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How to Get Most Out of Property Viewings

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Table of Contents

PAGE

Introduction ……………………………………………………………………… 3

Section 1: Top 5 Important Questions Most People Forget

to Ask

What are the vendors doing? …………………………………………………………….. 5

Is there already a chain? How long is it? ………………………………………….. 7

Why are they moving? ……………………………………………………………………….. 9

How long have the vendors been here? ……………………………………………. 10

Will they take an offer? ………………………………………………………………………. 10

Section 2: Avoid the 3 Common Mistakes Most People

Make with Viewings

Make your own personal checklist when viewing property ………………. 13

Do your research …………………………………………………………………………………. 14

Ask the right questions ………………………………………………………………………. 16

Section 3: What Vendors Should do to Prepare for Viewing

Rule # 1: Tidy Up ……………………………………………………………………………….. 21

Rule # 2: Let the buyers go through the property on their own ……… 26

Rule # 3: Don’t Ask Too Many Questions …………………………………………. 27

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Introduction

Whether you’re buying or selling a home, making the most of your

property viewings is essential to you being able to make your next property

move successfully.

So many property sales collapse because of information that crops up

later down the line once you’ve gone to the time and expense of arranging

surveys, solicitors and removals.

We’ve written this guide to help you whether you’re a buying or selling. If

you’re selling it’s worth reading the helpful advice we give to buyers because

it will help you anticipate questions you might get asked about your home so

that you’re not caught off-guard.

If you’re buying there are a few key questions you need to ask when

viewing properties to make sure you find out what you need to know to

make a decision and negotiate a good deal.

Section 1: Important Questions Most People Forget to Ask

Sophie White is a woman in a hurry. At least she was on the day in

April when she spent £167,000 in 15 minutes, buying a one-bedroom

apartment.

"It was the first and only place I saw. I'd spotted it on the web and

didn't think I was in a rush to move. In theory this was to have been the

first of many visits to properties over the coming months. But when I saw it,

I knew it was very special," says Sophie.

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Sophie is not so unusual. A research study by Santander shows that

the average time a buyer spends viewing homes before putting in an offer is

just 96 minutes, 43 minutes less than people typically spend deciding where

to go on holiday or what computer to buy.

As a result, it says, 49 per cent of house buyers then experience a

problem - anything from noisy neighbours to showers malfunctioning

because of low water pressure - which could have been avoided had they

spent more time researching the property.

When you find a property that you are initially interested in, contact

the Estate Agent to arrange a time for the viewing. It is wise to see as many

properties as possible in order to get an impression of what is on the

market.

Aside from taking notes, visiting the property on several occasions at

night or day, rush hour or not, or taking photos, it is always a good idea to

ask the seller questions that will help you make a sound decision whether to

purchase or not.

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Nobody is in a better position to tell you about the property than the

current owner, as usually they are the previous residents. Use the viewing

as an opportunity to chat with the owner and find out anything you would

like to know about the property or the area.

As you’d probably have a checklist of questions, and according to

research, here are top 5 questions most people forget to ask when checking

out a property.

1. What are the vendors doing?

There is one phrase guaranteed to strike fear into the heart of anyone

trying to sell a house: the broken chain.

Put simply, a chain is a line of buyers and sellers involved

simultaneously in property transactions that are linked to each other. If one

transaction falls through or is delayed, the chain breaks and the effects are

felt up and down the line.

For example, if you are waiting for a buyer to complete the purchase

of your house before you complete the purchase of your new house, and

your buyer pulls out, you may have to pull out, which could cause problems

for the vendor of your new property. And so on. The result is a grim mix of

financial and psychological angst.

It's a common problem. Government figures estimate one in three

property transactions in England and Wales falls through, while a survey for

trade event the Homebuyer’s Show found that 36% of people feared getting

stuck in a chain more than any other aspect of moving house. It's an

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expensive problem too, given that the surveyor, estate agent and legal fees

involved in buying property are often non-refundable.

What breaks a chain?

Snarl-ups can happen for a variety of reasons.

● Most deals fail because of tight deadlines for paperwork being missed

or finance falling through at the last minute.

● The buyer can simply withdraw his or her offer. Until contracts are

exchanged, the buyer is under no legal obligation to buy the home and

does not have to pay for any of the costs that you as the seller may

have incurred.

