| Are you selling a house or are you selling a | | | | Potential buyers need the usual details when |
| home? Will your advertisement in the paper | | | | they see the listing for your home. But they |
| say, "house for sale?" Hopefully not, because | | | | also need other reasons to come and look at |
| you are always selling more than just a | | | | it. If your house has a view, tell them, or |
| "house." The "home" you are selling is also a | | | | better yet, show the view in a photo, instead |
| location, a yard, a certain amount of living | | | | of the garage. They already know they're |
| space, and more. | | | | buying a house, and what a garage looks like. |
| | | | Let them know what else they are getting. |
| If you want to properly market your home, | | | | |
| consider what exactly it is that you have for | | | | Selling A Home - What Does A Buyer Value? |
| sale. Your house might fit many buyers' | | | | |
| criteria, but there will normally be a few | | | | "What are you selling?" You answer this in |
| critical things that are most important about | | | | your marketing, to appeal to the most |
| your house. Identify these and use them in | | | | potential buyers. But the moment a specific |
| your marketing. | | | | buyer comes to see your house, your focus |
| | | | should change to "What are they buying?" If |
| Selling A Home - Marketing Questions To Ask | | | | your home meets their needs, you should sell |
| | | | them on the features they like - never mind |
| - Is your asking price higher or lower than | | | | what you like about the home. |
| similar homes, and why? | | | | |
| | | | If a buyer mentions that he needs space for a |
| - What reasons did your neighbors have for | | | | playroom for the kids, show him the |
| moving here? (Ask recent arrivals.) | | | | convertible basement space. If he never sees |
| | | | the beautiful deck you built out back, so |
| - What kind of people buy this type of home, | | | | what?! Ask about what he is looking for in a |
| and in this type of neighborhood? | | | | home. It saves you time if there's no way |
| | | | your home can fit his needs. It also helps |
| - What good things have people said about | | | | you sell the house if you can show him how it |
| your home? | | | | fits his needs. |
| | | | |
| - Are schools, parks, or jobs nearby? | | | | Bottom line? You market to the masses, but |
| | | | sell to the individual. Oh, and you are not |
| - What lifestyle is associated with this | | | | selling a house, but selling a home. |
| home? (Is it on a golf course or beach?) | | | | |
| | | | Copyright Steve Gillman. |