The Psycholgy of Selling…

Recently there have been alot of articles in various national publications about the art of selling houses and the techniques that allow the seller to  “get inside” the head of a prospective buyer.  In such straightened times, any factor that can possibly affect the decision-making process and secure the sale of your property is worthy of consideration.

  • look to propose a “fee ladder” with your agent.  This works to the advantage of both the agent and the house owner: the higher the price that the agent secures for the sale of your house, the greater the commission that he/she earns.
  •  I strongly advise vendors to put a guide price on their property.  In doing this, the lower figure of the guide price means that your house will feature in a lower search engine capacity. i.e. if you put a guide price of £95,000 to £110,000 on your property, it will feature in any search whereby a prospective buyer inputs any figure from £95,000 into their search engine on any of the national property websites.  This therefore exposes your property to a far wider audience than you would attract if it was a sole fixed price.
  • Like any good card player, always keep a little bit up your sleeve.  By this I mean have some further incentives to add to the attraction of buying your property.  This could be offering to pay a proportion or all of their stamp duty or perhaps offering to pay for professional cleaners or a gardener prior to their moving in, or indeed for a period of time after they have moved in.  Remember, if they have moved in, this means that they have bought your property and more importantly, paid you!  The cost of the gardener or cleaner will be negligible compared to what you may save by actually getting an offer and selling your property.