● Another common reason is that the survey - currently undertaken late

on in the process - reveals some previously unknown problem with the

property.

● The gazunderer is back. Gazundering occurs where a potential buyer

reduces their offer at the very last minute before contracts are

exchanged.

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The National Association of Estate Agents has warned that this

phenomenon is rising as the UK housing market cools. Increased knowledge

of property prices and a glut of properties for sale means buyers are more

frequently springing a nasty shock on sellers and risking a lower offer.

Ironically, gazundering by first-time buyers whose ace card is that

they have no chain behind them is also contributing to the increase. It is not

illegal but it’s unethical.

If this happens before contracts are exchanged it is up to the seller to

decide whether or not to accept the lower offer. Once contracts have been

exchanged the buyer is legally committed to paying the price stated in the

contract. They can still pull out, but will forfeit the 10% deposit they paid

when contracts were exchanged and may be liable to pay costs.

● The seller may accept an offer for their house and then inform the

buyer that they have been offered a higher price by someone else.

This is known as 'gazumping'.

● There may be a delay in the lender making a formal mortgage offer to

the buyer. Until the mortgage offer is made, contracts cannot be

exchanged.

2. If there is already a chain, how long is it?

Since people like to have a home to move into before they sell their

previous house, a 'chain' can develop, of people waiting for other sales to be

finalised before they finalise theirs. The longer the chain, the longer this

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process will take to be resolved and the higher the chance of someone

pulling out.

This is where the hard work starts, and the longer it takes to reach

exchange of contracts, the higher the chances of the deal falling out of bed

or of the buyer gazundering (i.e. dropping their price). So keep in weekly

contact with your solicitor and agent to ensure that channels of

communication stay open.

You need to be kept informed of where the conveyancing is at, and

how your buyer is feeling about the progress of the transaction - you need to

know whether they are still highly motivated, or off looking at other things

to keep their options open.

How can I avoid getting caught in a chain

There are a number of steps you can take to minimise the risk.

● Avoid chains in the first place. Find out the status of potential buyers

and decline their offer if they are stuck in a chain. Find out the status

of the people you are buying from too as chains can break either way.

● Make sure you have all your finance in place. To avoid becoming the

weakest link yourself, have your mortgage offer in place before you

start making offers.

● If necessary, arrange for a bridging loan. This is a short-term loan

which covers any financial shortfall and smooths the process. It can

usually be arranged very quickly and will typically charge interest of

1.5%-2% a month.

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● This can provide the means to allow you to buy a new property before

you have actually sold your existing one. It is an expensive way of

borrowing money however, especially if you don't know exactly when

you'll be paying it back.

● It is standard procedure to ask to see the necessary paperwork for the

buyer below you in the chain to rule out any chance of a chain break.

On a more basic level, sellers should do all they can to make their

home an attractive proposition to potential buyers. The property

should be spotlessly clean and tidy. Any redecoration required should

be done. For more information, read our guide to selling your home.

● Be prepared to lower your asking price. Most property is sold within

three months of being put on the market. If your home is still for sale

after this period, your asking price may have fallen out of line with

local levels. Check the prices of as many comparable properties as you

can and adjust accordingly.

3. Why are they moving?

You'll want to know that the family isn't moving just to get away from

the house - for example, because of nightmare neighbours’, a late-night

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flight-path or because the building is about to collapse. But remember to ask

yourself whether the reason they give seems plausible.

A home is a haven and for anyone to leave it without some logical

explanation should put you on guard. It’s never wrong to get that

information so that you won’t get any unwanted surprises for you and your

family.

4. How long have the vendors been here?

The longer the better - anyone jumping ship after less than a year

should have a very good reason. If they took a week of living in the place to

discover that everything in the kitchen is in the wrong place, and that it's far

too far to the bathroom late at night, you don't want to make the same

mistake.

5. Will they take an offer?

As the buyer it’s important to find out the vendor’s position as this will

affect whether they’ll take an offer on the property below the asking price.

Knowing the vendor’s position can give you a real advantage especially

if you can offer a quick completion, cash purchase or not being in a chain.

