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Selling landed properties: 7 things experienced realtors do differently

How does one expedite the sale of a landed property in Singapore at the best possible price? In the world of real estate, sellers and agents often emphasise the importance of thorough preparation. Frequently, it's the small details that get overlooked. In this video, both Jackie and Raama share how they showcase the house in its best light, leaving no room for potential buyers to nitpick or haggle over the price.

Step 1: Clear the clutter even before listing

The first step involves a modest makeover that doesn't necessitate major renovations or extensive repairs. Instead, the focus is on decluttering the house and enhancing its visual appeal. Over time, when homeowners have lived in a property for several decades, an assortment of items accumulates, often gathering dust. Jackie's advice is straightforward: if you don't need it, you won't use it. So, you either sell, store, or dispose of it.

Occasionally, vintage furniture can complement the house, but at times, cherished antiques may not align with the tastes of prospective buyers. Decluttering is essential, as it's something that will need to be addressed sooner or later during the property transaction process—better to handle it upfront.

Raama learned this lesson the hard way. When selling a landed property in Singapore, one of the initial tasks for realtors is capturing videos for marketing purposes. Filming in a cluttered environment is not only cumbersome; the final product can also potentially undervalue the home. This highlights the importance of having a dedicated realtor, who would go to great lengths such as moving items from room to room, which can be quite strenuous.

Step 2: Tap on professionals to style your home

When working with experienced realtors, sellers of landed properties in Singapore get to take advantage of their personal contacts. From professional stagers to sketch artists, these experts help potential buyers see the property’s full potential, especially if they don’t have the best imagination. But what about the “red flags” that can’t be covered up so easily? Buyers frequently look for signs of leaks or cracks, so addressing these concerns before viewings is crucial. One of the quickest and most effective improvements, sellers, is to give your interiors a fresh coat of white paint. This not only conceals the imperfections, but also makes the space look more spacious and new.

Step 3: Take ALL questions with finesse

If an agent isn't ready with convincing answers, they might lose a potential sale. Thus, before beginning the marketing process, a checklist of common questions is prepared. Questions such as the property's age, past renovations, and the seller's motivation are frequently encountered. Handling these inquiries with finesse is essential to building trust with buyers. (Jackie once encountered an elderly couple who inquired if the owners were Christian, as they sought to purchase a "Christian home." While such questions may seem unusual, it's crucial to address them professionally.) On that note, an experienced realtor will also be able to handle requests to view a west-facing landed property at, say, 5pm – after the house has been baked in the sun for two whole hours. Rather than seeing this as a challenge, they may transform it into an opportunity. In fact, Raama particularly appreciates such buyers as “they know what they want”, and may have already started to accept the property’s limitations. The only thing left to do is ensure that they have a pleasant viewing experience, which brings us to the next point.

Step 4. Arrive early to prime the house

When preparing for a viewing, we set ourselves up for success by considering potential disadvantages and the best vantage points. For instance, parking our car elsewhere during the showing allows buyers to envision their parking arrangements. Choosing the right day for a viewing and being aware of crowded landmarks in the vicinity, such as religious buildings, can also enhance the experience.

To cater to different preferences, agents may set the mood with background music and ensure a comfortable temperature inside the house on hot days. For some sellers, pulling out all the stops means laying out cheese spreads or opening a bottle of red wine. At the end of the day, buying a home is an emotional experience, and you would be surprised by the difference a little hospitality makes.

Step 5. Conduct the viewing with professionalism

Asked if Jackie prefers having the homeowners around during the viewings, he suggested that their presence may be unhelpful at times. For example, homeowners who are exceptionally invested in the process may react emotionally to certain inquiries, thus inhibiting buyers from asking questions freely. When buyers feel as if they’re being watched, the atmosphere becomes tense and they’d be making a beeline for the exit before you know it. And if you’re concerned about leaving prospective buyers to their own devices in a three-storey house, fret not. Professional agents often have backup personnel to oversee the property and keep track of visitors with a guest list. In a competitive market, where buyers may view numerous properties in one day, making your property stand out is essential. Jackie also recommends using pamphlets to highlight key features, such as land size, facing direction, floor plan, and build-up. This makes it easier for potential buyers to remember the property's unique attributes.

Step 6: Follow up effectively

Buyers rarely make immediate decisions after viewing a property, making the art of following up all the more delicate. After a viewing, it's advisable to wait a day or two before reaching out to the potential buyer. Engage them with questions about their experience and whether they have any further inquiries.

For Jackie, the key question is: "Would you like to come back for a second viewing?" Of course, they're allowed to take a second look. A third and fourth, even, to solidify their decision. It's important to remember that the goal of following up isn't to convince them to like the house but to gauge their interest. If your prospect is interested, they will readily accept your invitation. If they're not, they may decline, allowing you to focus on other leads. Additionally, if they mention needing to consult their spouse before making a decision, you can gain insight into the decision-making dynamics and tailor your approach accordingly in the next meeting. Looking to sell your landed home? Reach out to me (Harvey Chia) at 91999141 to learn more about how an experienced realtor can add value to your journey.


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