information they need to make an informed decision and avoid any disputes.
In short, for a smooth and successful sale, there’s nothing better than being supported by professionals whose job it is to guide you!