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If you’re selling your agent will be the middleman and should present

every offer that is made. Insist that the agent has all the background

information to hand on the buyer's position, and the ability to move quickly

and ask that offers be made in writing. Market conditions, competition and

how much the buyer loves the property will determine what the buyer is

prepared to offer. Similarly, the price you will be prepared to accept will

depend on market conditions; how quickly you need to sell; and the size of

your moving budget. Compromise on both sides is often the key to securing

a deal. Also, know whether you want to keep all your furniture, curtains and

white goods, as many of these items may not suit your next home, and can

be used as effective bargaining tools to get the price you want.

The person who offers the highest price is not always the best choice.

Listen to your agent's advice on buyers, and push your agent to find out as

much about the buyers' circumstances as possible.

First, how are they financing the purchase? Cash buyers are best, but

if they are raising a mortgage ask to see a mortgage 'in principle' letter from

their lender. Are they first-time buyers? If so, they will need some

handholding by the agent and could protract conveyancing. Do they have a

related transaction? If they have something to sell, then it should be under

offer before you take your property off the market.

Also, find out about any forward chains that could complicate agreeing

completion dates further down the line. Additional purchasers and buyers

returning to the market are usually good news - as long as their finances are

in place, and then there should be less potential hurdles here.

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A buyer who is represented by a professional home search consultant

is also very good news, as the consultant will push the deal through on their

side of the fence, too.

Section 2: Avoid the 3 Common Mistakes Most People Make

With Viewings

The pictures look great, the description is alluring and the property

seems to tick all the right boxes. But you still have to view it and you should

really only make an offer after a thorough inspection - indeed after several

thorough inspections - of the place you hope to call home.

Sounds blindingly obvious, of course, but viewing properties can be an

exhausting business. There's a lot of wearisome schlepping from A to B,

often after a long day's graft or on a busy weekend, and if you've viewed

lots of places it can all quickly become a blur of neutral colours and polite

chit-chat.

Best, therefore, to approach the whole thing with a clear sense of what

you need to know and what you should be looking for. Hopefully this guide

will make it all a little less stressful.

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1. Make your own personal checklist when viewing property

When planning to purchase a house, consider making a personal

checklist for yourself.

Other than where you’d like it to be and how much you’re budget is,

here’s a list of some of the things you need to put on your list :

● How much is the council tax for the area?

● Is the property lease or freehold?

● If the property is leasehold, how much is the ground rent?

● Is there allocated parking?

● If there is, is it easy to park?

● Does it have a private or shared garden?

● What aspect is the garden?

● Does the property have central heating?

● What are the neighbours like?

● What are the local schools like?

● Are transport links good?

● How far is the nearest station?

● Is the area noisy?

● Where are the nearest shops?

● Is the property tied up in a chain?

● How quickly would the owners like to move?

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● Has any building work been done in the property since the owners

moved in?

Having answers to all those questions will definitely make you more

prudent and guide you to making a well-informed decision when purchasing

a house.

2. Do your research.

It’s well worth getting as much detail from agents as you can before

you arrange a viewing. In an ideal world, all estate agents would have full

details on the web: lots of pictures, full descriptions, floor plans, room

dimensions, virtual tours.

Alas, some are better at this than others, so you will probably have to

call or email the agent to get all the

details you need.

Even then, if it's convenient to do so try and drive past the place

before arranging a viewing - there may be aspects of the area that are a

turn-off and in the long run knowing this will save you the bother of

arranging a viewing.

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Here are some handy tips when viewing property:

● On an initial inspection try not to treat the house as a home but simply

as a building that needs inspecting.

● Even in a fast-moving market, it’s a bad idea to buy unseen. The more

often you view a house, the more likely you are to spot potential

problems before you move in.

● View the property three or four times, at different times of day, to find

out what it’s really like.

● Look at the structure of the building. For example, if there are hairline

cracks in the walls, investigate further.

● Be wary of damp, check as thoroughly as you can, and keep your nose

open as damp can give off a musty smell even if you don’t see physical

signs.

● If you do spot faults, you shouldn’t necessarily be put off buying, but

at least you should get a professional opinion and use this to

renegotiate the price.

● Spend 15 to 30 minutes looking around the property, and then at least

half an hour walking around the general area.

● Find out what the area is like at rush hour, when the pubs close, at

weekends and on a weekday. Try to drive from the property to work or

school during rush hour to check your commute.

