For Sale By Owner Tips出售老板小费
Sell Your House Without a Real Estate Agent你的房子卖无房地产经纪人

How To Show Your House and Close the Deal如何证明你家成交

You’ve done your research.  You’ve priced your home, cleaned and freshened it up.  Your sign is hung out and you’ve worked hard on creating an intriguing ad.  You told everyone you know that you’re selling your home.  Now you wait for the phone to ring.您做您的研究.您票价贵家清洗劲了.你挂出招牌,辛苦你创造一个奇妙专.你你知道你告诉大家推销你的家.现在你等待电话响.

How do you handle calls from buyers?  What do you ask?  How do you get them to come visit?您如何处理来自买家来电?您问?您如何让他们前来访问?

First of all, make sure you get the call.  If you only have one line then sign up for the call waiting feature from your telephone company.  Instruct everyone in the household to take calls that come through and pass on to you any calls for inquiries on the house.首先让你的电话.如果只有一条线的话中插接报名专题从你的电话公司.责成每个家庭以通过来电、来传授给你任何要求查询家门.

Second, try to take the call in a quiet area with all your information in front of you.  Have your feature list handy to answer any of their questions and have a list of your own.  Have a calendar to book appointments.二试图借此呼吁在一个安静的地区都在你面前你信息.贵专题名单得心应手地回答任何的问题,并有自己的名单.该书具有日历任命.

Ask them for their name and phone number, in case you need to contact them.  Set up a time for them to come over, and try to motivate them to come as soon as possible.  If your home has been viewed before, mention to them that there is interest so they should try to come as soon as convenient.  Also mention if you are having an open house since the added traffic will make your home more desirable.问他们的名字和电话号码,如果你需要与他们接触.成立时间来结束,并设法促使他们尽快来.如果您家以前一直认为,何况他们有兴趣,所以要尽快设法开方便.如果还提你家有一个开放以来续交通将使你回家更为理想.

Tips on Booking Appointments贴士预订任命

Try to book appointments on the same day and in 15 to 20 minute intervals.  One potential buyer will be walking in the door just as another is leaving.  The increased activity will create a feeling of urgency in your prospects.  Do they really want to loose the home to the nice couple that came out ahead of them?  Or to the family that is heading in while they’re still looking around?  You have to work the angles if you want to compete with the realtor selling down the street.尽量预约在同一天、在15至20分钟一班.一个潜在买主将行走在另一个大门就像是离开.活动将创造更多的心情迫切贵前景.他们很想家松散的漂亮夫妇,他们提前出来?或者即在标题为家庭而他们还在环顾?你必须工作,如果你的角度无意与卖房子减持街.

You don’t want to waste your time or your caller’s.  You might be able to push for some extra information if the caller permits.  Keep your voice friendly (smiling while talking on the phone will help – just consider it mind over matter).  And try not to be too put off by the caller’s phone manner, they may be nervous or hate talking on the phone.你不想浪费你的时间或你打电话的.你可以把一些额外的信息如果对方许可.保持你的声音友好(微笑而谈会打电话求助只是考虑过去的事记).尽量不要太拖了来电者的电话方式他们可能是神经或恨讲了电话.

Ask them questions about what kind of home they are looking for and try to get a feel for the price range.  If you know they wouldn’t be interested or can’t afford it (perhaps they are downsizing and you’re selling a three bedroom home) you shouldn’t bother booking an appointment.问他们有什么样的疑问,他们正在寻找回家尽量摸清了价格范围.如果你知道它们不会有兴趣或不起(也许是你卖瘦身三个房间家)不要理会预约.

You might ask if they are currently selling a home or renting.  When do they need to move in and have they already been approved for a mortgage?  If they haven’t been pre-qualified you might ask questions about where they work, how long they’ve been looking for a place, etc.  Be very tactful and conversational.  You don’t want to interrogate them.你也许会问,如果他们正在出售或出租住房.当他们要迈向和他们已被批准为抵押?如果他们没有通过资格预审,你可能问何处工作多久,它们早就找地方,很委婉、会话等等.你不想质问他们.

