If you are planning to sell your own home without an agent, one of the best ways to feel more confident about inspections is to prepare for the questions buyers are likely to ask.
Some questions will be straightforward.
Others may catch you by surprise.
You don’t need to memorise a script, and you certainly don’t need to have an instant answer to everything.
But knowing the types of questions that commonly arise can help you walk into your first inspection feeling much better prepared.
“Why Are You Selling?”
Don’t be surprised if someone asks.
Buyers are naturally curious about why a property has come onto the market.
You don’t need to share personal information you would rather keep private.
A simple, honest response is usually enough.
“How Long Have You Lived Here?”
This may lead into questions about the neighbourhood, the home or what you have enjoyed about living there.
As the owner, this is where you have an advantage.
You can speak from genuine experience.
“What Are the Neighbours Like?”
Buyers aren’t only purchasing a building.
They are considering joining a neighbourhood.
Be factual and respectful when answering questions about surrounding properties and the local area.
“Have You Done Any Renovations?”
Buyers may want to know what has changed during your ownership and approximately when work was completed.
Before inspections begin, familiarise yourself with relevant information and documentation you have concerning renovations or improvements.
If a question has legal or compliance implications and you aren’t sure of the answer, don’t guess. Refer the matter to the appropriate professional.
“What Is Included in the Sale?”
Buyers may ask whether particular fixtures, appliances or other items remain with the property.
The contract for sale is important here because inclusions and exclusions can form part of the legal documentation.
Make sure you understand what your contract says and direct legal questions to your solicitor or conveyancer.
“How Much Are You Asking?”
Price is naturally going to arise.
Before your first inspection, think carefully about how you intend to communicate your pricing strategy and make sure your advertising and conversations are accurate and consistent.
“Have You Had Any Offers?”
An interested buyer may want to understand how much competition exists.
Again, preparation matters.
Think beforehand about what information you are comfortable providing and make sure anything you say is truthful.
“How Much Are the Rates or Strata Fees?”
Depending on the property, buyers may ask about council rates, strata levies and other ongoing costs.
Having relevant factual information readily available can make the process easier.
“Can We Come Back for Another Look?”
This is often a useful indication of genuine interest.
Have a system for arranging private or repeat inspections and recording follow-up activity so you know where each prospective buyer is in the process.
And Then There Will Be Questions You Didn’t Expect
No amount of preparation will cover everything.
A buyer may ask something highly specific that you simply don’t know.
That’s fine.
Never feel pressured to guess.
Tell them you will check and come back to them.
If the question relates to the legal documentation, contract, title or another matter requiring professional advice, direct it to the appropriate professional.
Preparation Makes Inspections Easier
This is one of the practical areas where Madeline D’Anastasi can help homeowners who choose to sell privately.
Her role isn’t to conduct the sale for you.
It is to help you understand what to expect and prepare you to manage the process yourself.
With more than 25 years of real estate sales experience, Madeline has seen the questions buyers ask, the concerns sellers encounter and the situations that can arise during a property campaign.
That experience can help turn:
“What on earth do I say?”
into:
“I know how to handle this.”
And that is exactly what being empowered to sell your own home is about.
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