● The seller doesn’t have to tell you about problems, and they may try

to hide them. Common cover-ups include painting over damp, putting

furniture in front of cracks, or rugs over floor problems. People may

also be vague about who owns gardens and parking spaces.

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People often think they’ve had a proper survey when they’ve simply

had a mortgage valuation. They haven’t. This is for the benefit of the

mortgage provider, not you, and you should get a proper survey done.

3. Ask the right questions

The owners of the property aren't obliged to tell you about any

problems it may have, but they are legally required to answer honestly any

questions you ask them. It's a good idea, therefore, to go prepared with a

set of questions you can ask the vendors, or estate agent, while you're

actually in the home. Remember, however, not to rely on their information -

always get it verified by an independent expert as well.

Take a list with you so you don't forget to ask any of the important

ones, and make as many notes as you can the moment you finish the

viewing. Many vendors bend the truth to help sell their homes, these

questions are designed to help spot those lies and help you know which

things need the most thorough investigation.

● How long has it been on the market? - If it's been on sale for over

six months, there may be a good reason why no-one else wants to buy

it. If it has been on the market a long time and you really cannot

understand why it would have been, you might like to ask the current

owner if they have any idea why that might be.

● Have you found a new house? - It can take months or years for

some people to find the right property to move to, so you should have

an idea before you start looking of how long you are prepared to wait

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once you've found a place you like. Ask whether the owners are

prepared to rent or stay with relatives until then?

● What are the neighbours like? - You probably won't be told they

are psychopaths, but it's a good sign if the seller knows them by

name.

● Is there a neighbourhood watch scheme? - This should give a

good idea of whether or not the neighbours look out for one another.

● Have you ever been burgled? - If a house has been broken into

once, it often becomes a repeat target.

● Have you made any improvements to the house? - It may have

been recently rewired or had the heating system upgraded, but was it

done by a qualified tradesman, or by an enthusiastic DIY-mad owner?

● Do you have the guarantees? - All respectable professionals give a

guarantee for their work; if the paperwork isn't there, you should

question the quality of the work.

● How much is your...

○ Council tax?

○ Gas bill?

○ Electricity bill?

○ Water bill (metered or rates)?

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Sometimes you can only really tell how much amenities will cost by

living in a house, but remember that usage differs from family to family, so

only take these figures as a rough guide. If any of these seem too high for

the size of the property, there could be a serious problem somewhere - high

heating costs, for example, could mean bad insulation, or even a leak.

● When was the last boiler service? - It's always good to know how

well an owner looks after things in his home.

● How old is the central heating? - This is probably the most

expensive bit of kit in a house, make sure you know if it may cause

you problems.

● How old is the wiring? - Many older houses have outdated and

possibly dangerous wiring in them.

● Where is the stop-cock? - You need to know how to isolate the

water in an emergency. If the main valve is out of reach, why wasn't it

properly relocated?

● Does your property ever suffer from environmental damage,

like floods or subsidence? - The world's sea level is constantly

rising, so make sure you won't need to wear flippers during the rainy

season.

● Where does the main sewage pipe run? - If the vendor doesn't

know, there is a good chance he hasn't had any problems with his

drains.

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● How old is the roof? - This is another expensive thing to renew or

repair.

● Which fixtures will be coming with the property? - (Carpets,

curtains, lampshades, etc). Don't set your heart on the beautiful

antique patio-stones, only to find the owner took them with her.

● Which appliances will be coming with the property? - (Fridge,

stove, oven, microwave if installed, etc). You should assume

everything is going, unless you're told otherwise.

● How old are the appliances that are staying? - Are they under

warranty still and does the warranty transfer with ownership?

● Have the appliances been repaired? - When? Why? By whom?

● Do you get many insects/pests? - Wasps nests, unwanted cats,

etc.

● Who collects the garbage and when? - Find out whether there

have been any problems with this.

● Is your house haunted? - Even if you don't believe in the

supernatural, this question will tell you a lot about the present owners.

It may also give you an insight into the current state of repair of the

house: perhaps the 'ghost' is actually the product of creaking

floorboards or a wind-tunnel in the roofing.

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● When is the noisiest time of day? - Did the owner tell you that you

are under a main flight path, or in a short cut used by local drivers in

rush hour?