If you get this information you will have an idea if they are really ready to buy your property if they’re interested.  It will also tell you how much help they may still need if they like the place but are unsure how to proceed.如果你得到这一信息,你将会知道如果他们愿意买你的财产,如果真他们感兴趣.它还将告诉你多少还是有可能在需要帮助的地方,但如果他们想无法确知如何着手.

In some cases you will find that these few comments may weed out some who are not reasonably able to work with you.  This will avoid the exasperation and disappointment of showing your home too many times to unlikely buyers.  However, in most cases you will want to encourage a viewing so keep their answers for referral later.有时你会发现这几个可能淘汰一些评论者不能够合理同你.这将避免您的愤怒和失望,显示国内买主不可能太多时间.不过,在多数情况下,你会想鼓励他们继续做一个观景介后来答案.

Having an Open House拥有开放的房子

The most common day to choose for an open house is Sunday.  Sunday is relaxed, the errands are done and people can see the home during the day.  It is an excellent time to find people in a buying mood.最常见的选择一天是星期日为乐.星期日放宽正在做的差事,人们看到了白天回家.这是一个很好的时间去寻找人们在购买的心情.

Put an announcement in the paper earlier in the week, as well as Saturday and Sunday.  Your ad might read as follows:公布的文件提出了本周初以及周六、周七.也许你专文如下:

 OPEN HOUSE SUNDAY 2-4适逢星期日2-4
 13 - 1233 Roberts Lane, Anytown1913年至1233年罗伯茨里anytown
 2 Bedroom, 2 bath Condo – Great Views!二居室公寓浴2-意见很大! $133,000133,000元
 Visit or call Dean xxx-xxxx×××院长来访或致电--为XXXX

Be sure to give an indication of what size or type of home they are viewing as well as price and area.  These are typically the criteria that most prospects make their judgments by.  Leave out any other details since you’d rather they just come and see for themselves.一定要给予说明什么类型的大小或回家看他们,以及价格和地区.这是最典型的标准,其前景做出判断.自从离开了其他任何细节你信不信,他们刚刚亲眼看看.

You should list a phone number in case an interested prospect can’t make it to the open house.你应该列出了一个电话号码,万一不能使它感兴趣的前景乐.

If you miss the deadline, put out an open house sign in your yard anyway.  You should be able to find one at your home and garden center or a sign shop.  You may be able to pick up traffic from browsers as they drive around the areas they’re looking for a home.如果你错过截止日期,救一个开放庭院反正你签房子.你应该能够找到一个在你家中心花园、车间或一个标志.你可以拿起平时开车沿浏览器周围地区要找的是他们的家.

Now that your advertising is done, get everything ready for scrutiny.  Most of the tasks of repair and maintenance have already been done in preparation for putting your home on the market.  Some people, however, forget the last minute upkeep that will strongly influence a buyer’s perspective.现在,你做的广告,办妥一切准备就绪审阅.大部分的维修任务已经做准备把你家的市场.然而,有的人忘了最后一刻,将强烈影响保养买方观点.

Final Preparation最后准备

Put away the dishes, make the beds, vacuum the rugs, clean the bathrooms and maybe even add some flowers and put on the coffee.  Your house is now the statement of perfection.收起饭菜,使床,真空的地毯、干净的浴室、甚至添加一些花草放在咖啡.您家现声明完美.

Will this help?  Well, little touches and flourishes are nice, but a clean home is a necessity.  You might consider when prospects come through they are not necessarily coming to admir e your décor (although we’ll come to that later), but t hey will certainly notice if your home looks as though they interrupted the family in the middle of supper.这将有帮助?那么,什么是触及和词藻尼斯但清洁家园是必需品.你可能会考虑何时成行前景他们不一定来特五你装饰(虽然后来我们才来),但笔嘿,如果你的家一定通知他们仿佛打断家庭晚餐的中间.

