For estate agents, successful property viewings are vital for securing sales, yet they involve many factors to remember and manage. By highlighting key selling points, providing local market insights and ensuring the property is well organised, agents can significantly increase the likelihood of receiving offers and closing the sale. In this post, we cover the key steps for conducting an effective property viewing - from preparing for common questions and building strong local area knowledge to presenting the property at its best - and share tips for success.

Prepare for Buyer Questions

When conducting a property viewing, buyers often ask numerous questions that estate agents need to be prepared for. Effective property viewings depend on your ability to be able to confidently answer buyer questions. By anticipating the questions buyers might ask and rehearsing concise, accurate responses, you’ll build confidence, keep the viewing flowing and present the property in the best light. Here are a few common questions you might be asked and how to answer them:

  • ‘What’s the council tax band and service charge?’ - Clearly state the council state band band, explain what’s included in the service charge and outline any upcoming increases.

  • ‘How old is the roof and heating system?’ - Provide installation dates, recent service records and expected lifespan. Emphasise any warranties that there might be.

  • ‘Are there any planned works or building issues?’ - Be transparent about upcoming maintenance or known defects. Explain how they’ll be managed and any cost implications.

If a viewer asks a question where the answer is unknown, respond confidently, note it down and explain that the information will be found as soon as possible and relay it to them. By addressing every question, confidence is instilled and gives viewers the best possible understanding of the property.

Provide Local Market Insights

Buyers value estate agents who place a property within the broader market context and provide information that helps them visualise themselves living there. No one wants to buy a home in an area they know nothing about, making this a crucial preparation step before a viewing.

Understanding typical sale prices, comparable properties and nearby amenities, ensures buyers have all the relevant information they need to feel confident about making an offer. Here are some key insights to know as an estate agent for your viewing:

  • Average sale price in the past six months

  • Typical prices for similar properties

  • Local transport links and commute times

  • Nearby schools, shops and leisure facilities

  • Planned infrastructure or regeneration projects

By knowing these facts and confidently communicating them to viewers, the viewer can clarify any doubts they might have and it helps them imagine themselves living in the property. When buyers feel informed about sale prices, transport links and nearby schools, they trust more and can envision the property as their future home.

Ensure the Property is Well Organised and Prepared

Estate agents also need to ensure that the property they’re showing is well organised and fully prepared prior to the viewing. There might still be people living in the property you’re showing; if so, ensure that they have tidied and organised it before so it looks its best. If it is empty, make sure any mess or clutter is removed and the property looks spacious and clean.

If a property is messy, unkempt or dirty, it can create a negative first impression for buyers, as no one wants to purchase a home in such a condition. By ensuring it is well organised, tidy and prepared, you present the property in the best light possible to potential buyers.

Tips for Property Viewing Success

As well as answering questions, having local market knowledge and ensuring the property is well prepared, can all boost the chances of property viewing success as an estate agent. By communicating effectively, addressing concerns and following up promptly, this maximises the likelihood of securing a successful property sale. Next, are some tips for property viewing success for estate agents:

  • Build Rapport

As the person guiding buyers around a property, ensure that a genuine rapport is built to create comfort, trust and open communication. Greet viewers warmly, make introductions and ask about their requirements and preferences. Actively listen, answer questions and highlight key features of the property and local area. A collaborative atmosphere encourages honest feedback and makes the viewing feel personal rather than transactional.

  • Address Buyer Concerns Proactively

To maximise the chances of a sale, address buyer concerns proactively. Provide transparent, evidence based answers to every enquiry and promise a prompt follow up if needed. Bring relevant documentation, such as EPC certificates, service charge breakdowns or planning permissions, to reassure buyers. Proactive communication demonstrates professionalism, instils confidence and keeps prospects engaged until they’re ready to make an informed offer.

  • Maintain Timely Follow Ups

Following up promptly and courteously after viewings also is important as it demonstrates dedication and keeps the property at the forefront of the viewers minds. Within 24 hours, make sure to send a polite email or call to thank viewers, address any queries and request feedback on their impressions. This timely communication reinforces professionalism, strengthens rapport and can tip undecided buyers towards making a swift offer.

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