● How long does it take to walk to the local amenities? - List the

ones that you would use most, like schools, buses or train stations.

One final tip is to record your viewings with a camcorder or instant

camera. Memory is very patchy and we tend to only remember the extreme

good and bad points of a property. The camera never lies, so you can go

back and check whether your oversized fridge freezer will fit into that gap by

the backdoor at your leisure.

Section 3: What Vendors Should do to Prepare for Viewing

Everyone knows that first impressions count, and you'll want the

house to appeal to as many people as possible; the more people there are

who like the property, the higher the selling price should be. So sweep up,

and make sure the front yard and hall to your house are tidy and inviting.

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Leave the pets with a neighbour, and thoroughly clean up any cat hair

in particular, as many people are allergic to animal hair. Turn the lights and

heating on; air out the house; and don't smoke or cook a curry before

viewings. If you've got parking, leave the space free for the buyer - this will

add to the whole experience.

Rule #1: Tidy Up

1) De-Clutter and De-Personalise

Potential buyers need to imagine themselves living in your house, so

get rid of ornaments and photos - especially posters in kids' bedrooms. Put

things you don't really use on a daily basis in the attic or storage. Large

pieces of furniture should also go into storage; this will make rooms feel

much bigger. Focus on the hallway - clear away coats/clutter; the bathroom

- hide all your products; and the kitchen - clear the bench surfaces of

appliances, jars, tins, etc, and replace any ragged tea towels or smelly bins.

2) Freshen Up the Property

A fresh coat of neutral paint, new tiling or lino, and a couple of new

kitchen doors can do wonders to smarten up a tired-looking property. If you

can't stretch to re-tiling in the bathroom, re-grouting should bring it up new.

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The same effect can be achieved by installing matching chrome

fittings; replacing broken light bulbs; re-painting the front door; ironing

sheets in the bedroom; taking down any heavy dark drapes; installing up-

lighters in the living room for subtle lighting; and strategically placing

flowers throughout.

3) Clean Up the Property

If you'd rather not re-decorate, it is still essential that the house be

spotless. Getting industrial cleaners in to really make the place sparkle will

be money well-spent; have the carpets, sofa covers, oven and windows

cleaned while you're at it. Pay special attention to the kitchen and

bathrooms, which need to be inviting and hygienic; finish up with a new loo

seat; fresh white towels; and a strategically placed plant or two. Watch out

for over-stuffed wardrobes - yes, people do look in them to check the

amount of storage space - so clear them out.

Finally, the garden is now seen as an additional room, so be sure to

make your garden feel like a great space for entertaining and relaxing.

If you prefer to do the cleaning yourself, here’s a priority list to get

you started.

● Make sure that your property is spotless and tidy.

Don't let all your hard work go to waste. Make sure everything is

spotless, stuff those loose papers in a drawer, and don't leave dirty washing-

up in the kitchen sink.

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• Make sure that your property smells sweet.

Forget the old adage about the smell of coffee and baking bread being

the key to a successful house sale. It's far better to air the property well by

opening all the windows for half an hour or so. In winter, do this several

hours before your first viewing to give the property a chance to warm up

again. Light a scented candle and put out fresh flowers.

Or you can get essential oils like lavender to diffuse a smell through

the house. Or joss sticks. Use these sparingly as they tend to be strong –

you don’t want to over-power the buyer, or make it too obvious.

If you have been painting leave a few sliced onions out overnight.

These help get rid of the smell, particularly of gloss paint.

Don’t arrange viewings while you're cooking - or just after. Cooking

smells can be off putting.

● Make sure that the windows are clean.

Make an appointment with the window cleaner before the first property

viewings. There is nothing that makes a property look grubbier than dirty

windows, especially on sunny winter days when the angle of the sun is low

and light shines directly through south- and west-facing windows.

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● Remove all pets.

Potential house buyers are not necessarily charmed by a peacefully

dozing cat, or boisterous, barking dog. Make plans to remove them during

property viewings. On the day of any viewings make sure the property is

tidy, turn on all the lights, and make sure it smells nice.

● Be friendly and businesslike, but not over familiar.

Potential house buyers have made an appointment to view your

property because they are considering buying it. They want to see the

property, not hear your life story, so keep the first property viewing

welcoming and friendly but businesslike.

● Show the best rooms first and last.