People will be looking for lights in each room, especially if it’s in the evening.人们将会寻求在每个房间的灯,尤其如果是在傍晚. Improve the look of the room and avoid having your prospects fumble for switches by using table lamps or track lighting.  This will portray your rooms better than a bright, overhead light will.完善看看你的房间,避免对九七前台用台灯开关或轨道照明.这将塑造你的房间比明亮,将架空轻.

You might also try adding some mirrors to increase the brightness of a room (always a sought after feature).  Also clear the fridge of excessive magnets, pictures and notes.你可能还添加了一些尝试镜子增加房间亮度(总是追捧专题).还清理冰箱过量磁体、图片和说明.

Consider having children and pets staying away with family or friends while prospects are viewing your home.  The extra chaos and excitement might be too much for visitors, and i f they don’t like pets it’s just best not to throw it in their faces that yours is a pet h ousehold.考虑儿童和宠物、亲友住排除前景看你的家.额外混乱可能是太兴奋和旅客,我六不喜欢宠物的只是最好不要把它在脸上,你是一个宠物八水表.

Financial Assistance财政援助

If you know someone who works in finance or mortgages, you might want to ask them to come by for the open house.  This way, if you do have an interested prospect you can have them talk to your financial wizard to determine if they might be qualified for a mortgage or even to start the process right there.如果你知道有人厂财务或抵押你也许要问他们来为乐.这样,如果你有兴趣的人都可以谈前景你判断自己的财务男巫可能是一个合格的抵押权的过程中甚至开始出现.

Some buyers are not already pre-qualified.  Having someone to work out the figures for them can be a big bonus, not only in establishing the possibility of working with them, but keeping a qualified prospect in the running.  They may not know what they can afford and consider this just a preliminary viewing before taking steps to get pre-qualified for a mortgage.有的买主尚未通过资格预审.有人因工作的数字可以大花红不仅可以建立与他们并肩作战,但一名合格的前景保持运行.他们可能不知道,他们认为这只是得起初看前采取步骤取得资格预审抵押.

If you don’t have a financial friend, try to ask hesitant prospects questions about their income, debt and down payment.  If both are working full time, have low debts and a good down payment, encourage them to get pre-qualified or make an offer subject to financing before your home is off the market.如果你没有财务的朋友,尝试问问犹豫前景质疑收入债务和首期.如果双方都是全职工作,并有良好的首付低债、鼓励他们取得资格预审或跑来受你家序幕之前融资市场.

Have your forms ready and filled out (this will be explained in the legal issues chapter).  Also have receipts for down payments on hand.您在填写表格和准备(这是解释法律问题章).还有发票首期手.

What Not To Do有所不为

Before you get too excited about the parade of enthusiastic buyers, be prepared for professional browsers.  These people might be very complimentary, but a re not likely buyers.  Perhaps they are not really ready to commit or are just curious.  Never mind.  They will still give you traffic and traffic will encourage the real prospects to make an offer.在你过于紧张阅兵热心买家准备专业浏览器.这些人很可能是免费的,但一不太可能再购买.也许他们并不真的准备实施或只是好奇.不要紧.他们将交通和车辆仍给你鼓励真正前景做出要约.

If you feel there are less-than-desirable features in your home, do not take extreme measures of hiding them.如果你觉得有不完的特点在你家,不采取极端手段隐瞒. Small yard?  Unfinished basement?  Older wallpaper?  You don’t know what your prospects see as bonuses.小院子?未完地下室?旧壁纸?你不知道你想看前景奖金.

Perhaps they don’t like yard work.  Or maybe they only want the basement for storage, or have their own plans to build a workshop or suite.  Older décor may appeal to buyers who are anxious to put their own stamp on the place and would feel guilty paying for new paint and paper when the existing décor is brand new.也许他们不喜欢院子.或者只要求对地下室仓库、还是有自己的计划建立一个车间或套房.旧装饰,可向买家急欲把自己的印章,并将罪恶感地点支付当新油漆及纸张目前装饰焕然一新.

