How to Utilize Remodeling Advice to Get Buyers on Board

Written by Posted On Friday, 01 June 2018 11:17
How to Utilize Remodeling Advice to Get Buyers on Board Aaron Popowski/Gallery Kitchen & Bath

Location is everything — we all know that. Though choosing a home in a great location is logical, most buyers consider other factors as well. A space's aesthetics are important, too, and some buyers might decide to pass on a property in a prime location just because the home's style doesn't match their tastes.

Purchasing a home in which to build a life is as much an emotional decision as it is a logical one. Thus, successful real estate agents must use every tool at their disposal to bring their clients value on both levels. If buyers can't visualize what a space could look like, they won't get the chance to truly envision themselves in it. Plus, their inability to see a space's post-renovation potential can blind them to a property's upsides, such as a desirable location or the below-market price tag often associated with a property that isn't in top condition.

That's where real estate agents can leverage partnerships or their own knowledge of remodeling and design trends to build that vision and emotional connection, bringing buyers one step closer to purchase.

Stoking Your Client's Imagination

As a real estate agent, you’re naturally tuned in to what your clients are searching for, what they’ll appreciate most about a property, and what they might not find very appealing. So imagine that you take a buyer to a property that seems ideal, only to see her hesitate. If you ask questions to identify the reason behind the hesitation and discover that the location and price are desirable, it's likely that her hangup lies in the condition, and it's time to help her see the potential.

The obvious question becomes this: What about the condition is undesirable? If you find yourself in this position, ask specific questions about what your client would prefer — from a more spacious kitchen layout to bay windows in the dining room or a totally modern bathroom. Discuss remodeling tips and trends you’ve seen that focus on that aspect and the way the rest of the space was designed to complement it.

You should also be prepared to discuss rough timelines for different kinds of remodeling projects and how they'll impact the buyer’s specific circumstances. For instance, if she needs to move within a certain period, talk about the scope of the remodeling work needed and whether it would be possible to live in the property during the process. Avoid setting unrealistic expectations by not being too specific about costs or exact timelines.

Learning the Remodeling Ropes

Unsure how you might answer those questions? That's OK. A quick internet search will give you some of the basic details you need to round out your knowledge of remodeling projects. The web is home to industry tips galore, from 2018 design trends to choices that will never go out of style.

While tailoring your advice to the client’s desires and sprinkling in phrases such as “customized” and “tailored fit” will help, a visual approach is even better than a verbal one. You need a portfolio of photos of the most popular trends to show your client as you explain how the home could be customized to meet her vision. It's the most effective way to connect the logical and emotional decision-making processes in your client's mind so she can be confident in her decision.

The most successful real estate agents are those who can not only identify prospective buyers' hangups, but also provide real solutions to those problems. And sometimes, that solution might come in the form of a partnership. Working with a remodeling expert with design and contracting experience can help fill in the gaps. A design-build firm can offer real images that show the potential in a space and can provide detailed information on project timelines and expected costs.

Whether you build your own portfolio of information to guide clients or partner with a firm that can add knowledge, providing prospective buyers with detailed remodeling information will offer them peace of mind — and move them closer to a sale.

Rate this item
(1 Vote)
Aaron Popowsky

Aaron Popowsky is CEO and founder of Gallery Kitchen & Bath, an award-winning licensed, bonded, and insured full-service design, selection, and build firm. Gallery KBNY specializes in the interior renovation of apartments, brownstones, and townhomes in Manhattan, Brooklyn, and parts of Queens. The team strives tirelessly to couple excellent craftsmanship with matching service and communication.

https://www.gallerykbny.com/

Realty Times

From buying and selling advice for consumers to money-making tips for Agents, our content, updated daily, has made Realty Times® a must-read, and see, for anyone involved in Real Estate.

Joomla! Debug Console

Session

Profile Information

Memory Usage

Database Queries