Remember that it's up to you to control the sequence in which your

potential house buyers see the property. You can give your potential house

buyers the impression that they are in control by guiding them round the

house, but always allow them to enter any room first.

Some estate agents still insist on showing houses by starting at the

top and working down. But you only have to think about it for a minute or

two to see that this is nonsense.

First impressions are crucial, so why would you show potential house

buyers the stairs before anything else? Your aim is to create a favourable

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impression, which potential house buyers take away with them and which

they can easily recall.

For this, you need to decide on your key rooms. It's helpful if one of

these rooms is on the ground floor, so that you can return to it at the end of

the property viewing. This will have the effect of reinforcing the overall

message of the property and is the last image viewers take away with them.

For example, if your key rooms are the kitchen and living room, then show

these rooms first, followed by the bathroom and the bedrooms, but then

return to the kitchen or living room so that your viewers leave with the best

room fresh in their minds.

● Emphasize the positive.

There is no need to mention any negative aspects of your home.

Instead, make a list of all the positive things which you can mention as you

are going around the house, but don't overdo the hard sell.

● Dealing with potential house buyers' questions.

It's normally a good sign if potential house buyers ask a lot of

questions; but you should also be aware that some people may simply be

gathering ammunition to make a low offer.

You must answer all questions honestly, although it's worth

anticipating any difficult questions so that you can put a more positive spin

on your answers.

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Potential house buyers are often curious as to why people are selling.

Answer this question in general terms. For example, 'We want to move on to

a new project', or 'We need a bigger house for our growing family'.

Buyers are often trying to find out if you're selling because your

marriage or relationship has broken down. Some potential house buyers are

reluctant to make offers in these circumstances because one partner may be

a forced seller, which can result in months of fruitless negotiations.

If you're divorcing, whatever your feelings, try and present a united

front when conducting property viewings. You don't have to mention that

these are your circumstances, unless you are asked the question directly.

Rule #2: Let the buyers go through the property on their own.

Don’t follow them around. Give the viewer(s) the chance to look

around themselves. They will feel less inclined to poke around if you are

looking over their shoulders.

While you are showing them around in this way always stand back and

let them enter the room first. It matters. If you really think you should show

them around then do so. But stress this is just to let them know what’s

where.Once you've shown them the layout say you’re off to make a cup of

tea and disappear.

On leaving, they will feel more satisfied that they have given the

house "a good going over". They may as well see the visible defects now, as

the surveyor's report will detail them anyway. If there are some obvious

defects point them out, as no house is ever perfect. People will appreciate

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your honesty, and will feel at ease that you are not trying to hide anything.

Trust should not be undervalued in any relationship. Make sure that you

have listed in your head the major positive of the house however to counter

any negatives!

Rule #3: Don’t ask too many questions.

The reasons for this are:

It makes for a more relaxed viewing for the buyer.

And significantly: It protects you from having to answer any difficult

questions.

You don’t want to be put on the spot when they ask you direct

questions like “are the neighbours noisy”. Assuming the neighbours are from

hell, if you lie about this you can be done for misrepresenting the

property. Far better for that answer to come in writing from a clever

solicitor.

Now here's a naughty idea: if you can’t get someone else to do the

viewing you could always pretend you’re someone else. Using an alias is

not illegal in the UK. The chances of you meeting the buyer – if they do buy

– are very remote. Just make sure you’ve moved out before they arrive with

their removals van! Not that it would really matter by then.

In any event: Prepare for any difficult questions. You will know

what they are. Try to prepare a neutral, convincing answer. People can tell if

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you’re stressed by the question – or even lying - if your eyes move or you

touch your face while you’re telling the porky.

Are the neighbours noisy? “Oh they’re a bit salt of the earth. But

they’re good hearted people really”. Say this with confidence and a smile.

But don’t misrepresent your property

Tip: Keep a copy of your description/ particulars to hand. People

under the spotlight, at interviews or … house viewings! ... can often forget

their own phone number.

A good idea is to keep copies of your property description in your front

hall - not least to give these to anyone who sees your For Sale Sign and

knocks on your door without an appointment. Never show anyone around

without an appointment in the section on Your Security.

Tip: Create a competitive atmosphere by organising group

viewings.

If you need any further advice on how to get the most out of

property viewings call us on 01243 870044