卖房策略之(3)------看房的前四周是关键


一间房子上市出售,前四周算是房子的“保鲜期”,能吸引来绝大多数的看房客人。所以说前四周是房子能否尽快出手的关键期,准确地说,在这几年的行市里,前两周就已见分晓。

如果一间房子长时间上市卖不掉,对卖主来说是件累人累心的事。为了避免这种情形,卖主除了要售前装修,合适定价之外,在看房期间,特别是前四周内,还有一些必须注意的事项:

1, 尽可能地给看房的客人提供方便。

有的客人只有在晚上7-8点钟以后才有时间看房,就不要因为自己要做饭和吃饭而拒绝看房。

不要担心家里没人,会丢失损坏东西而拒绝看房。陪同买家看房的经纪是有责任保障在看房时卖家的财物安全。同时,卖家也应事先将贵重物品收捡好。
晚上打开前门后院及各个房间的灯,让前来看房的客人看得清楚,感到方便。不要尾随看房的客人,让人家感到不自在,而会尽快离开。
能做得到时,在约定的看房时段里离开家,让买家能无拘无束地看个仔细,同时给他们发挥想象的空间,让他们想象自己在这个家里会如何生活。

2,营造适当的家居氛围。

打开窗帘,显得房屋宽敞明亮,这是大多数买家所喜欢的;
夏天时,打开冷气,冬天要将暖气的温度调高到合适,将湿度调低一些,有壁炉的将壁炉烧起来。
将冰箱上的小贴纸,个人的像片,证书,奖品减少到合适,收拾好厨房,洗手间里的家当,干净整洁永远会让看房的买家赏心悦目。
在有人看房的时段里避免烹饪,饮食。将电视关掉或调低声响,或打开音响,放些舒缓的乐曲。
如果家里的宠物不是那种人见人爱的,在有人看房时最好关起来或带出家去。
不要喷洒气味浓重的空气清新剂,但要清除烟味和烹饪的气味以及潮湿,污浊的气息。
摆放鲜花和绿色植物会有画龙点睛的效果。

3,与准买家们建立一种和睦的关系。

很难一眼看出哪个看房的客人是真正的买家,但真正的买家一定出自他们中间。
尽可能由家中的主要人物为看房的客人开门,善意的点头,微笑,简短的问候,表现出恰到好处的热情,让客人有个好心情,也会更喜欢看你的房子,对房屋的印象也会好一些。
对客人提出的问题,尽可能地客观回答,对于价格等不愿回答或不方便回答的问题,可以推给自己的卖房经纪,避免与客人有任何争执或语言冲突。

一间房子要卖得快而好,除了市场的需求,经纪的市场推广,卖家在看房其间的配合实在是功不可没的。

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