Key 3.2 How to find the best buyer and their best offer, and then determine whether to accept it.
How do you warm up a room?
- Fill it with people. The key to getting a succession of people through the properties you want to warm up is pro-active data-basing and your contact management. You must have systems to let as many people as possible (who might visit) know that you have a property to sell.
- Kitchens are warm rooms, primarily because there is lots of activity centered around them and there is heat given off while preparing meals. Have a marketing plan, and have a series of activities building up to a decision time like preparing for a good meal.
- Plug the gaps and stop the drafts to warm up a room. Improve presentation of the property, do the small repairs and keep the gardens and surrounds tidy for a hotter price.
- A sure way to increase a room’s temperature is to expose it to the sun or put in a heater – this is a good parallel for profile marketing. Encourage your vendors to help put their property in the sun with good advertising and promotion. Combined with good timing ensuring adverts are noticed during negotiations with buyers, this spotlighting will contribute to a hotter market price.
- Continue activity in your kitchen with lots of courses and snack options. During your marketing offer optional extra adverts and activities, like extra delivery of neighbourhood trump flyers when prices change to keep the communication processes going.
- Have your friends and relatives visit as often as possible – you should ensure your vendors have flyers and information sheets they can give out to friends, relatives, work colleagues and other potentially interested people they may know about. Also, make it easy for them to send URLs highlighting their property to others in their circle of family and friends.
- Have a party – set up a preview by invitation for your listing and get the buyers noticing each other as well as the property itself. The best path to achieving the best price is to ensure buyers are competing with each other. Schedule another party based around an Auction or Tender date coupled with marketing and promotion to raise the temperature before the party starts.