Don’t feel you must escort your prospects out the door.  Many people prefer some privacy while viewing the home they are considering buying.  They may wish to go back and look more closely at certain areas.  If they come as a couple or a group, there may be some discussion needed without your presence.你不觉得你必须护送前景出门虽然很多人喜欢看一些隐私他们回家正考虑买.他们不妨回去仔细看清楚某些地区.如果他们感到一对夫妇或一群,可能需要一些讨论没有你们的存在.

Invite them to continue to look around at their own pace.  Be certain that you’ve given them a feature sheet with your phone number and the details of the property and home.  If they are leaving without making a deposit, invite them to return if they’d like another look.请他们继续环顾自己的步伐.可以肯定,您给了他们一个专题片你的电话号码及详细的财产和家园.如果他们留下的作矿床邀请他们返回他们还想再看看.

How to Talk to Prospects如何谈前景

Being friendly and likeable is crucial in creating a good relationship with prospective buyers.  Try to find points of interest that would appeal to the buyer by asking questions.友爱、可爱关键在创造良好关系的买家.找点感兴趣这将吸引买主的询问.

Ask where they work, how many children they have, do they currently live in the area?  These causal comments can give you an idea of what to feature.  Will they be close to work, schools, parks or transit?  Is there plenty of room for the size of the family?  Can you tell them something about the wonderful neighbors?问那里工作,他们有多少儿童、他们目前居住在该地区的?这些因果评论能给你想着什么特色.会他们贴近工作、学校公园或过境?有斟酌余地的家庭人口?能不能介绍一下一下美妙的邻居吗?

You know your home better than any realtor ever could.  Try to find the most positive aspects that each prospect may find appealing.  If they don’t agree, at least the sale won’t be lost for lack of trying.你知道你的家可以比以往任何卖房子.找最积极的方面,每个展望可能觉得有吸引力.如果他们不同意,至少不会失去销售缺乏尝试.

If you find a prospect who seems ready to make an offer, or shows sincere interest, don’t be shy.如果你觉得前景似乎谁愿意跑来,或显示真诚的兴趣,不应该逃避.

Ask for an offer.  You may feel that an offer will be made when the buyer is ready, but making a large purchase, such as a home, requires a certain amount of courage.  Your buyers may be very tempted but need you to ask the question outright to mo ve them to a decision.要求要约.你可能会觉得要约时买方愿但使大型采购如家需要一定的勇气.你可能会很马虎,但买家需要你再问言明谟味他们的决定.

You don’t want a nervous buyer who may have never bought a home before to walk out the door and buy the home down the block just because an experienced realtor asked the question.  They will.你不想紧张买主可能从未回家前买了一走出大门买回家定座只因一位资深卖房子问.他们会.

Don’t be nervous.  If they want to make the offer they will likely feel relieved that you asked.不要紧张.要想使他们有可能提供了一口气说你问.

Approach them after they’ve had time to roam the home and discuss it among themselves.  Ask them in a friendly tone “Would you like to make an offer?  Perhaps we could sit down and discuss it right now”.他们的做法后,他们推出了家庭和漫游时间讨论残喘.问他们在友好声调:"你想不想跑来?或许我们可以坐下来谈,现在".

Negotiating谈判

Don’t be surprised to be given very low offers to start.  The buyers want a deal just as much as you want a profit.别惊讶地给予极低提供启动.买家想要一个交易正如你想赚钱.

Take every offer into consideration.  Drop your price in increments depending on how low the original offer was.  If the original price was $150,000 and the offer is $135,000 you might want to offer $149,000.  If the offer is getting close , try t o split the difference.  If you get an offer at $146,000 why not suggest a split at $148,000?每开办考虑.你降低价格递增视乎原收购价.假如原价为15万元和13.5万美元,可提供你想要提供14.9美元.如果提供亲近、笔试澳分差.如果你要约在146,000何不建议售价148000分裂?

