Second viewing tips: how to convert a return visit into a sale

Second viewing tips: how to convert a return visit into a sale

Congratulations! Your agent has called to book one of your viewers in for a second look – cue a mix of excitement, nerves, and hope.

Having made a great first impression, now’s the time to build on that momentum, and how you manage the return visit with your estate agent will have a direct impact on getting an offer.

The goal is a happy and committed buyer, a great price, and a successfully completed sale, so let’s see how you can seal the deal with your perfect match by exploring questions like:

• Why do buyers want a second look?
• How can you prepare your home’s encore?
• What makes second viewings different?
• Should you be home this time?
• What’s the right way to follow up?

Think of the second viewing as your home’s final audition, with you and your agent working together for the best result for everyone.

WHY DO BUYERS WANT A SECOND LOOK?

Even though buyers can make a decision about a home within seconds of stepping inside, they usually want to make a return visit before committing to an offer.

And while every buyer has a unique agenda and requirements, the most common reasons to come back for another look are:

• Refreshing their memory after viewing so many homes and diving deeper into practicalities like how their furniture will fit and what they need to go shopping for.
• Bringing a partner, parent or friend to validate their positive feelings, or inviting a builder to assess the viability of any changes they’d like to make.
• Viewing at another time of day to check out things like natural light, neighbourhood noise, and local vibe to build a clear picture of what their future life could look like.

It’s no exaggeration to say that getting all these details straight is the glue that keeps your sale together and your buyer excited, making a change of heart far less likely later on.

HOW CAN YOU PREPARE YOUR HOME’S ENCORE?

A second viewing allows you to boost someone’s initial positive impression and even showcase qualities they didn’t notice before. So take a fresh look at your home to see where you can:

• Maintain or improve the clean, tidy, and inviting feel you presented on the first viewing with a well-ventilated environment of pleasant aromas and a comfortable temperature.
• Address any negative feedback from other viewings. Perhaps showing off more counter space by clearing kitchen worktops, or letting more light in by cleaning the windows?
• Elevate your outside space for al fresco joy. Think stylish and comfy seating with a dining set or easy chairs, then dress with an outdoor rug, cushions, and lighting.

It’s all about making it easy and exciting for someone to make an offer by showing them the wonderful moments and happy memories they could have by making your home, their home.

WHAT MAKES SECOND VIEWINGS DIFFERENT?

Second viewings usually last longer than initial visits, allowing buyers to connect with your home more deeply. Expect them to spend more time discussing things like:

• Kitchen appliances and cupboard space, from the washing machine’s load capacity to how the overall design suits their day-to-day requirements and habits.
• Where to put their sofa, which room each of their children would have, the best place for a home office, and whether their current dining table will fit or look right.
• Changes they want to make, from cosmetic touches like repainting walls and replacing floor coverings, to larger projects for adding more space or extra value.

The longer a buyer spends in your home, the more likely they are to develop an emotional connection, so make sure your agent allows them enough time to reach that point.

SHOULD YOU BE AT HOME THIS TIME?

Although it’s almost always better for you to be out for someone’s initial viewing, the story can change for anyone who comes back for a second look. 

Your unique and personal insights around your home, neighbours, local life and favourite places can be the icing on the cake, but be mindful of overdoing things.

• Avoid hovering or overselling: Give buyers the space to look around and discuss your home privately, and resist the urge to point out every last power socket or light switch.
• Occupy yourself with something casual – preparing food, pruning plants, reading a magazine – while making it clear that you’re readily available for any questions.
• Keep your answers concise, avoid being vague, and steer clear of lengthy anecdotes. It’s surprising how many sellers can talk a buyer out of making an offer!

The knack is being helpful and approachable without being overwhelming. And if you haven’t shared your favourite local haunts yet – from strolls to scones to supper – now’s the time!

WHAT’S THE RIGHT WAY TO FOLLOW UP?

Some buyers need no encouragement to offer immediately after their second viewing, but that doesn’t mean anyone who doesn’t bite immediately isn’t serious or keen.

Buying a home is a huge decision, and good estate agents are skilled at guiding people who need a little more reassurance or support until they’re comfortable offering. This can include:

• Encouraging the buyer to voice any final concerns, no matter how small. Clear and honest answers alleviate doubts, build trust, and pave the way for a confident decision.
• Gauging their preferred timeline. If it’s a close race between you and another home, marrying up moving dates can be the magic ingredient that tips the balance your way.
• Highlighting urgency when there’s interest from someone else. While no buyer likes competition, the risk of losing a home that’s clearly hot property can get them into gear.

Ultimately, it’s a delicate balance of removing doubts, reminding a buyer of the things they love about your home, and giving them space to see for themselves just why it’s a perfect match.

Are you thinking of moving soon?

There’s so much to think about, so if you’re planning to sell your home in Cheshire, let’s start with a no-strings chat about why, where, and when you’d like to move.

Call us on 01565 318 622 or message us at enquiries@lordandporter.com – from expert pricing and styling tips to finding your perfect buyer, we’re here to hold your hand every step of the way.