HOW DO INTROVERTS SELL HOUSES?

The spotlight is on the house, not on you.

Today, sometimes, we can go a little crazy when we think about selling our own houses. The following points are condensed from some of my books about selling your own house. There is no need to make things more complicated than they need to be. Just remember the three “L”s.

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1 Listen to what they are looking for

Nothing happens until there is a conversation. It may be on the phone when they are calling for an appointment. It may be when they first get to your house. But you need to ask them what they want – what they are looking for in a house.

Ask them, “In a perfect world, what do you want in a house? What ere you looking for in a house? When do you want it?” Make the question seem less important than it really is – make it seem almost off the cuff.

Remember the pressure is on them, the looker and the house, not you, the gatekeeper. These people may want to adopt your house. You want to become friends with them, if possible.

You can be shy. Many, if not most, people are. Remember there are only a couple of questions you need to blurt out here. Then be quiet. Be shy. Be whatever, but just wait for them to answer and listen to that answer.

2 Let them look around

Never, never give them the tour.

The tour increases the pressure on the prospective buyer and you. That is counterproductive. That’s the last thing we need at this point. A tour of the obvious is not necessary. If you need to point out something that is not obvious but important, use tent signs as I describe in my books.

You just shut up. Show them your couch in the front room or den and tell them you will remain right there and not looking over their shoulder or listening to their conversations.

In essence, you tell them to relax with these words. “You folks know what you’re looking for, so just make yourself at home and look around. I’ll be right here on the couch if you have any questions, just holler up!” You may even have to practice “holler up” in front of the mirror a few times, but do it.

3 Let them off easy

They are feeling the heat at this point. You are too. The easiest thing for you to do is to turn down the heat. Ask this question after they are finished looking at the house.

“What did you think?”

Wait for the answer. Let them talk. You listen.

They may automatically say, “Were gonna think about it.”

This usually means they are not interested. Don’t push them or argue. Sometimes you must break a lot of eggs to make mayonnaise. The magic just didn’t happen this time. It’s over, and you need to go on to the next prospect.

They may say something like “we like it except the orange bedroom.”

In a VERY casual manner, it;s time for you to ask, “if it weren’t for that would it work better?”

You are asking if they would buy it if you paint the bedroom, but it sounds better.

If you get no nibbles on these questions, and you are not sitting at the kitchen table writing out the contract, then it’s time to ask your final question.

The final question is “whats the next step?”

“Is there anything else I can help with?”

If you agree to talk Tuesday, YOU be the one to say you will call nest Tuesday. That may well be your last question in this session.

(Follow up)

Always call that prospective buyer three days later.

“I just wanted to see if you had any other questions I could help you with,” is what you are going to say. Just see if three is any interest left at all. See if they would like to walk through the house again. They will usually want to if there is any interest at all.

If not, you are still an introvert, and you didn’t get beat up, so maybe it’s time to do it again, with less apprehension.

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