When you’ve met your threshold or you are firm on the original price you should still have some bargaining chips on your side.  Perhaps they would like to have the fridge and stove or the lawn mower included.  If you are moving into a condo with appliances, you might find this a better deal than selling them privately.当你遇到你或你公司门槛原价你也应该有一些筹码在你身边.也许他们想有冰箱、炉灶或草坪割草机在内.如果你正踏入公寓与用具你会觉得这已较私下贩售.

The trick is to NOT list these items on your feature sheet or mention them as part of the package.  You may have several items you’d be happy to leave behind including drapes, a freezer or other items.  You might also be surprised what the buyer suggests.  If you can part with it and it seals the deal than go for it!眼下这些项目清单是不是你提或专题片,作为他们的方案.你可能有几个项目就会乐于留下包括帷幕,一个冰箱或其他物品.你可能会惊讶又有何建议买主.如果你能同它的一部分它比去对待它的海豹!

Getting the Offer on Paper越来越要约纸张

There’s no such thing as a handshake deal in real estate.  Make sure you have something in writing before they leave the house.天下没有白吃的房地产交易握手.让你有前书面离开家门.

You have all the necessary documents ready thanks to your preparation with the lawyer.  You’ve discussed the price and negotiated what stays.  Now you can ask what down payment they have ready or when they think it will be ready.你有所需的一切准备,由于你的文件准备与律师见面.您谈价格谈判什么停留.现在你可以问问首付或者当他们觉得他们准备将准备就绪.

Walk them through the contract, explaining to them as your lawyer did for you.  Fill in any subjects (you will review this information under the chapter on legal information) and discuss the deposit.步行通过合同、作为律师,向他们解释你做了你.填写任何科目(你将在审查资料章法律资料),讨论矿床.

Never take cash for a deposit.  Have the buyer make the check out to your lawyer which will be deposited into an escrow account.  This will assure them that you will not have access to their money until the contract is settled.  If the contract falls through, the lawyer will refund the money or give back the original check.拿现金存款.买方已作检查出你的律师将存入为代管帐户.这会向他们保证,你不会获得他们的钱,直到合同贯通.如果合同漏网,律师将钱退还或交出原件核对.

The deposit is to ensure the purchaser’s intention to go through with the contract.  Taking a deposit is not required legally, but if it’s in the contract the buyer must provide it.  You will have a lawyer to assist you if anyon e backs out, but obviously that is not your first choice.存款是为了确保买方的意向与合同办理.以存款不需要法律但如果是在合同买方必须提供资讯.你会有一个律师,协助你如果色子电子背出来,但显然这不是你的第一选择.

How Much Should the Deposit Be?存款是多少?

By asking for a substantial deposit – anywhere from 3-5% – you will not be running the risk of the buyer giving into ‘cold feet’ or opting to forgo the deposit and start proceedings on another home.  Unfortunately some people don’t find a problem with staking claims on more than one property while searching for the best one.  The deposit isn’t a legal requirement so any amount will do.按要求大幅存款少则3-5成佑不会冒了进入买方给予'冷脚'还是选择放弃订金,开始在另一家法律程序.有人不幸不觉得有问题就不止一个赌注债财物寻找最好的之一.订金任何一项法律规定不以量将尽.

If the purchaser cannot give you the full deposit at the time of signing, you can agree to accept several hundred dollars and include a clause which states that the deposit will be increased to a specified amount within 24 hours (or whatever you have decided).  This will allow for the purchaser to make financing arrangements before placing the full deposit.  If you feel the reason is sound, take the offer.  You may not get a better one.如果买方不能让你充分存款在签字、你可以同意接受数百元,其中包括一项条款规定,存款将增加以一定数量在24小时内(或任何你决定).这将允许买家做出配售前融资安排全部存款.如果你觉得这是健康的,采取要约.你未必有好的.

Obviously the buyer does not want their money tied up in case the financing doesn’t come through.  If it doesn’t work out they will need the money to place an offer on another property but you shouldn’t give them too much time or they may back out for any reason.买方显然不想把钱绑案的融资并不见效.若不他们将需要制定一套提供金钱财物,但你不该另给予太许多时间,也可能因任何理由退缩.

 

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