Don’t Hide the Problem. Solve It.
A major property issue does not always stop a sale. Sometimes the difference is simply giving buyers a clear solution instead of leaving them with uncertainty.
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We recently sold an entry level three bedroom home that had a fairly obvious challenge. It needed a new roof. There were also some unconsented issues and cosmetic work required inside, so buyers had plenty to think about when they walked through. Initially, the roof was becoming one of the main reasons people hesitated. Instead of trying to play it down, we changed the way we communicated it. Make the Solution Obvious The owners were prepared to replace the roof, so we made that clear in the marketing.
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The message became simple: Buy this house and get a new roof. Once buyers knew the issue was going to be addressed, the conversation changed. People were no longer trying to calculate the risk themselves or wondering how much work they would inherit after settlement. They knew what the solution was. That brought renewed enquiry, helped buyers look at the property differently and ultimately contributed to us achieving the asking price. Buyers Don’t Like Uncertainty A defect itself is not always the biggest problem. Often, it is the uncertainty around it. How much will it cost?
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